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Collecting Actionable Insights to Increase Target Account Penetration

Client: Aerospace & Defense Industry Service Provider 
Services: Market Assessment

Aerospace and Defense Market Assessment Analysis

The Challenge:

Our client was looking to better understand the future needs of a top tier account and that account’s perception of their services in order to provide better support and mine the account for potential new business opportunities.

The Solution:

ML took a phased approach with Phase 1 involving identifying and validating the list of executives for outreach, goal setting, and creating the interview template. Phase 2 included the creation of an outreach plan, intel gathering, analysis and reporting our findings back to the client.

ML Services Provided:

  • Define executive outreach list
  • Understand target account needs
  • Gain competitive insights
  • Evaluate level of brand awareness
  • Explore appetite for new business

Program Results & ROI:

  • Identified awareness of brand and service offerings, broken down by lines of business
  • Uncovered areas with the most opportunity for new business as well as vendor selection criteria
  • Gained insights into competitors and their strengths and weaknesses
  • Identified three areas where gaps exist that our client could fill and made recommendations to help them pursue the opportunities

Would you like to take a deeper dive into this case study?

DOWNLOAD the full story to learn:

  • Interview execution process
  • Types of questions and prompts
  • Examples of intelligence collected
  • Data analysis and reporting provided
  • Examples of the competitive and business development intel provided
Download the Case Study

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