{"id":2435,"date":"2022-05-12T17:54:28","date_gmt":"2022-05-12T15:54:28","guid":{"rendered":"https:\/\/porstmann.forma-intern.de\/business-development\/"},"modified":"2022-08-16T20:16:39","modified_gmt":"2022-08-16T18:16:39","slug":"business-development","status":"publish","type":"post","link":"https:\/\/porstmann.forma-intern.de\/en\/business-development\/","title":{"rendered":"Business Development"},"content":{"rendered":"\t\t
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Business Development<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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\n\t\t\t\t\tGoal: Generate new leads due to unforeseen drop in revenue\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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Project <\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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Duration:<\/strong> 1.5 years<\/p>

Role in the project<\/strong>: Managing Director<\/p>

Operational area, geographical:<\/strong><\/p>

  • Brazil<\/li>
  • South America<\/li>
  • Germany<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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    Company<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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    Type:<\/strong> Mechanical engineering
    Turnover:<\/strong> 40 Mio. EUR
    Number of employees:<\/strong> 160<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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    Description<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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    At the beginning of the project, it was planned to generate business exclusively with existing global customers in South America. However, due to the crisis, this was not sufficient. The portfolio and customer base were strategically expanded in the local market.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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    Measures<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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    • Market and potential analysis<\/li>
    • Expansion of sales activities<\/li>
    • Expansion of the product portfolio through merchandise and additional<\/li>
    • Expansion of the sales team<\/li>
    • New customer acquisition<\/li>
    • Preparation of the contract templates<\/li>
    • Joint service and product development with customers<\/li>
    • Establishment of a logistics chain in cooperation with logistics service providers and local tax office<\/li>
    • Management buy-in in Germany<\/li>
    • Implementation at customers<\/li>
    • Personal support for customers during the introductory phase<\/li>
    • Ensuring a lasting relationship with customers<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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      Team<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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      • Development Manager (Germany)<\/li>
      • Sales Manager (Germany)<\/li>
      • Controller (Deutschland)<\/li>
      • Law firm (Brazil)<\/li>
      • Tax office (Brazil)<\/li>
      • Logistics company (Brazil)<\/li>
      • Sales Manager, Logistics & Production Manager (Brazil)<\/li>
      • Assistant (Brazil)<\/li>
      • Customers<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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        Reporting<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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        • Regular team meetings with sales<\/li>
        • Monthly update to management in Germany<\/li>
        • Recurring conversations with customers<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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          Interfaces<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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          • Management in Germany<\/li>
          • Development, Sales and Finance & Controlling (Germany)<\/li>
          • Law firm, tax office, logistics provider (Brazil)<\/li>
          • Sales, logistics and production staff (Brazil)<\/li>
          • Customers<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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            Success<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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            Two years after starting its business activities, the company was seen as a “feared” competitor and was able to achieve a net profit despite the economic crisis.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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            Share<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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            \n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t<\/i>\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"

            Goal: Generate new leads due to unforeseen drop in revenue<\/p>\n","protected":false},"author":4,"featured_media":2326,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"disabled","ast-breadcrumbs-content":"","ast-featured-img":"disabled","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[25],"tags":[],"class_list":["post-2435","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-development-en"],"yoast_head":"\nBusiness Development - Richard Porstmann<\/title>\n<meta name=\"description\" content=\"At the beginning of the project, it was planned to generate business exclusively with existing global customers in South America.\" \/>\n<meta name=\"robots\" content=\"noindex, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Business Development - Richard Porstmann\" \/>\n<meta property=\"og:description\" content=\"At the beginning of the project, it was planned to generate business exclusively with existing global customers in South America.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/porstmann.forma-intern.de\/en\/business-development\/\" \/>\n<meta property=\"og:site_name\" content=\"Richard Porstmann\" \/>\n<meta property=\"article:published_time\" content=\"2022-05-12T15:54:28+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2022-08-16T18:16:39+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/porstmann.forma-intern.de\/wp-content\/uploads\/2022\/05\/Richard-Porstmann-global-procurement-indien-projekt-27.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1000\" \/>\n\t<meta property=\"og:image:height\" content=\"480\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Richard Porstmann\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Richard Porstmann\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"1 minute\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/porstmann.forma-intern.de\\\/en\\\/business-development\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/porstmann.forma-intern.de\\\/en\\\/business-development\\\/\"},\"author\":{\"name\":\"Richard Porstmann\",\"@id\":\"https:\\\/\\\/porstmann.forma-intern.de\\\/en\\\/#\\\/schema\\\/person\\\/4b296760c099c698e34d4219828c35a4\"},\"headline\":\"Business Development\",\"datePublished\":\"2022-05-12T15:54:28+00:00\",\"dateModified\":\"2022-08-16T18:16:39+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/porstmann.forma-intern.de\\\/en\\\/business-development\\\/\"},\"wordCount\":242,\"publisher\":{\"@id\":\"https:\\\/\\\/porstmann.forma-intern.de\\\/en\\\/#organization\"},\"image\":{\"@id\":\"https:\\\/\\\/porstmann.forma-intern.de\\\/en\\\/business-development\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/porstmann.forma-intern.de\\\/wp-content\\\/uploads\\\/2022\\\/05\\\/Richard-Porstmann-global-procurement-indien-projekt-27.jpg\",\"articleSection\":[\"Business Development\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/porstmann.forma-intern.de\\\/en\\\/business-development\\\/\",\"url\":\"https:\\\/\\\/porstmann.forma-intern.de\\\/en\\\/business-development\\\/\",\"name\":\"Business Development - 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