Results

Top-Tier Financial Services Company

• The situation: Company wanted to understand why institutional clients were not heavy product users and to explore strategic options.
• The ask: What could Company do to get better traction with institutional clients and investors.
• The findings: Some institutional clients saw economy and asset levels to limit the opportunity. Marketing and account opening processes presented some issues.
• The recommendations: Partner more effectively with institutional client marketing efforts. Improve online account open process. Creatively position relative to competitors.

Leading Global Travel Site

• The situation: Company wanted to gain some early learnings on a new business to assess growth potential.
• The ask: How valuable was offering to customers and what was the payback.
• The findings: Many customers saw the merits of new offering but few had quantified a payback. Sales support was inconsistent.
• The recommendations: Modify pricing structure, refine sales processes and segment customers to improve target marketing.

Top-Tier Financial Services Company

• The situation: Company lacked understanding of why business was lost and what competitive threats existed.
• The ask: What was important to various customer segments and how could Company align more consistently.
• The findings: Many lost accounts were due to uncontrollable situations. Some dissatisfaction around communications and marketing, and one type of competitor emerged as a significant threat.
• The recommendations: Develop a more robust communications process, expand marketing efforts, and develop a 'defensive' strategy to minimize competitive threats.

Technology Services Provider

• The situation: Company was losing sales to competitors and management wanted to understand vulnerabilities.
• The ask: What were the reasons for lost business and how can situation be reversed.
• The findings: Win loss analysis proved customers were dissatisfied with our client’s project management capabilities. Also, little differentiation among competitors did not give any player a unique selling proposition.
• The recommendations: Develop a best-in-class project model that recognizes differing customer needs, empowers project managers and streamlines global processes. Refine business strategy to leverage strengths and to uniquely align with market needs.

Software Training Company

• The situation: Sales were stagnating and client lacked insights on why.
• The ask: What were the reasons for slow growth and how can situation be reversed.
• The findings: Win loss analysis proved customers did not perceive our client to have training customization expertise. In reality, client had expertise, but this was not communicated well in the sales process.
• The recommendations: Highlight trainer industry expertise early in the sales process. Probe customer needs and involve trainers in selling. Change messaging to reflect customization and expertise.

Leading Executive Education Provider

• The situation: Identified a seemingly attractive market opportunity but unclear of ability to serve.
• The ask: Determine market strategy & attractiveness, degree of existing competition and key product requirements. Understand perception of client.
• The findings: Target market is very attractive but served by individual consultants. Customer requirements are stringent and demanding. Client perceived as viable but not top of mind.
• The recommendations: Client should enter the market through consultant partnerships. Messaging should emphasize brand, flexible product offering, and credentials.

Service Provider to Insurance Companies

• The situation: Repeat usage not high despite positive feedback on service offering.
• The ask: What are reasons customers use service and what market penetration opportunities exist.
• The findings: Light users not viable due to business mix and geography. Multiple buyers exist within many organizations. Penetration opportunities exist in larger accounts.
• The recommendations: Create a multilevel sales and relationship management approach. Revise messaging to reflect buyer values. Focus on larger accounts through relationship pricing.

Software Company Entering the Cloud

• The situation: Client identified attractive cloud market for new product offering. Unclear how to position for success.
• The ask: Determine market entry strategy - positioning, target segments, competition, and partnerships.
• The findings: Very attractive market segment in which they are NOT currently participating.
• The recommendations: Explore partnership opportunities and messaging unique to that market.