Business Development & Sales

Where to Play & How to Win

From Fortune 50 corporations to fast-growing cybersecurity companies, Quincy helps deliver profitable sales. The sales cycle is long here. Patience is critical but so is a cost-effective, persistent presence. Knowing the landscape as well as we do allows us to help our clients measure what actually matters and operate with much greater efficiency.  We help compress the sales cycle with timely information, a keen understanding of how decisions are currently being made, who is making them and strategic conversations with those key decision makers.

Reaching Your Target Audience in Saudi Arabia

The Saudi government customer base is a large and complex web of ministries, agencies, and state-owned enterprises permeated by many entities that are not well known or well understood. Quincy can help you evaluate the business opportunities and determine which ones that have the most potential. Even more importantly, we can help you see over the horizon to prioritize seemingly smaller opportunities that can lead to trusted long-term relationships and significant contracts.

We understand that international business development is an expensive proposition. Expanding your reach into a market requires substantial resources, both human and financial. We understand how to manage the costs and risks associated with developing business in this region.

Maintaining an In-Market Presence

For those that don’t yet have an office, we act as their persistent presence on the ground allowing them to greatly reduce unnecessary travel to the region while still maintaining a clear understanding of which potential opportunities are real.  For those companies with a highly developed in-country presence, we can leverage your investment in the Kingdom by working with your local team to identify new opportunities, validate customer requirements and budgets, or develop new strategies to push a big sale across the finish line.

Negotiating & Closing Sales in Saudi Arabia

Where business development is focused on prospecting and qualifying leads, sales is all about closing. Negotiations in this market on terms and price can be very different than in Western cultures. Getting past an MoU and finalizing a contract is a process unto itself here. That process only starts when real trust is established. We bring a bank of accumulated trust with us when advancing a client’s interests. Business and personal relationships are not as separate as in the West. In an honor-based society, that trust is won only over time.

Other cultural differences affect the sales cycle as well. What an Arab customer means and what a Western business person hears are often two very different things. Many times, a negotiation will stall without an apparent reason. We can get past these barriers on your behalf to find out what actually is happening with your project. Quincy will help you cut through rumors, misinformation, and misperceptions while facilitating direct conversations with senior policymakers.

From prospecting to payment, we will help grow your sales. At Quincy, we know where to play and how to win in Saudi Arabia.

Quincy Sales Progression