Dictionary

Getting new clients

Core question (nationally and internationally):

• Where are the problems of our clients and how would our products help in solving these problems ?

• Testing phase
  - Which products/services do we intend to offer ?
  - Can they be realized technically and economically ?
  - Can we earn money with them ?

• Growth phase
  - How fast should the business grow ?
  - How do we want to grow vertically or horizontally, or both ?
  - By extending the offer ?
  - New customers ?
  - New geographic areas ?
  - Which financial and personnel-means are needed ?
  - How can we get hold of these means ?
  - How should the new business be organized and managed in order to be successful on relatively short notice ?

• Integration phase
  - How can we integrate the new business into existing processes ?
  - How can we guarantee continuous growth and profitability (= contribution margin) ?
  - How shall the buisiness be organized and managed in the long run ?

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