Client
- For over 40 years, this mid-sized regional sales and service organization has helped life science, food & beverage, energy, pulp and paper and specialty chemical clients to improve the efficiency and effectiveness of their plant operations.
Challenge
- Markets changing at unprecedented rate
- Gap between the client and competitor’s products was narrowing
- Customers becoming more sophisticated buyers, consolidating their vendors, and raising their expectations for suppliers
- Client too dependent on a single industry, a few accounts, and one master sales person
- Management wanted to ensure its strategy was aligned with changes
Solution
- Helped management formulate a customer driven business strategy
- Established customer intimacy as foundation for sustainable competitive advantage
- Segmented the market, profiled and prioritized customers, expanded offerings, and formulated compelling value propositions
- Helped implement strategic initiatives (e.g., incubated and launched new service, designed and applied new strategic account management process, key process improvement)
- We have repeated strategy and implementation assistance in each of the last three years
Client Results
- Compound annual revenue growth rate of 22 percent in each of the last three years
- Management consensus around a single, common vision and strategy
- Business diversification plan
- New service offering