A discussion is held with the client company to review their products and services offered, their expectations, business objectives (short and long term), and any other business ambitions.   A proposal is then prepared suggesting a plan of action to meet the objectives.  The plan may include:

A business (market) survey  carried out to identify local competition (bench-marking), route to market,  pricing, trading methods, customer needs, barriers to entry, method of distribution, competitor selling skills, specification requirements, local pricing, etc.   The objective of the study is to prepare a 'How Best to Compete Strategy'. 

On completion of the study, a report is prepared and presented to the client's management for discussion too review "How best to Proceed" and agree the sales and marketing objectives.

The object of the study/report is to  present a comprehensive business review from which informed choices can be made.   The report would include a potential list of key accounts, strength and weaknesses reference the opportunities for each potential account and a sales forecast.    In short, what does one have to do to generate profitable sales?  How long will it take?   Is the business available worth the effort?  What's the potential reward?  What are the long-term business prospects? etc.