Ask ten colleagues to provide a definition of “business development”, you will probably get ten answers – all of which are likely to be, at least, partially correct. For Sur Solutions, business development is about growth and relationships. It is about going where the opportunities are and building the intelligence, performing the analyses, and nurturing (and perhaps creating) the necessary relationships to ensure solid, healthy, and long-term organic growth.
But where are these opportunities for healthy and robust business development? We understand business development, particularly in locales hungry for high-quality and affordable wireless telecommunications. For us, business development is about the international relationships – from developing communities in Africa and the Middle-East to the European Union – that result in international growth.
So, if you want the international relationships and strategic partnerships that result in sustained and healthy growth, it is likely that the challenges you will face, we have already faced. Our clients have encountered cultural issues, particularly in Africa and South Asia, that prevent the necessary connections. In other cases, while trying to create effective partnerships, clients have struggled to understand how structural elements in their own shops, and in potential partners (or customers) environments, can inadvertently create roadblocks to strategic and seamless integrations.
- Outside of the hard and sometimes impersonal capitalism of the West, relationships are often everything. It can be more than difficult to develop the necessary relationships without a strong understanding of how businesses work “over there”. It is helpful – no, imperative – that there is some sort of natural ability to build the international connection. Outside of the US, before B2B (business-to-business) can happen, “BTB” must happen – that is, “business-trusting-business”.
- Outside of the hard and sometimes impersonal capitalism of the West, relationships are often everything. It can be more than difficult to develop the necessary relationships without a strong understanding of how businesses work “over there”. It is helpful – no, imperative – that there is some sort of natural ability to build the international connection. Outside of the US, before B2B (business-to-business) can happen, “BTB” must happen – that is, “business-trusting-business”.
- Our deep knowledge of how wireless communications systems work, how they interface with other systems, allow us to see win-win situations that you might never see. When someone understands how your systems look to the world, and how the world’s look to yours, and when that someone can see how each player’s capabilities dovetail with each other, organic partnerships and growth are the natural outcomes.
- It may seem obvious – and it is amazing how many businesses do not pick up on this – but if your overall business development strategy is not supported by, or does not support, your sales and marketing strategies, particularly when all strategies target international clientele, the potential for your efforts to be self-defeating grows. We help you bundle your priorities and provide a level of strategic analysis that is unparalleled in the business development world. Trust us where we lay our reputation on the line to help you earn that business, and ensure your investment in us is well spent.
Great chess players know how to combine impeccable short-game tactics with well-known long-game strategies to be many moves ahead of the competition. Sur Solutions looks at business development in the same way. Our deep wireless telecommunications tactical and strategic knowledge allows us to visualize how it could all come together. We can see the moves ahead of time to help you manage your wireless telecommunications evolution from a business development perspective.
- Robust business development requires mature and…can we say it? – wise holistic thinking. It requires experts who have the depth and breadth of experience to simply be incredibly good at weighing cultural effects, local customs, employing strategic technological collaboration, and taking into account prevailing market conditions to see where the opportunities really are.
- At a tactical level, we know how to keep the business development gears churning. In the narrow sense of probabilities and sales, the BD opportunity funnel must be kept full – we know how to do this. We know how to bring new businesses and products to market, and how to leverage expertise, technologies, and intellectual property to increase capacities. We know what a strategic business plan should contain and how to bring it to life. We know about equity financing, about the acquisition/divestiture of technologies, products, and companies, and the nuts and bolts of establishing strategic partnerships where appropriate.
- Human nature being what it is, sometimes “who you know” is how things get done. But it is also what you know about who you know. You know? We are specifically skilled at sending consultants into Africa and the Middle East to seek and develop opportunities. Sur Solutions sees itself as wireless telecommunications experts with very specific cultural knowledge about locales where very real business opportunities exist. Because of this, we make it easier for you to focus on your core business while we navigate – both physically and metaphorically – the business environments where new communications technologies are sorely needed.
One of our US-based clients had, through a previous business acquisition, found itself in a business relationship with a large Asian telecommunications provider. Initially, this relationship provided benefit to our US client through a modest but important revenue stream. The service provider enjoyed certain marketing and sales advantages in return.
During the ups and downs of routine business as usual, the revenue stream from the service provider relationship diminished to a trickle – noticed, causing concern and discussion, but ultimately not addressed.
While performing standard contract and SLA review, we traveled to Asia to meet with the service provider. We quickly determined that due to employee turn-over and a few seemingly professional disconnects, the “account” had become dormant on the service provider side.
Once we understood this, we were able bring the companies together to make the necessary contacts, nurture the necessary relationships, and mesh the all-important technical expertise and infrastructure to revitalize the commerce and mutual benefit. Revenue streams began to rise, deeper understandings had by all.