COMMERCIAL EFFECTIVENESS AND GROWTH PLAYBOOKS
Growth -particularly the profitable kind- is hard. Sometimes 'strategy' is the issue, but often it is the underlying commercial wiring that needs to be upgraded to capture an organization's full growth potential. We work with our clients to accelerate profitable growth by arming the organization with tools, insights and processes necessary to enhance commercial effectiveness and deliver on more ambitious growth playbooks. The toolkit we deploy is tailored to each client situation but often involves core elements such as segmentation and pipeline management. Critical insights include both external voice of the customer (needs and behaviors) and a deep dive on internal customer metrics such as retention, attrition, acquisition, and profitability. Process change can include simple tweaks to sales tactics and messaging or involve a more significant re-think of the overall go-to-market model. Regardless of the means, the fundamental objective is stronger growth, more profitable growth, and a higher 'bang for the buck' on an organization's commercial investment. The thumbnails below allow you to access some relevant case studies from our commercial effectiveness work.
Industrial Adhesive and Paper Manufacturer Case Study
Context:
Global supplier of pressure sensitive adhesives that needed a discrete set of commercial priorities that would drive the deployment of a new technology to maximize near-in and longer term profit growth
Project:
Product re-launch growth strategy and sales pipeline development informed via customer portfolio analysis, proprietary customer research and external market analysis
Outcome and Impact:
Credible and actionable playbook to penetrate a $300M market opportunity
Subsequent PE exit was highly accretive exit to investors
Agricultural Products Retailer
Case Study
Context:
PE owned Ag Retailer/Distributor was losing share to competitors over last few years and had a lack of a cohesive go to market strategy and vision informed by customer insights
Project:
Customer segmentation and commercial growth strategy to reverse two years of top line declines and margin compression in the core retail business
Outcome and Impact:
Reversal of market share decline in YR 1
Leadership alignment around key growth priorities going forward
Human Nutrition and Food Ingredient Company Case Study
Context:
Client had acquired a number of businesses in the human nutrition space with varied performance, but overall the combined business was not meeting expectations in part due to a flawed Go To Market Approach
Project:
Established new Go To Market strategy by better understanding consumer segment needs, purchasing habits, and headroom across channels, developing a pipeline of customers, and conducting extensive training of sales force to create customer specific game plans
Outcome and Impact:
Human nutrition performance improved from negative EBITDA to 12M+ run rate 18 months into implementation
Global Food Ingredients Manufacturer Case Study
Context:
US BU of ~$6B Food Ingredients Client wanted to leverage customer segmentation to inform how to adjust its Go To Market Model to maximize growth and profitability
Project:
Transformation of the Go To Market model from a one-size fits all approach to one that is more tailored by customer segment and designed to optimize both margins and share going forward
Outcome and Impact:
Roadmap to unlock ~$25M of EBITDA improvement via a combination of share gain, pricing, and resource optimization
Consumer Food Gifting Company Case Study
Context:
A branded food gifting retailer with a very seasonal portfolio wanted a go-to-market growth strategy that combated the changing market dynamics and focused on growth opportunities into new products, occasions, and channels
Project:
Consumer segmentation as a basis for informing new channel, product portfolio and market strategies necessary to accelerate growth in core Food gifting business
Outcome and Impact:
Delivery against aggressive growth targets in year 1 post engagement; on track for year 2
Paper and Forest Product Manufacturer Case Study
Context:
A global paper manufacturer with leadership position in Russia facing key partnership decision in the context of growing demand, shrinking imports, and eroding economics per ton due to mix shifts
Project:
Changes in portfolio mix, brand strategy, and approach to PL participation in Russia Cut Size papers business necessary to maximize share of the total papers profit pool going forward
Outcome and Impact:
Significant change in direction for existing brand strategy and commercial plan