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Dis-intermediation

When contemplating the potential loss of business to competition most companies just consider their direct competitors. But increasingly, companies find themselves losing business to firms that may not have been even indirect competitors prior to entering their market place.

Intermediaries provide added value as both goods and services travel through channels between providers and end users. They could be primary manufacturers, secondary manufacturing companies, service providers, dealers, brokers, wholesalers, retailers or end users.

Dis-intermediation refers to the loss of business by a channel participant to another form of intermediary, not direct competition by a similar business. From a defensive standpoint: Are you at risk of losing business to an enterprise you would not have considered a competitor in your market?

On the opportunity side: Could you bundle or re-bundle services in a unique fashion to offer some market segment that would be of greater value than that which is currently being offered? Major changes in technology create the potential for such realignment of services. The Internet is a prime example. Interested in this subject? We have a half-day program that helps you focus on the threats to you from disintermediation and opportunities you might enjoy from disintermediating others. We focus on your company's market place as the subject of the discussion.

Sales Cycles We continue to see business development sales cycles that are six months and longer. While a few situations require such an extended time for a formal decision, the point of persuasion can most often occur much sooner. The most common cause of this problem is sales people extending the cycle. Sales people often explain that they need to establish and develop a relationship prior to consummating a sale. We find that the strongest relationships begin with a sale, and then grow.

Forecasting

Our a system can successfully forecast most business revenue with 90% accuracy, 8 quarters out. If a forecast will enable your company to staff more efficiently and plan better, please contact us. Our system takes into account seasonal changes, your own growth rate, and the economy.

Our M-Power^TM Pipeline Management System is a new tool for forecasting new business. It is more accurate than any other system we have seen, and real time forecasts can be developed with the push of a button, at any time.