Transition Planning - (Sellers/Second Edition)
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HOW DOES PAVILION ATTRACT MORE<br />
BUYERS?<br />
The Pavilion team works closely with our marketing<br />
agency Firstbase Business Services (www.firstbase.ca). This<br />
relationship provides the basis for our strategic advantage.<br />
Firstbase is an international strategic marketing agency<br />
with an exceptionally talented team to provide “best value”<br />
solutions for clients.<br />
Our marketing strategies are unique and comprehensive,<br />
when we implement the marketing program, we invariably<br />
have a significant level of high quality enquiries for each<br />
unique business enterprise we represent. The result is obvious<br />
very quickly – a higher level of qualified buyer enquiries based<br />
on our geo-demographic targeting initiatives.<br />
ABOUT FIRSTBASE<br />
Established in 1985, Firstbase was founded by Greg Spafford<br />
in 1985 in the UK and the business was a founding member<br />
of the Direct Marketing Association. The basis for success is<br />
that geo-demographic targeting enables precisely targeted<br />
messaging to niche and vertical markets. This expertise<br />
enables the selection of the most appropriate audience for<br />
specific messages to target business audiences around the<br />
globe.<br />
Unlike other indiscriminate media including newspapers,<br />
magazines, radio and television; targeted messaging ensures<br />
the message being delivered that the audience is relative.<br />
The result is higher levels of engagement and response<br />
based on accurate targeting.<br />
TARGETED RESULTS<br />
TARGETED RESULTS<br />
1. The Project Brief<br />
230<br />
25<br />
5-10<br />
5-7<br />
3<br />
2<br />
1<br />
1. The 2. Exhaustive Project Brief Research<br />
2. Exhaustive 230 prospective Research purchasers<br />
230 prospective purchasers<br />
3. Prospect Generation<br />
3. Prospect Generation<br />
25 interested parties “Dry-run”<br />
25 interested parties “Dry-run”<br />
negotiation negotiation training training<br />
4. Qualification<br />
4. Qualification<br />
& Bidding<br />
& Bidding<br />
5-10 exploratory meetings<br />
5-10 exploratory meetings<br />
5-7 Competitve<br />
5-7 Competitve<br />
bids<br />
bids<br />
3 Bids 3 worth Bids worth considering considering<br />
2 Alternatives maintain competition<br />
2 Alternatives maintain competition<br />
5. Concluding<br />
5. Concluding<br />
the<br />
the<br />
Deal<br />
Deal<br />
1 purchaser 1 purchaser<br />
“The great accomplishments of man have resulted from the<br />
transmission of ideas and enthusiam.”<br />
- Thomas J. Watson<br />
TRANSITION PLANNING GUIDE 17
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