Prospecting: Research
Overview: Demographic analysis based on prospective viability or replication of existing accounts; identification and documentation of viable prospects including individual decision makers or main points of contact along with all data points necessary for understanding the organization and initiating contact; speculation upon potential opportunities and challenges regarding each prospect pre-contact.
Case: A Romanian mobile application development outsourcing services company offering dedicated team solutions wanted to pursue partnerships with boutique mobile application development agencies in the Asia-Pacific region serving local clients. The opportunity was that these agencies would likely have a need for low cost English-speaking resources to help handle certain projects. Within our cooperation with this company, we continually found and documented a substantial volume of organizations corresponding to this demographic, who we later contacted on their behalf.
Quantification: Up to roughly 100 prospects can be fully researched per working day; depending on demographic size, data points needed, and relative ease of accessing necessary information.
Pricing: Fixed price per qualified prospect that expresses interest as a result of our efforts, provided that the cooperation covers all three prospecting-related service subgroups, or alternatively, advertising in addition to dialogue, where the external cost of the advertising campaign is borne by us, rather than by the client. Where the above conditions do not apply, or where the client elects otherwise, a fixed price per working day allocated to the cooperation may be charged, in lieu of the former commercial model.
Prospecting: Outreach
Overview: Initiation of contact with prospects across a wide range of different channels including email, social media, phone, and in-person networking where viable; follow-ups with prospects previously contacted who are yet to express interest; creation, modification, and sharing of informational materials; documentation of actions taken and analysis of their effectiveness.
Case: A Serbian software company wished to pursue relationships with government organizations in Canada with internal processes relevant to the functionality of their GIS-related platform. Within two months of the start of our cooperation with the client, covering a mix of research, outreach, and dialogue service subgroups; all four relevant organizations in Western Canada, plus one in Eastern Canada, together representing a majority of all such organizations within Canada, had expressed interest in having our client’s platform implemented to help optimize their internal processes involving land oversight.
Quantification: Up to roughly 50 prospects can be contacted per working day or followed up with beyond initial contact.
Pricing: Fixed price per qualified prospect that expresses interest as a result of our efforts, provided that the cooperation covers all three prospecting-related service subgroups, or alternatively, advertising in addition to dialogue, where the external cost of the advertising campaign is borne by us, rather than by the client. Where the above conditions do not apply, or where the client elects otherwise, a fixed price per working day allocated to the cooperation may be charged, in lieu of the former commercial model.
Prospecting: Dialogue
Overview: Liaising with prospects beyond initial contact or followup thereof; conduction of calls with prospects; delivery of proposals; visiting prospects, accounts, or partners in-person where it would be necessary or otherwise helpful to do so.
Case: A Romanian software integrator offering their services globally wanted to expand the partnership they had with their supplier from the Romanian branch of such to the branches located in Hong Kong and Singapore. Dialogue was established with key figures within these two branches, and in-person meetings were held with both in Hong Kong and Singapore over a two week period to build awareness of our client’s offerings and convince them to begin referring implementation work to our client, as their supplier does not handle such work internally.
Quantification: Beyond delegation of tasks related to dialogue for the sake of efficiency, rates of conversion from interest to closure among prospects in unfamiliar or distant markets can be greatly increased through our involvement with prospect dialogue; relationship outcomes with partners and accounts in such markets can likewise be optimized through our engagement with them. Exact numbers are situationally variable.
Pricing: Fixed price per qualified prospect that expresses interest as a result of our efforts, provided that the cooperation covers all three prospecting-related service subgroups, or alternatively, advertising in addition to dialogue, where the external cost of the advertising campaign is borne by us, rather than by the client. Where the above conditions do not apply, or where the client elects otherwise, a fixed price per working day allocated to the cooperation may be charged, in lieu of the former commercial model.
Advertising: Campaign Execution
Overview: Campaign strategization, planning, implementation, and ongoing management; optimization of demographic targeting; creative development and landing page construction; retargeting and cross-channel optimization.
Case: A Brazilian software development outsourcing services provider wanted to drive interest among pre-MVP startup founders in Canada and the United States through the use of a social media advertising campaign and a purpose-built landing page. We designed the creatives and wrote the text copy of the landing page to be used for the campaign, managed the campaign on a day-to-day basis, and conducted dialogue with the leads produced by the campaign.
Quantification: Our involvement with advertising campaigns can greatly increase the total revenue-spend ratio our clients experience versus their comparable baselines within the context of demand generation; often by a factor of 100% or more, per our experience.
Pricing: Where the external cost of the campaign is borne by us rather than by the client, clients are charged a fixed price per qualified prospect that expresses interest as a result of our efforts. Where the reverse is true, our fees are proportional to planned outlays in lieu of the former pricing model. Prospect dialogue support is included in all cooperations involving advertising.
Localization: Translation, Optimization, and Interpretation
Overview: Translation of text copy and interpretation of active dialogue between English and Mandarin; optimization of text copy to suit local tastes.
Case: An Israeli startup wished to have the text copy within their mobile application translated from English to Mandarin and optimized for the Chinese market. We delivered them with a set of ready-to-substitute copy for them to use in the development of the Chinese version of such. This project was handled by a member of our team specialized in translation and interpretation between English and Mandarin.
Quantification: Highly variable depending on project of application and details thereof; norms generally determined through a trial assignment.
Pricing: Fixed price per hour of work completed.
Staffing: Regional Team Establishment and Management
Overview: Conceptualization of structure, composition, and planned outcomes; recruitment and onboarding; continual oversight and active management of staff.
Case: An Indian network security testing service provider targeting SMEs wanted to establish a small team of territorial sales representatives in Canada. We assembled a team for them to serve this purpose covering Vancouver, Toronto, and Montreal; alongside providing ongoing management support of the team in the months following their onboarding.
Quantification: Teams of up to five people can be recruited, onboarded, and productively active in just a few weeks following a conceptualization workshop with us covering the project at hand.
Pricing: Proportional to planned outlays.