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Expert helps business-to-business companies and organisations to grow their businesses and sales revenues and/or also to develop new products or services. Both of these activities start with research and planning and go into at least one phase of implementation. The implementation phases adapt through experience as they develop but they result in partnerships to grow business revenues or to work together to develop new products or services.

As an example, in a business development situation, in which a client wants his business to develop sales in new markets, the initial research phase must understand the strengths,weaknesses,opportunities and threats to the organisation in their current situation. Analysis of this data, which must also be gathered from outside of that client's own organisation, will permit a strategic map to be drawn up and the landscape in the most attractive new markets to be understood, e.g. customers, competitors, channels and obstacles, special events and market situations. From that point, the partnership-building process begins to find the right channel partners and new, long-term customers. As an example,an analysis of the client's products or services can be read across into adjacent markets. A client who repairs kiosks for the dispensing of information or vending purposes was found to be expert in new machines coming into the consumer markets driven by the "self service" ethos. A very profitable new market was found in transport ticketing machines and kiosks which doubled their sales revenues over two years.

Where new products are needed, the process begins in the same way with thorough analysis of the business, its markets, customers and competitors. Once the landscape is thoroughly understood, partnership opportiunities will reveal themselves. An example here is a manufacturer of low-volume, high-priced and technically sophisticated electronic medical products. After research, the best partners were found to be medical universities attached to teaching hospitals. They knew the medical problems requiring solution but didn't have the design, development and early-stage manufacturing capabilities possessed by the client.

This summary is also related to that above, for new business or new product/service development. The processes are very similar and move through the same early desk and then field research and data-gathering phases into business analysis and strategic research planning and then implementation for business development.

The main difficulty,which is almost always met in the early,foundation stages of information-gathering, is keeping the client on-side when there appears to be little commercial activity. And then when the early field research work begins,the clients often mistake information gathering visits and meetings as sales meetings. Expectations must be managed and made realistic.

But all these problems vanish when the first partnerships begin to be formed. But the speed and efficiency with which this process develops is directly proportional to the ammount of thorough and professional research carried out initially!

Working with UK industrial and commercial SME's, I have developed seven companies into growth in 2015 through management and marketing consultancy, coaching and mentoring.Morgan Automation Ltd - new product development in medical electronics. Over three years, he has built up a number of very high level strategic partnerships with medical professors and their department in major UK universities which has yielded several new product development projects for his client.Kingston University, South West London. Kingston University (KU) assisted entrepreneurs and start-up companies external to the university to grow through it's Business Creation Scheme from 2005 to 2008. Working under contract as a KU approved consultant, Expert assisted more than 20 of these ventures towards a commercial conclusion.Solutions4Science Limited (S4S), Basingstoke. S4S carries out specialist services for the pharmaceutical industry to check the environmental conditions in areas where pharmaceutical products are stored or transported. They needed to expand their business and to grow faster and Expert assisted this process, researching new prospects, building a database in CRM and carried out cold-calling and e-marketing to build up a pipeline of new sales leads.Calyx Group and Electroversal Limited, Luton. Calyx and Electroversal repair electronic office equipment and are a Canon main repairs agent. They needed to diversify into adjacent new markets, and Expert researched and led a sales thrust into the vending machine industry, with a major UK vending company signing a contract in the first year.