Precise. Relevant. Essential.

Grow Sales to SSA’s Public Sector

Grace Fuselier, August 5, 2019

$ 1,997.00

A comprehensive overview of how to develop the capabilities you need to tap into one of the Sub-Saharan Africa’s largest opportunities. You will learn why your business should focus on SSA’s public sector customer, the difficulties MNCs face in the region, and how to deal with these challenges.

Overview, Table of Contents & Sample Pages below

SKU: 0134 Category: Tags: ,


Demand from public sector customers offers scope for MNCs across numerous industries to drive new sales. However, the segment presents unique challenges. The complex customer base, coupled with Sub-Saharan Africa’s unique political and cultural dynamics and weak institutions, reduces visibility on customer preferences and decision-making processes, undermining commercial lead generation and reducing the transferability of sales approaches used in other regions. Meanwhile, competition is rising, notably from Asian firms. While aspects of public sector sales processes are outside of MNCs’ control, DuckerFrontier’s research has found that MNCs can improve their prospects by building three essential capabilities: getting close to customers, rethinking their value propositions, and becoming proactive at generating leads. Using case studies, this report explains how MNCs can develop these capabilities, both in their direct and indirect channels.

What you will learn

  • Difficulties MNCs typically face when selling to the public sector in SSA
  • Three critical capabilities MNCs need to develop to win in SSA
  • Actions for multinationals to take to win in the region

What you will receive

  • Immediate access to the 55-page PDF report
  • Exclusive email updates covering emerging markets business topics
  • Special discounts on future report purchases

Table of Contents

  • Executive Summary4-7
  • Why Focus on SSA’s Public Sector Customer?8-12
  •   Why Focus on the Public Sector?9
  •   A Variety of Opportunities Drives Sales10
  •   New Opportunities Are Constantly Emerging11
  •   An Under-Penetrated Customer Base12
  • What Difficulties Do MNCs Typically Face When Selling to the Public Sector in SSA?13
  •   MNCs Face Several Specific Difficulties in SSA14
  •   Complex Customer Base Poses Hurdles15
  •   Politics Create Uncertainty16
  •   Visibility Woes Make Strategizing Hard17
  •   External Influence Adds Complexity18
  •   Limited Resources Mar Effectiveness19
  • How Can MNCs Deal With These Challenges to Capture the Opportunity20
  •   Some Variables MNCs Can’t Control…21
  •   …But MNCs Can Focus on Their Capabilities22
  •   Capability #1: Get Close to Customers23
  •   Get Close to Customers: Self Diagnostic24
  •   Get Close to Customers: Steps to Take25
  •   Tactic #1: Invest in the Right Talent26-27
  •   Tactic #2: Systematize Your Liaison28-29
  •   Tactic #3: Leverage Outside Help30-31
  •   Tactic #4: Support Your Partners32-33
  •   Capability #2: Tie Value to SSA Needs34-35
  •   Tie Value to SSA Needs: Self Diagnostic36
  •   Tie Value to SSA Needs: Steps to Take37
  •   Tactic #5: Leverage Your Advantages38-40
  •   Tactic #6: Tap Into Deeper Motivations41
  •   Tactic #7: Productize Areas of Strength42-44
  •   Tactic #8: Leverage Customers’ Worldview45
  •   Capability #3: Proactively Generate Leads46
  •   Proactively Generate Leads: Self Diagnostic47
  •   Proactively Generate Leads: Steps to Take48
  •   Tactic #9: Consciously Dedicate Resources49
  •   Tactic #10: Leverage External Finance50-51
  •   Tactic #11: Create Demand Through Influence52-53
  •   Tactic #12: Pursue Indirect Opportunities54
  • About DuckerFrontier55

Sample Pages

DuckerFrontier is a market intelligence and consulting firm that provides tailored solutions to drive growth for clients across the B2B, healthcare, consumer, and technology sectors. Our dedicated teams serve as advisers to clients, delivering the market and industry knowledge they need to succeed at all points in the business cycle. Continuous research & insights, custom solutions, and transaction support services provide clients with timely, actionable insights to adapt and win in changing markets. The company is headquartered in Washington, DC, with offices in Troy, Mich., New York, London, Paris, Berlin, Singapore, Shanghai, and Bangalore. For more information, please visit www.duckerfrontier.com.

Work With DuckerFrontier

Ready to deliver better outcomes for your business with us by your side?

Get Started