Business strategy and marketing

With the restructuring of the business, De La Rue needed to review its business strategy and refocus and train its new sales force to sell passport solutions globally.

IMM worked with the management team to develop the business strategy to grow De La Rue’s share of the passport market. IMM developed the value proposition which underpinned all the marketing and sales support material created for each stage of the sales process. This included presentation material, samples, brochures and PR. IMM also designed a product training programme to train sales staff unfamiliar with passports and issuing technologies.

IMM developed a qualification process for passport opportunities, encompassing a range of customer, solution, competitive and order criteria. Finally, IMM helped put together a sales qualification and pipeline management process to manage prospects and target customers, build credibility and sell passports effectively.