Business Development

Goal: Generate new leads due to unforeseen drop in revenue

Project

Duration: 1,5 years

Role in the project: Managing Director

Operational area, geographical:

  • Brazil
  • South America
  • Germany

Company

Type: Mechanical engineering
Turnover: 40 Mio. EUR
Number of employees: 160

Description

At the beginning of the project, it was planned to generate business exclusively with existing global customers in South America. However, due to the crisis, this was not sufficient. The portfolio and customer base were strategically expanded in the local market.

Measures

  • Market and potential analysis
  • Expansion of sales activities
  • Expansion of the product portfolio through merchandise and additional
  • Expansion of the sales team
  • New customer acquisition
  • Preparation of the contract templates
  • Joint service and product development with customers
  • Establishment of a logistics chain in cooperation with logistics service providers and local tax office
  • Management buy-in in Germany
  • Implementation at customers
  • Personal support for customers during the introductory phase
  • Ensuring a lasting relationship with customers

Team

  • Development Manager (Germany)
  • Sales Manager (Germany)
  • Controller (Deutschland)
  • Law firm (Brazil)
  • Tax office (Brazil)
  • Logistics company (Brazil)
  • Sales Manager, Logistics & Production Manager (Brazil)
  • Assistant (Brazil)
  • Customers

Reporting

  • Regular team meetings with sales
  • Monthly update to management in Germany
  • Recurring conversations with customers

Interfaces

  • Management in Germany
  • Development, Sales and Finance & Controlling (Germany)
  • Law firm, tax office, logistics provider (Brazil)
  • Sales, logistics and production staff (Brazil)
  • Customers

Success

Two years after starting its business activities, the company was seen as a “feared” competitor and was able to achieve a net profit despite the economic crisis.

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