Development, Strategic Planning and Market Planning:
We work with various clients in assessing new market opportunities,
driving their business strategies to develop new customers, new products, and new markets.
Our work ranges from strategic planning to market research and forecasting to the
of strategies to address those new opportunities.
Much of our work involves competitive positioning
and market differentiation. We work with our clients in establishing a customer focus and
identifying their unique value proposition in addressing these new customer opportunities
and markets. All programs and strategies are built on demonstrating and supporting this
In addition to consulting
services, many of our training programs address these areas as well.
For information on the
Dimensions Of EXCELLENCE training programs, follow the
For information about our Best Practices
Assessments, follow this link:
Company-Globalization: We advised this company in
developing the business case and financial plans for a major expansion
into a new geographic region. We helped structure the work in the
development of business plans, assess manufacturing options, develop
financial and business models, recruiting strategies, sales and
marketing programs. The result was presented to executive
management for approval and implementation.
Computer Company: The key executives of this
company sought to sharpen their strategic planning process. In the
past, the planning process was not well connected with the realities of
the business, consequently, they failed to execute the plan.
Additionally, much of the planning was done by the staff, rather than
the people responsible for the execution of the plan.
We worked with the executive team and key
managers from the line operations in re-inventing their strategic
planning process. We engaged all parts of the organization in
building a plan the organization could own and implement. The
resulting plan was one that sharply focused the priorities and execution
of the entire organization, enabling them to more effectively use the
resources of the organization in achieving their objectives, and growing
share in the industry.
Billing System Software: This client was entering a new
market segment with a new product. We worked with them in developing
the strategy for the product launch including the identification,
sizing, and prioritization of target markets, preliminary marketing
message development, identification of critical marketing programs,
development of the value proposition and positioning, development and
implementation of sales channels, and competitive analysis.
Telecommunications Equipment Manufacturer: This division of a Fortune 25 company wanted to develop a business strategy
to gain maximum share in supporting the cellular and wireless communications industries.
Our efforts included market research, competitive assessment, and organizational
assessment. We developed a roadmap that enabled the organization to focus on the critical
factors needed to establish market share leadership.
Internet Services Provider: We worked
with a major internetworking company on two projects. The first was an assessment of the
business strategy for one of their product lines. In this engagement, we identified the
critical success factors, identified the reasons they had failed to achieve their business
plan, and developed alternate courses of action for the future. As the result of our
analysis and changes in their strategy, they chose to implement the recommendation to exit
the business, saving several million dollars in expense and opportunity costs.
Additionally, we advised this client in the
development and implementation of unique training programs for important business
partners. These programs solidified the partnership and improved the effectiveness of the
business partner in selling our clients services.
Digital Imaging Product Manufacturer:
Another client was expanding their distribution channels to address new markets for their
computer peripheral hardware products. We conducted a market survey in which we
benchmarked best practices and developed recommendations to maximize our clients
effectiveness in opening these new channels and markets. As a result of our work, we were
able to re-direct the original strategies our client had developed. We recommended
strategy changes enabling them to better utilize their resources and saved them several
hundred thousand dollars in launch programs.
Industrial Data Acquisition and Control: A major supplier of industrial data acquisition and control products asked
us to assess the opportunity to reach a broader market for a PC software product they had
developed. They wanted to distribute their product through mass markets, including retail
distribution. We identified the critical success factors required to distribute these
products, assessed the market opportunity, and provided a number of recommendations to our
client. Ultimately, we determined that the risk in achieving the desired market
penetration and financial objectives was too high and recommended our client not pursue
their strategy. We provided recommendations on broadening distribution of the product
through their existing channels.
Data Warehousing Solutions Provider: A
client sought to re-position its sales strategies in the data warehousing markets, adding
greater value to their customers and extending their competitive leadership. They wanted
to improve their ability to communicate the strategy within their own sales organization
and with their customers. We worked with them to clearly articulate the strategy, to
establish their unique differentiation, to develop their value add and to identify
potential competitive exposures. We supported the development of the field training and
customer communications programs to help our client achieve their business objectives with
this new strategy.