Insufficient Sales Volume in Our Current Markets

Typical economic and construction cycles can lead to lower project volume. In some cases, the decline of a specific market segment can be permanent and significant actions are needed.

Solution Path

There are three main areas that should be considered.

The first is to perform some level of competitor analysis to have the best perspective on their strengths and weaknesses. The firm should take a good look at its own strengths and weaknesses to see how they stack up against the competitors.

The second area is performing a market assessment to better understand market segment sizes, growth areas, strongest competitors in each segment. The firm can then define market segments with an opportunity to expand existing services into new clients and/or expand new services into existing clients.

The third area involves an evaluation of the firm's overall sales process and performance of those working in it to determine if changes are necessary.

Using templates, a proven process and compiling knowledge already available within the firm allows each of these areas to progress relatively quickly.

The firm’s business plans should be revised as necessary to reflect changes in the firm’s target markets