• Strategy & Organization
    Metals & Mining, Paper & Forest Products
  • Strategic Marketing 
  • Corporate Development
    Folding Cartons/Flexibles/Tin/Flexible Glass
  • Field Sales
    Oil & Gas Infrastructure

Service are tailored to match situational needs of clients

Map strategy

Analytic support and process facilitation for developing long-range strategic plan.

Key elements of the process:

  • Competitive, market positioning, customer segmentation and strategic growth analyses
  • Business model, organizational alignment and capability gap assessment
  • Strategic plan, transformation program
    and risk management

Assess performance

Appraisal and improvement in specific commercial area.  Can inform "Map strategy".

Common areas of examination:

  • Customer & product profitability
  • Competitive positioning
  • Alignment of business plan, goals and
  • Field sales effectiveness and training
    needs assessment

Bridge resource gaps

Engagements to address short-term gaps in staff resources or M&A transaction support.

Example applications:

  • Project planning & execution
  • Market research and monitoring
  • Project due diligence
  • Interim executive help
  • Investor communications

how we think about our specialties

Strategy & Organization

Corporate strategy boils down to understanding a business’ value to society and articulating what the firm needs to do to deliver that value over a relevant time horizon.  Strategic expression is most general at the enterprise level and increasingly specific and customized when describing plans for individual business units and market segments served by them.  Strategic plans for each of these layers need to be mutually supportive and provide the necessary framework for the interim annual operating plans of the business.  A good strategic plan is like a story told from the ending backwards.  It should have enough detail to guide the future choices that will lead to the mission being realized.    

Once a company knows what it intends to do, it must organize appropriately.  Relevant considerations include having a coherent business model that is capable of delivering the value proposition to customers, ensuring that mechanisms for sensing and responding to market dynamics are effective, and governing with a measurement system that provides focus to ensure the right things get done without adding complexity.

  • Strategy development process
  • Megatrend analysis
  • Demand analysis and forecasting
  • Scenario planning
  • Firm profitability analysis
  • Competitive benchmarking
  • Industry competitive analysis
  • Market positioning analysis
  • Market mapping
  • Customer segmentation
  • Main parameters of value analysis
  • Business model refinement
  • Organizational design
  • Strategic productivity metrics
  • Transformation program management

Corporate Development

Acquisitions and divestitures can be useful tools for accelerating corporate strategic development.  Acquisitions can be means of achieving scale in target markets, repositioning to exploit the potentials of adjacent markets, or buying rather than building new competencies.  Divestment can bring sharper business focus while lowering complexity, and it can be a source of cash.  Effective corporate development in either case starts with strategic clarity that must be supported by a robust M&A process to mitigate risk and ensure value capture.   

Not all companies are in a position to maintain dedicated resources for corporate development, and many lack formalized playbooks to reduce investment risk.

  • Transformation program management
  • M&A Playbook
  • Negotiating strategy
  • Business model refinement
  • Marketing due diligence
  • Integration planning
  • Competitive response analysis
  • Customer response analysis
  • Integration success factors analysis
  • Integration progress metrics
  • Synergy capture

Strategic Marketing

Effective marketing strategy thoroughly dissects the external environment facing a company.  Megatrends and economic cycles drive big picture demand, influencing competitive intensity, while market and customer segments determine winners and losers.  Companies need to address both ends of this continuum, yet many limit their focus to the broad macro factors.    

Deep analyses of markets and customer transactions enable differentiated, solutions-oriented strategies that can position a business to capitalize on market shifts for growth, increase customer loyalty, and dictate competitive developments.  They also lead to discoveries about unmet customer needs, creating new options for the firm to grow by selling more to existing customers, penetrating new geographies or product adjacencies, or migrating along the value chain with innovative solutions.

  • Megatrend analysis
  • Demand analysis and forecasting
  • Pricing strategy
  • Product portfolio profitability analysis
  • Competitive benchmarking
  • Industry competitive analysis
  • Market positioning analysis
  • Market mapping
  • Market and internal surveys
  • Customer segmentation
  • Net promoter score
  • Main parameters of value analysis
  • Go-to-market model
  • Innovation process
  • Product, services and solutions offerings
  • Pilot testing and scale-up

Sales Management

Great strategies need great commercial follow through comprised of the right go-to-market models, skills in communicating value concepts, and measurement systems for tracking results and market developments.  We have installed successful, collaborative approaches across direct and indirect selling platforms, and we have improved front-line selling capabilities in consumer and industrial markets worldwide.  

Territory and account management, call planning, delivering compelling presentations, handling objections and closing sales depend on specific skills that can be learned.  Moreover, capabilities in these areas can be measured and steadily improved through in-field training and monitoring processes.

  • Salesforce productivity assessment
  • Skill assessments
  • Organizational design
  • Go-to-market strategies
  • Territory management
  • Account analysis
  • Persuasive selling techniques
  • Objection handling
  • Closing sales
  • Salesforce training program
  • Sales training tools
  • New product introduction planning
  • The Marketing and Sales interface
  • Sales reports
  • Collaborative customer selling
  • Innovating with customers
  • Managing negotiations
  • Sales Transformation
  • Program Management


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