Business Development & Key Account Management

Before opening conversations, we clarify where to compete, with what proposition and towards which stakeholders.

• Analysis of the market, competitors, targets and supply-chain dynamics
• Definition of the value proposition for the local context
• Scouting for customers, industrial partners and opportunities
• Mapping of decision-makers, stakeholders and routes to access

We turn the chosen direction into structured commercial work and follow opportunities without losing the decisive steps.

• Preparation of presentations and technical and commercial offers
• Opening and developing relationships with selected customers and partners
• Sales follow-up and negotiation support through decision and contract award
• Sales follow-up and negotiation support through to the decision and contract award

Methodical management of strategic accounts, from relationships inside the customer to the opportunities in progress.

• Stakeholder mapping and account development plans
• Monitoring opportunities and agreed actions
• Coordination between an Italian company and international clients
• Management of follow-ups, escalations and internal decisions

After contract award, we support commercial and operational teams in the project management system through to project kick-off.

• Technical-commercial coordination during development and industrialisation
• Support for aligning requirements, milestones, responsibilities and communications
• Dialogue between an international client and internal teams during critical phases
• Project management, programme monitoring through to launch

We prepare companies to identify the expectations of OEMs and Tier 1s so they can implement the necessary organizational steps and, if needed, expand in-house capabilities.

• Identify roles, processes, tools and ways of Project & Key Account Management required to make the company ready to engage effectively with established international organizations
• Gap analysis and proposal for organizational alignment and capability building.
• Training on "customer orientation": develop communication skills, expectation management and understanding of OEM/Tier 1 dynamics.
• Project Management & Cross-Functional Working: Methods, tools and collaboration practices to coordinate different functions, clarify responsibilities and steer projects and activities toward shared objectives.

Continuous senior commercial coverage for companies that do not yet have a dedicated function for the DACH market.

• Temporary management of strategic customers and opportunities
• Regular presence with customers, partners and plants
• Operating cadence, reporting and internal alignment workshops
• Structured handover to an internal or permanent role