RK&A, Inc. Services
RK&A, Inc. provides the following Services:
- New Business Development Services
We work with smaller and medium sized clients to understand their marketplace,
their value add, and their competitive positioning. We strategize new
marketplace messages or approaches and then we identify & target the desired
market place customers, segments, or industry groups. We help our clients
execute by providing talented sales consultants (on an outsourced basis) to
help achieve these short term, targeted sales objectives.
- Sales Outsourcing Services
On a case-by-case basis, and typically in the technology (niche software,
niche consulting, etc) marketplace, we can provide a talented team of
experienced sales reps (West Coast or US wide), led and managed by
experienced, technology and people savvy sales manager. We are typically
engaged to help our clients break into new accounts, new industries, new
geographies, or to do general prospecting for new business development.
- Targeted Account Acquisition Services
These services (2-3 day workshops) are made available to medium and large,
high technology and system integration firms and their sales management and
are typically focused on “targeted” penetration and growth into a specific,
named account or industry. Our consultants will engage a “Porter Five Forces”
penetration and competitive methodology to quickly identify the issues and the
appropriate strategies to successfully approach the targeted account or
industry. Account engagement can be achieved by appropriately targeting the
right executive within the targeted account, understanding his particular
“Five Forces” challenge and developing and delivering a business message,
strategy, and proposal that is appropriate to that executive and his business
agenda.
- Merger and Acquisition Target Identification Services
RK&A, Inc helps firms strategize, plan, and implement the growth of their
business through a creative M&A ‘candidate identification and selection ’
strategy. Our approach is unique in that we identify, qualify, and target
candidates that ARE typically outside the normal range of M&A candidates our
clients (and their typical advisors) might consider. For example, we might
find a target M&A candidate that enables a new business venture for our client
in a “related”, though tertiary industry, nevertheless leveraging some
complementary “core competencies” that our client might already possess. Our
focus here is on identifying these possible “beyond the usual suspects”
candidates and in helping our client understand the possible “win/win”
business justifications that would warrant moving forward with a M&A offer or
proposal.
- Sales Rep and Sales Management Coaching Services
RK&A, Inc. provides “one to one” coaches to support individual sales reps,
sales executives and sales managers, who might, from time to time, need a
professional “outside” sales or sales management coach to help work with these
individuals to crack that one account that no one seems to crack, or to
provide another set of eyes and brains around strategy, approach, or closing
some business that has to close this quarter or this year. Our coaches can
also provide a review of sales basics and can assist in sales call planning,
strategy and execution.
- Market Research Services
Rick Kahn & Associates, Inc. provides targeted market research services for
medium and larger Information Technology clients who might desire a discrete,
"custom" evaluation and assessment of a potential new market opportunity for a
new or contemplated product or service offering. We help ascertain the
targeted market's receptivity for the potential product or service offering
and we document and position competitive landscape and penetration and growth
strategies and tactics for our clients. These services are offered on a time
and material or on a fixed price basis. Our Market Research service offerings
typically include:
- Plan and Design the research approach and methodology
- Implement and Execute the actual research effort: On-line/Off-line general
research; Draft, Submit, and Follow- Up on Written Questionnaires; Craft,
Identify, and Conduct Customer, Partner and/or Competitor Interviews, etc.
- Analyze, Document, and Recommend "Go/No Go" decision, derived from and
supported by the actual research Findings