www.imveurope.com
@imveurope
Business development
place with potential clients, but it also should be coherent with your business plan and expected margin.
The human touch Despite the availability of digital communication channels, human interaction still holds a significant place in business-to-business purchasing, particularly for SMEs and startups. Buyers are taking a risk when they adopt a new product and therefore they should be able to rely on you and your company. Te risks could be mitigated by gaining the confidence of your partners and emphasising that the product will be delivered on time, that your company is agile, and that communication with the customer will continue – never leave a customer alone with your product!
The importance of CRM tools Customer relationship management (CRM) soſtware is a must-have in the business developer’s toolbox. Te general observation is that there is an abundance of CRM soſtware packages either free, or very complicated and expensive. Te choice is really difficult, but you can start with what you will use it for: contact management – phone calls, meetings and follow up; contact and opportunity management with product and price lists until the time of ordering; and complete sales cycle, from the first contact to the payment, including the product list and pricing. We recommend evaluating different CRMs with an independent expert to decide which one best fits your needs.
Conclusion Tere are many factors that can influence the success of your business. To optimise your chance for success, preparation is key to achieve your business goals. Firstly, a business plan and market studies will be your greatest allies, especially at the beginning. Ten, always keep in mind that nobody knows your company and your solution. Terefore, one of your priorities is
to spend your resources – time and money – becoming visible in your markets. In addition, gaining your potential customers’ confidence should be one of your top priorities. Tirdly, the right CRM tools are critical to enhance your efficiency and save you precious time. Last, but not least, your team should be motivated to climb the mountain! O
Tematys business development white papers
Tematys (
www.tematys.com) is a market studies and strategy firm, covering the fields of optics, photonics, sensors, electronics, and materials engineering. It now offers a series of white papers made up of six chapters dedicated to photonics SMEs and startups, which aim to provide a useful set of tools for acquiring new clients.
Dominique Bonnisseau is associate-partner, international business development and operational sales, and Corinne Tsamba is report sales manager.
THE FUTURE DEPENDS ON OPTICS™
NEw CA Series Fixed Focal Length Lenses TECHSPEC® CA Series Fixed Focal Length Lenses are designed for high resolution large
format sensors. Covering the APS-C format sensors with a 28 mm diagonal image circle, these lenses feature a TFL Mount. TFL Mounts feature a M35 x 0,75 thread with a 17,5 mm flange distance, and offer the same flange distance, robustness, and ease of use as a C-Mount.
Find out more at
www.edmundoptics.eu/CAseries
UK: +44 (0) 1904 788600 I GERMANY: +49 (0) 6131 5700-0 I FRANCE: +33 (0) 820 207 555
sales@edmundoptics.eu
Yearbook 2019/2020 • Imaging and Machine Vision Europe 15
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52
