Procurement and Marketing Solutions

Our extensive consulting experience in market intelligence, strategic planning and brand marketing can help your company position itself to achieve and sustain market leadership. Our senior consultants are also seasoned facilitators of change; we analyze and we act on your behalf to help you win more market share. Ocañas Group services surpass those offered by the ordinary business plan consultant and business consultant. We can help you incorporate the forces of change into a sound business development strategy.

Be A Market Leader in the $1.5 Trillion State and Local Government Marketplace

Each year, over one trillion dollars flow into the coffers of U.S. businesses that furnish goods and services to government.  Ocañas provides expert consultation on the intricacies of local, state and federal procurement policy and rules.  Drawing on extensive knowledge of governmental processes, Ocañas empowers private sector clients to maximize their working relationship with government and capitalize on emerging trends in how government serves its constituents.

Ocañas Group brings decades of experience in dealing with the common problems faced by businesses in working with the government. Our extensive network of contacts among decision-makers can provide the access you need to create government markets for your goods and services.  Further, we help businesses develop a workable action plan with realistic deadlines that will allow you to complete projects and move on to the more profitable pursuits that drive your core business.

Ocañas has a solid history of assisting businesses in navigating the complexities of working with the government. Where businesses are usually in a reactive position in managing the issues that arise with state and local governments, Ocañas can help those businesses conduct their transactions more effectively and proactively.  And for those businesses whose success entirely depends on the government, this shift to a proactive position with government relationships can make a difference in a company’s security, growth and expansion.

Why pursue a business development strategy from Ocañas?

Ocañas’s goal is to create value for clients.  This can come in many different forms, including:

•  Increased revenue

•  Expanded sales channels – diversified revenue sources

•  Broadened geographic scope

•  Leverage existing investment and assets

•  Access customers unavailable through direct sales

•  Improved marketplace visibility/credibility

•  Stay close to a potential competitor

•  Potential exit strategy via acquisition

 Are companies seeking business development services today?

Yes.  In today’s market, competition for new opportunities is fierce.  Keeping customers for recurring maintenance and support revenue combined with up-sell opportunities has become more important than ever.   Thus, keeping current customers satisfied and offering a compelling, differentiable solution to new customers is essential.  Ocañas gives you that edge.

How well do you know your clients?

 Your entire business is built on client relationships.  Within most industries, it’s likely that up to 80% of your income will come from 20% of your clients. How you deal with your existing clients will determine your company’s future.

The better you know them, the more you earn.

At Ocañas Group, we understand how key client management works and how it can be better implemented in your organization. Our consultants introduce the concept and techniques of building client relationships to your staff at all levels.

We can manage as much of the business development process as you desire, drawing upon your internal resources to the extent necessary.

Whether your marketing representatives are new to working relationships with your target customers, or you simply want to ensure a detailed review of the strategy currently being used, Ocañas’s expertise and experience can greatly assist you in obtaining the full value and effectiveness from your marketing team.

Strategic Relationships

Typically, most companies are so focused on signing and servicing customers that generate revenue in a given quarter that they don’t dedicate the resources necessary to build strategic relationships that generate significant value over a longer time horizon.

Our clients recognize this and engage Ocañas Group to leverage our knowledge, relationships and experience on their behalf.  Depending on each company’s objectives, we can find the right partners and structure the right relationships: co-marketing, referral, reseller, systems integrator, OEM, joint venture, etc.

What is the Ocañas business development process?

Our proven methodology is tailored to the needs of each client.  Here is a brief overview of our process:

Gather Information:  We will meet with your team to better understand each product’s functionality and its underlying value proposition; learn about prior end customer implementations and partner relationships; gather sales intelligence on how best to position the product for different audiences and other applicable knowledge transfer.

Create Materials:  Ocañas will gather and review your current end user sales & marketing materials (intro letters, opportunity summary, brochures, marketing collateral, presentations, demonstrations, white papers, case studies, program/pricing, sample proposal, sample agreement, etc.) and modify or create materials as necessary to properly position the opportunity for each prospect category.

Contact Prospects:  We determine the prospect categories and build a custom list of prospects from Ocañas’s extensive contact database.  Then we contact each prospect through their preferred means of learning about new product or service opportunities (appropriate contact(s) within the prospect and their preferred communications channel – brief call, brief email, email w/ attachment, hard copy, web form, questionnaire, etc.).  We then follow-up with each prospect through multiple contacts and via multiple communications channels, if necessary, to drive interest.

Qualify Prospects:  We continue to build interest in a partnership with your company while qualifying each prospect.  This typically involves conversations with multiple contacts at the prospect, delivery of supporting documents, performing demonstrations, etc.   Ocañas will work to build an internal champion at the prospect, identify decision-makers, influencers, etc.     Once qualified, we coordinate meetings and discussions between prospects and your team for technical, integration, and business issues.

Negotiate Agreements:  Ocañas can drive the business discussions with prospects, including: proposal generation, proposal negotiation, agreement generation, agreement negotiation, third party advisor (legal, accounting, etc.) interface, etc.  We assume that your team will want to be intimately involved in this process.  Ocañas can manage as much or as little of this process as is desired.  At one end of the spectrum you would give us clear objectives and limitations and the authority to negotiate the best arrangement possible.  At the other end, your team negotiates directly and Ocañas acts as a facilitator to keep the process on track and moving swiftly.

Manage Relationships:  Signing an agreement is pointless unless there is proper follow-up to ensure value is created by the relationship.  Ocañas can manage post-agreement implementation, including: coordinate announcement and marketing aspects of the partnership, coordinate sales force training and awareness of the relationship internally with the partner, follow-up with partner to maintain awareness and drive sales of your products,  help maintain a positive relationship between your and the partner’s organizations as  issues arise with product integration, end user implementation, support, etc.

Business Development Services include:

• Marketing client products and services to state and local agencies.
• Developing successful requests for proposals (RFP) and bid proposals.
• Scheduling and attending meetings with decision-makers, public officials and agency buyers.
• Writing business and marketing plans.
• Notifying clients of opportunities before broad publication.
• Advising clients of emerging trends in public private partnerships.
• Creating strategic alliances with other successful organizations.