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Ultima Forma - Business Development Support
Client Overview
Company Name: Ultima Forma
Industry: Materials Engineering, Specialising in Electroforming
Headquarters: Basingstoke, United Kingdom
Client Focus Areas: Aerospace, Defence, Automotive & Energy Sectors
Background
Ultima Forma, a materials engineering company specialising in electroforming, recognised the need to transition from conducting mainly research and development (R&D) focussed projects to those that had realisable commercial exploitation value, looking to position themselves with leading technology and product partners within their target markets. This strategic shift was essential for Ultima Forma to establish a more sustainable business model, aimed at enhancing profitability and market presence. To facilitate this transformation, Ultima Forma partnered with SDO Associates in March 2022, seeking expertise in commercial strategy and business development to navigate the competitive landscape of the Aerospace, Defence, and Energy sectors.
Engagement with SDO Associates
SDO Associates was engaged by Ultima Forma to implement a structured approach todrive their transition towards commercially focused contracts. The key activities undertaken included:
Client Acquisition: Onboarding a diverse range of new clients across multiple sectors, including major Original Equipment Manufacturers (OEMs), to enhance collaboration and B2B opportunities in commercially driven projects.
Response Management: Assisting Ultima Forma in securing and responding to various Requests for Information (RFIs), Requests for Proposals (RFPs), and Requests for Quotation (RFQs). This effort was pivotal in positioning the company as a credible and viable partner for leading technology and product organisations.
CRM Development: Developing and managing a comprehensive Customer Relationship Management (CRM) system to effectively track and nurture relationships with potential partners.
Business Development Reviews: Conducting weekly business development reviews to track progress, assess market trends, and ensure that Ultima Forma’s strategies align with their transition towards commercial projects.
Customer Engagement: Arranging customer introductions and visits to the Ultima Forma factory, providing direct insights into their capabilities and fostering strong relationships with future clients in their target sectors.
Pipeline Management: Establishing a robust pipeline of customers and partners, aligning business development efforts with Ultima Forma’s goal of engaging with leading technology providers and product innovators.
Trade Show Support: Conducting planning and preparation activity to ensure maximum success at Ultima Forma’s targeted trade show attendance, arranging on stand meetings and supporting client discussions at the events.
The Outcome
The partnership between SDO Associates and Ultima Forma resulted in significant progress and tangible outcomes over a span of 12 months:
Increased Pipeline Value: Ultima Forma experienced an 8-fold increase in pipeline value, highlighting the successful identification and pursuit of commercially focused business opportunities. This has led to an increase in the business valuation by £10m.
High Contract Win Rate: The firm achieved a 70% contract win rate, indicating the effectiveness of their strategic responses to RFIs, RFPs, and RFQs in securing commercially viable projects.
Diverse Client Portfolio: The onboarding of new clients included leading OEMs and technology partners, reinforcing Ultima Forma’s presence in the aerospace, defence, and energy sectors and diversifying their commercially focused project offerings.
Increased Brand Recognition: The increase in awareness of the company and its capabilities within the target markets.
Ultima Forma has since renewed their contract with SDO Associates for further Business Growth support services.
Customer Feedback
Steve Newbury, Managing Director of Ultima Forma: ‘The collaboration with SDO Associates has empowered Ultima Forma to successfully transition from R&D-driven projects to a commercially focused business strategy. This shift has enhanced our collaborations with leading technology and product partners in our target sectors, leading to a significant increase in pipeline value and contract acquisition’.
Conclusion
Through targeted business development support from SDO Associates, Ultima Forma has fortified its position to not only pursue profitable ventures but also ensure longterm viability in specialised markets. This case study illustrates how a strategic focus on commercial partnerships, coupled with effective business development planning and execution, can drive substantial growth and innovation within a competitive industry landscape.