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Grow Sales to SSA's Public Sector

  • ID: 4846267
  • Report
  • October 2018
  • Region: Global
  • 55 pages
  • DuckerFrontier
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Overview
Demand from public sector customers offers scope for MNCs across numerous industries to drive new sales- However, the segment presents unique challenges- The complex customer base, coupled with Sub-Saharan Africa's unique political and cultural dynamics and weak institutions, reduces visibility on customer preferences and decision-making processes, undermining commercial lead generation and reducing the transferability of sales approaches used in other regions- Meanwhile, competition is rising, notably from Asian firms- While aspects of public sector sales processes are outside of MNCs' control- The author's research has found that MNCs can improve their prospects by building three essential capabilities: getting close to customers, rethinking their value propositions, and becoming proactive at generating leads- Using case studies, this report explains how MNCs can develop these capabilities, both in their direct and indirect channels.

What you will learn
  • Difficulties MNCs typically face when selling to the public sector in SSA
  • Three critical capabilities MNCs need to develop to win in SSA
  • Actions for multinationals to take to win in the region
What you will receive
  • Immediate access to the 55-page PDF report
  • Exclusive email updates covering emerging markets business topics
  • Special discounts on future report purchases
Note: Product cover images may vary from those shown
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Executive Summary

Why Focus on SSA's Public Sector Customer?
  • Why Focus on the Public Sector?
  • A Variety of Opportunities Drives Sales
  • New Opportunities Are Constantly Emerging
  • An Under-Penetrated Customer Base
What Difficulties Do MNCs Typically Face When Selling to the Public Sector in SSA?
  • MNCs Face Several Specific Difficulties in SSA
  • Complex Customer Base Poses Hurdles
  • Politics Create Uncertainty
  • Visibility Woes Make Strategizing Hard
  • External Influence Adds Complexity
  • Limited Resources Mar Effectiveness
How Can MNCs Deal With These Challenges to Capture the Opportunity
  • Some Variables MNCs Can't Control...
  • ...But MNCs Can Focus on Their Capabilities
  • Capability #1: Get Close to Customers
  • Get Close to Customers: Self Diagnostic
  • Get Close to Customers: Steps to Take
  • Tactic #1: Invest in the Right Talent
  • Tactic #2: Systematize Your Liaison
  • Tactic #3: Leverage Outside Help
  • Tactic #4: Support Your Partners
  • Capability #2: Tie Value to SSA Needs
  • Tie Value to SSA Needs: Self Diagnostic
  • Tie Value to SSA Needs: Steps to Take
  • Tactic #5: Leverage Your Advantages
  • Tactic #6: Tap Into Deeper Motivations
  • Tactic #7: Prioritize Areas of Strength
  • Tactic #8: Leverage Customers' Worldview
  • Capability #3: Proactively Generate Leads
  • Proactively Generate Leads: Self Diagnostic
  • Proactively Generate Leads: Steps to Take
  • Tactic #9: Consciously Dedicate Resources
  • Tactic #10: Leverage External Finance
  • Tactic #11: Create Demand Through Influence
  • Tactic #12: Pursue Indirect Opportunities
Note: Product cover images may vary from those shown
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