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Advanced Imaging Magazine

Updated: January 12th, 2011 09:49 AM CDT

How to Develop Business Opportunities

Strategies for finding new prospects in difficult times
Dynamis AB
Bin Picking is one of the most interesting opportunities in visionbased automation. In 2008, for example, Karlskoga, Sweden-based Dynamis AB, successfully introduced SensActive ™ technology for bin-picking applications.
Hofmann AMC
The goal of realizing additional business can be achieved in many different ways depending on your core business, customer base, competition and available budgets & resources. Opportunities can be grouped into three categories: Existing customer/new product, existing product/new customer and new product/new customer.
Baumer Gige camera
National Instruments module for camera link imaging processing
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By Holger Hofmann
AMC Hofmann

Common definitions of “strategy” and “business development” can be found at web-based encyclopedia Wikipedia:

• Strategy: A plan of action designed to achieve a particular goal

• Business Development: Evaluating a business and then realizing its full potential

Due to the importance of business development on one hand and a strong recommendation to work in projects with goals and plans on the other, the term strategic business development (SBD) will be used in this article.

WHERE TO DEVELOP (NEW) ADDITIONAL BUSINESS?

The goal of realizing additional business can be achieved in many different ways depending on your core business, customer base, competition and available budgets and resources. The opportunities for SBD can be grouped into three categories:

• Existing customer/new product

• Existing product/new customer

• New product/new customer

It sounds simple, but opportunities are everywhere, sometimes much closer than expected.



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