The opportunity through the customer’s eyes
Start with a specific question: who would buy your product or service, and why would they choose it over the available alternatives? Define the segment, the needs you intend to address and the usual purchasing and approval conditions. Examine how competitors reach customers, what they offer and where your company could differentiate itself.
During a Market Assessment, BDC organises this information and identifies assumptions that need testing. Interviews, visits or trade fairs may form part of the scope. Agree what you want to learn from each activity and how its findings will inform your decision.
The conditions for moving forward
Before deciding, compare your proposed price with the costs of serving the market. Consider distribution, logistics, adaptations and internal resources where relevant. Identify any requirements that need specialist review.
Market Validation & Entry Strategy examines these elements in greater depth to build business scenarios and an entry roadmap. Ask for recommendations that distinguish confirmed findings from open questions. This gives you a basis for comparing alternatives and setting the conditions for proceeding. Your company retains the decision to invest, adapt its offer or defer entry.
