Growth creates choices about where to compete and where to invest
Nularia helps leadership teams identify the most credible opportunities, then determine the action required to pursue them.
Our work gives decision-makers a stronger basis for setting growth priorities. It can support an established business seeking renewed momentum. It can also support a company considering entry into a new market.
A decision worth making well
Growth ambitions can lose force when commercial priorities are too broad, or investment choices remain unresolved. Teams may agree that expansion is needed yet hold different views on where to begin.
Nularia helps clients examine the opportunity in front of them. We bring relevant evidence into the discussion and help leaders reach a position that guides commercial action.
The outcome is a practical growth agenda which sets out the opportunities to pursue and the investment that is needed to support them.
Growth strategy
A growth strategy should help a business choose its next source of commercial progress.
Nularia works with leadership teams to assess the available options and establish a growth ambition that reflects the business’s current position. We help clients make trade-offs between competing opportunities, so that management attention can be directed towards the work with the strongest potential.
Areas of support
- Growth ambition and strategic priorities
- Core-market growth assessment
- New-market expansion options
- Customer-segment prioritisation
- Channel opportunity assessment
- New revenue-stream development
- Adjacent-market evaluation
- Business-model refinement
- Investment priorities
- Leadership decision support
What this can provide
Nularia's support often results in an agreed growth direction, supported by a defined set of priorities. We identify the capabilities required for the plan and establish how progress should be assessed.
Market entry and international expansion
A business needs to understand the commercial conditions surrounding a decision and decide how it will establish a position.
Nularia helps clients assess a proposed market before resources are committed. We examine commercial potential, local conditions and the available routes into the market. The resulting work gives leaders a considered basis for deciding whether to proceed.
Where an opportunity is worth pursuing, we help turn the ambition into a practical entry plan. This can cover an initial launch phase or support a longer expansion programme.
Areas of support
- Market attractiveness assessment
- Commercial feasibility analysis
- Local customer insight
- Competitive-market review
- Entry-mode assessment
- Route-to-market planning
- Partner identification
- Partner selection support
- Local operating requirements
- Early-stage launch planning
Entry routes
The appropriate route depends on the market and the client’s objectives. A business may establish a direct presence, or they may decide that a local partner offers a more suitable first step.
Nularia can assess different routes before the decision is made. This may include distribution arrangements or a joint venture, or an acquisition where appropriate.
Expansion support
Market-entry work often reveals questions beyond the market itself. Leaders may need to consider local resourcing or the organisation’s readiness for expansion.
Nularia can support this stage through an implementation plan that reflects the decision already made. Where appropriate, we can also help clients identify an interim specialist with relevant expansion experience.
Go-to-market and commercial strategy
Nularia helps clients determine how an offer should be positioned and brought to market.
A business does not always need to enter a new market to improve growth. We research alternative strategies to achieve a client's desired growth metrics. We consider the customer groups that matter most, then examine the sales and channel approach needed to reach them.
Areas of support
- Customer definition
- Buyer-segment assessment
- Value-proposition development
- Competitive positioning
- Sales-model review
- Channel-model design
- Pricing approach
- Commercial packaging
- Account prioritisation
- Pipeline approach
- Launch planning
- Sales and marketing alignment
Commercial focus
A robust commercial strategy should make day-to-day choices easier for the teams responsible for growth, and should establish which customers deserve attention, whilst setting out how the business will reach them.
Nularia works with leadership teams to shape this direction. We then help translate it into priorities that commercial teams can use.