Commercial growth and outreach for manufacturers.
Put your capability in front of the businesses that need it. I help manufacturers connect their proposition, target customers and business development around a clear commercial plan.
Connect capability with a specific customer need
A manufacturer may have a strong product or technical capability without a clear explanation of why a particular buyer should pay attention. I start with the offer, the markets being served and the work the business wants to win.
Your technical team provides the product knowledge. I help connect that knowledge with the commercial questions a prospect needs answered: relevance, application, delivery and the next step in evaluating the offer.
Choose the accounts and relationships worth developing
A target market should be more useful than a broad industry label. We consider the types of organisation, applications, buying roles and potential partners that fit the business and its capacity.
That gives us a basis for prospect research and outreach. Depending on the route to market, the conversation might involve an end customer, distributor, installer, commercial partner or another business in the supply chain.
Build B2B outreach around relevance
LinkedIn and direct commercial conversations can support account development when the people and message are well matched. I help develop a reason to connect, explain the offer clearly and choose an appropriate next step.
The outreach should make use of your actual capability, approved examples and commercial priorities. A product-led business needs more than a generic message asking whether someone wants to grow.
Support the buyer beyond the first conversation
Service and product information, website content and useful sales material should help a prospect assess the next stage. We can review whether those assets support the questions being raised in conversations.
The TIWI CorkSpray collaboration illustrates the importance of connected routes to market: products, training, website development and an installer network. It is an example of the commercial thinking, rather than a claim that every manufacturing business needs the same model.
Keep longer opportunities visible
B2B conversations may involve several people and stages. We agree how to record the context, identify the next action and maintain follow-up without losing the relationship between meetings.
Gain Momentum can support contacts, campaigns and pipeline visibility. We review relevant conversations, qualified opportunities, proposals and outcomes with your team, while technical validation and delivery commitments remain with the people authorised to make them.
The commercial thinking behind the work
My book, The Glue: Why Sales & Marketing Must Stick Together, explores the connection between being seen and developing business. That principle underpins how I connect your positioning, relationships and follow-up.
Explore the TIWI product and installer network collaboration →
Choose the support that fits
Work directly with me on commercial direction and development. Where Momentum supports delivery or Gain Momentum provides the working platform, we make those roles and responsibilities clear in the proposal.
Your questions answered
Can you help develop distributors or commercial partners?
Yes, where those routes fit the offer. The scope can include defining suitable partners, developing the proposition and supporting outreach and follow-up.
Will you need input from our technical team?
Yes. Accurate product information and appropriate technical review are essential. My contribution is to help connect that expertise with the commercial message and route to market.
Is the focus just on LinkedIn?
No. LinkedIn can be one part of the plan alongside website content, existing relationships, introducers, partnerships and direct business development.
What would you like to move forward?
Tell me about the organisation, the opportunity and where you need support. I’ll review your enquiry and we can establish whether there is a fit. Any scope, responsibilities and fees are agreed before work begins.
Start a conversation →