The market planning process is a structure and discipline for specifying, capabilities, talents and skills that affect the marketplace and provide for a sustainable competitive advantage.

The Gatti Group can help you and facilitate a planning session with the functional executives and interactively help develop the market plan by being the devils’ advocate.

The process is framework to develop a market driven plan that specifies strategies, objectives and functional plans for the business to maximize opportunities. The key question is “How can your customer make money?”  Question to be addressed are:

• What are the administrative impacts to their business?
• Can they realize production efficiency?
• Do you help their “Time to Market?”
• Do you make them more competitive?
• Is there a benefit to his customer?

Market planning starts with defining market needs that become the foundation of the operating plan. This requires;

• Market analysis to substantiate needs.
• Identification and concurrence on specific prospects and customers.
• What are the specific benefits for the customer?
• Define what pain is being addressed.
• What is the go to market strategy?

Good planning requires thorough analysis and concurrence on the following:

A-Situation Analysis or “Where are we?”

B-Strategy or “Where do we go?”

C-Programs or “Where do we go?”

The Gatti Group applies time tested proven techniques to help entrepreneurs develop business plans that are specific about differential competitive advantage s that are sustainable. The Gatti Group helps you capture your “Special Sauce” and describe the market, the business opportunity, and why are you better than competition. We challenge entrepreneurs to describe in one page why someone should invest in you. We help you with SWOT analysis, positioning and market strategies. Starting with how you tell a prospect why they should buy from you to establishing endearing value is our mission.

We can help you create the “Elevator Pitch” in 12 to 15 slides that will communicate your business plan and opportunity. There is no magic silver bullet, except keep the slides simple and use pictures and graphics.

The slides are a backdrop for you to show your stuff. The presentation must cover the following:

• 2 slides to set the stage and capture everyone’s attention. What is the market and what is the opportunity that you will capture.
• 3 slides that show how you are going after the opportunity. This is when you describe the “Special Sauce” that makes you different and why will you succeed. Be specific about the benefits the customer benefits and why the customer will select you.
• Use an example of what you have, a demonstration is always the best, otherwise a mock-up or picture will d0.
• 1-2 slides on completion and how you compare. Be specific about features, functions and solutions
• Financials covering expense and revenue for 12-24 months in detail by quarter and year three in one column. Forget hockey sticks, no one believes them, however, spend time discussing how you will run the business and you spending philosophy.
• 1 slide on the team and why their qualifications will make the company successful.
• Summarize why this is a compelling opportunity and how much money you want to raise. Don’t get hung up on valuation. It is what it is.

The Gatti Group can place interim business development managers responsible for a number of techniques focused on attracting new customers and penetrating existing markets. Techniques used include:

• assessment of marketing opportunities and target markets.
• intelligence gathering on customers and competitors.
• generating leads for potential sales.
• advising on, drafting and enforcing sales policies and processes.
• follow-up sales activity.
• formal proposal and presentation management.
• account planning and performance monitoring.
• proposition development and campaign development.

Business-development roles may have one of two modes:

1. sales-oriented (client-facing); or
2. an operational function to support sales.

In a sales role, business development managers concentrate on developing strategic-channel relationships and general sales. Small to medium-sized companies engage the Gatti Group to start the “Go to Market” model and generate first sales.

For larger and well-established companies, especially in technology-related industries, business development managers set up and manage strategic relationships and alliances with other, third-party companies. In these instances the companies may leverage each others’ expertise, technologies or other intellectual property to expand their capacities for identifying, researching, analyzing and bringing to market new businesses and new products.

Business-development focuses on implementation of the strategic business plan through equity financing, acquisition/divestiture of technologies, products, and companies, plus the establishment of strategic partnerships where appropriate.

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The Gatti Group can help develop business plans and provide introductions to sources of money through venture capital companies and unique connections with government agencies here and internationally. Start-ups require incredible execution; the team at Gatti Group has the right experience and skills to deliver immediate impact. We are experts on making early stage companies successful. Whether you need to uncork your revenue, make a new product successful, or raise money, we have been where you are.

What differentiates the Gatti Group is speed and know-how. We leverage our successful startup experience to blast through your current challenges and accelerate your ramp.

But more importantly, we work with you to develop the right plan for your business and help you eliminate roadblocks.  We make sure your plan, presentation and you are ready for prime time.