Services

Growth Advisory

Positioning, pricing, and business development for privately held companies.

Schedule a consultation How an engagement runs

Overview

When growth slows, the cause is usually commercial

Leads cost more than they did last year and convert at the same rate. The sales team describes the company one way and the website describes it another. Deals are won on price because little else separates the company from the alternatives, and margins reflect that.

In most cases the underlying issue is the same. The company has never set out in writing what it sells, who it sells to, and why that work commands a premium. Pricing, sales conversations, and pipeline management all follow from that.

Who we work with

We work with owners and management teams at established, privately held companies with a proven customer base and enough at stake for positioning and pricing decisions to matter. The work usually starts at one of these points:

Growth has slowed while sales and marketing costs have kept rising
A new product or market is being launched and the pricing is largely guesswork
The company is preparing for a financing or a sale, and the commercial story has to hold up
New business depends on one or two people who would be difficult to replace

Container terminal with cranes and stacked freight

Pricing and positioning work reaches into the systems that carry them.

Outcomes

What you get

The work is measured by what changes in day-to-day practice.

01The company has one clear description of what it does, and the sales team uses it.
02You know which customers are worth pursuing and which ones cost more to serve than they return.
03Prices reflect the value of the work rather than what was quoted to the last client.
04Pipeline stages have defined entry criteria, so forecasts can be relied on.
05New business comes through a repeatable process, alongside referrals.

Output

The work ends in a revised price list and target list

Positioning work is straightforward to assess. The price list changes, the target account list changes, and what the team says on a first call changes.

For that reason the work extends into pricing and into the sales process, and it usually touches the systems that support them. A pipeline stage becomes real once it exists in the CRM with entry criteria attached. That is built within the same engagement.

Process

How an engagement runs

Diagnostic

The current offer, the pricing, and an honest read of where deals are being won and lost.

Definition

The positioning written down: what the company sells, who it is for, and the terms it competes on.

Pricing and packaging

What is sold as a unit, what each unit costs, and the order things are introduced to an account.

Go to market

The pitch, the target list, and pipeline stages with entry criteria that mean something.

Handover

Your team runs it, with the material and the reporting to keep running it.

Services

Growth Advisory services

Positioning and messaging

The core of the practice. We define what the company sells, who it is for, and the terms on which it competes. The output is a written positioning document that the sales team, the website, and any investor material all draw from.

Segmentation

Which segments the company can win, and what each one actually buys on.

Competitive positioning

The terms of comparison a buyer uses when weighing you against the alternative.

Messaging architecture

The claims in order, with the proof each one rests on.

Pricing and packaging

We examine the product line against what buyers purchase and what they pay for it, and deliver the recommendation as a plan with the win-loss review and price sensitivity work behind it.

Product sequencing

The order products enter an account over the life of the relationship.

Pipeline design

Stages, entry criteria, and the reporting a management team uses to read pipeline health.

Channel development

Outbound and partner channels, and the motion behind them.

Next step

Find out where the problem sits

If growth has slowed, if pricing is largely guesswork, or if the company has to be explained to a buyer in the next two years, we can help you identify where the problem sits. The first conversation is confidential.

Schedule a consultation

Contact

Talk to us

Every engagement starts with a direct conversation about the decision in front of you and the timeline around it.

Send an intake message

Email: bevon@bevsanconsulting.com
Telephone: 802-793-4555

Bevon King, Managing Director
Bevsan Consulting
7901 4th St N, Ste 300
St. Petersburg, FL 33702