The Challenge

Selecting, understanding, and engaging corporate and public sector customers has become increasingly complicated. Senior executives confront organizations with multiple stakeholders, complex and often conflicting interests, and sometimes byzantine political decision-making processes. Valuesoft Info delivers a clear understanding of customer priorities, plans and resources. We understand how to collaboratively engage customers at every level across our market sectors and leverage our customer and competitor knowledge to support campaigns that deliver real results.

Our Work

Valuesoft Info delivers clients insight into their customers’ missions, requirements, preferences, resources, and plans and translates those insights into action plans for more effective customer engagement. From customer prioritization to business pipeline optimization, CRM design and implementation to campaign development, we help firms position their products and services and deploy business development resources to grow revenues profitably.

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Customer Segmentation & Stakeholder Analysis

In today’s government and business markets, the issues, priorities, and positions of different customer groups are rarely straightforward. Nor is their potential value to a firm. We help clients identify the most promising customer segments and map out the stakeholders that hold the keys to maximizing revenue potential.

Mission & Issue Analysis

New customer missions and changed priorities disrupt existing patterns of behavior, pose threats for incumbents, and create opportunities for new entrants. We help clients understand how macro-level developments translate into specific changes in customer requirements and behavior and how to anticipate and adapt to such changes in advance.

Customer Relationship Management

Despite years of investment, companies are too often unable to produce a single, integrated picture of their customer landscape and interactions. We work with clients to implement leading-edge internal systems and processes that provide a platform for profitable customer relationships, business process improvement, and real-time collaboration.

Business Development Effectiveness

Customers and their buying patterns and processes change with the market, yet too many companies pursue business the same way they have for years. We help clients assess their business development processes and adjust those processes and organization to account for changed customer dynamics and company objectives.

Portfolio Management:

Opportunity pipelines are a powerful, but often misused tool. They should focus business development effort on the highest-priority, highest-value opportunities. Too often, they serve to dissipate strategic focus by spreading resources across too many opportunities that lack appropriate size, capability fit, and prospect for success. We help clients build, prioritize, and manage their pipelines to increase the value of their future opportunities.

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Campaign Development & Execution

Simply responding to customer RFPs is seldom effective in capturing the highest-value opportunities. Instead, companies need to design and implement proactive campaigns to shape the market environment, capture major new programs, and defend existing work. We help clients understand the entire customer environment and position themselves as the most attractive providers in a highly competitive marketplace.

Government Relations Support

An effective government relations effort is built on a solid understanding of decision-makers and their priorities. We work hand-in-hand with government relations teams to provide actionable insights into key issues and decision-making processes and assist in the development of targeted, compelling messaging.

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