Case Studies
DIGITAL BUSINESS TRANSFORMATION AFTER GENERATION TRANSFER
Focus
Commercial Transformation, Growth Strategy
Branch
B2B Distribution, Europe
Client challenge
Generation change within an international company. New strategic approach to take advantage of new digital opportunities and to transform the company. Sales and EBIT increase not satisfactory. Decentralized, uncoordinated marketing and sales management.
My approach (as part of a 3-year transformation plan)
Set up an international project with the international key stakeholders. Conducted international customer journeys to identify and/or validate the key needs of customers. Defined international focus market segments as well as strategic recommendations for the re-positioning of the Group. Set up a new Strategy Department to secure long-term implementation. Close cooperation with the IT department.
Results
Growth and profitability path identified for the next 3-5 years. Buy-in of the international VPs. Recommendations for Sales re-organization and marketing support (including digital touchpoints) for a higher customer centricity.
What the customer liked about our solutions
„pragmatism, focus, simplicity within the complexity“
CHANGE MANAGEMENT FOR A HIGHER CUSTOMER CENTRICITY
Focus
Commercial Transformation, Growth Strategy
Branch
Financial Services
Client challenge
International Group wanted to change the mindset of their employees to increase customer satisfaction and keep up with competition
My approach
Group coachings of all executives (change agents) around five new behaviors supported by five key lean management practices
Results
Intermediary targets of the company reached, positive internal and customer feedback
What the customer liked about our solutions
„clear directions combined with empathic approach“
TURNAROUND PLAN FOR A BUSINESS UNIT OF A PE-OWNED COMPANY
Focus
Turnaround + Growth Strategy
Branch
MedTech (USA, Europa), Private Equities
Client challenge
Demotivated Team due to many management and hereby strategy changes
My approach
Root cause analysis for revenue and CM decline ; set up and implementation start of an action plan (e.g. key account management, focus on strategic customers, new processes, monitoring dashboard and KPI, communication governance) ; short and medium term strategic growth options.
Results
Bleeding stopped after 6 months + trend reversed (+5% growth)
What the customer liked about our solutions
People oriented, but pragmatic approach ; fact-based strategic actions and involvement of the team in the design of solutions ; consistent implementation of decisions.
5-YEAR GROWTH STRATEGY FOR 3 BUSINESS UNITS OF A PE-OWNED COMPANY
Focus
Growth Strategy
Branch
MedTech (USA, Europa), Private Equities
Client challenge
Company just acquired by PE and not yet familiar with PE strategy requirements. Business units with different challenges (production utilization, sales channels, growth).
My approach
Market segmentation in close cooperation with the client’s executives ; definition of focus segments ; involvement of external experts to identify trends and target segments ; evaluation of the impact on the production site, sales and marketing organization and ROI (business case) ; definition of an action plan for implementation ; establishment of key account management for major customers (see Miller Heiman)
Results
Double-digit growth results for 1 business unit already in year 1 ; spin-off of 1 business unit ; growth for third business unit already in year 1
What the customer liked about our solutions
Methodology and ability to speak the language of management and private equity to actively engage all stakeholders in the process
DIGITAL BUSINESS TRANSFORMATION AS PART OF A NEW BRAND POSITIONING
Focus
Sales and Marketing Efficiency
Branch
IT (worldwide)
Client challenge
Company wanted to support their new positioning with the launch of an innovative (digitalized) product
My approach
Set up a cross-functional project team. Developed a marketing & sales launch strategy and execution plan (incl. new processes, adaptation of the IT-landscape & IT processes). Led the pilot phase of the implementation.
Results
Launch on time, despite IT problems. Yearly sales targets reached after the 3 months´pilot phase.
What the customer liked about our solutions
„dynamic approach that gave momentum to the team. Excellent crisis management to meet the agreed deadlines“
PRE-MERGER INTEGRATION OF A MEDIUM-SIZED COMPANY INTO A PE PORTFOLIO COMPANY
Focus
Integration preparation before closing
Branch
Technology, international (focus: France, Germany)
Client challenge
Cultural and language differences, overlapping core competencies
My approach
Active management involvement (for the acquired company) in shaping the post-closing changes: new organization, new leadership, governance, vision/strategic positioning and synergies between the 2 companies, sales development, operating business model, reporting. Transparent communication.
Results
100-day roadmap, key resources in the company after the (successful) closing.
What the customer liked about our solutions
Ability to engage the key players of the acquired company and to work successfully with the two cultures and languages (FR/DE)