Case studies

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Commercial due diligence in homewares

Commercial due diligence in the homewares market for a PE client who went on to take a majority stake in the business.

With markets in a high state of uncertainty during the COVID-19 pandemic, and the target potentially enjoying a short-term boost, our team focused on the potential downside case. Our rigorous review of the market, company performance, international expansion potential and brand strength was instrumental to the client’s decision to invest.

Scaling up a parcel distribution innovator

For a specialised parcel delivery scale-up, we developed an expansion strategy and execution roadmap in close cooperation with founders and management, driving continued rapid growth.

Taking a market and customer research-based approach, we identified the most attractive customer segments and international growth priorities, defining plans ruthlessly focused on areas of high growth and differentiated proposition, and supported a kickstart to the execution.

Online value proposition in consumer electronics

Supported a global consumer electronics brand in defining their direct-to-consumer proposition and channel strategy to accelerate growth.

Our work culminated in a concrete D2C sales plan tailored for different regional ‘archetype’ markets and including detailed specifications on price position, assortment, online experience, fulfilment and customer care, all of which are currently being implemented.

Consumer data strategy in sports apparel

Worked with a leading sports apparel company to upgrade their consumer data strategy and governance, driving a step change in consumer trust, experience and loyalty.

Drawing on internal assessment, market insight and expert inputs, we recommended practical improvements that would deliver on the brand’s aspiration to know the consumer better, optimize loyalty, and ensure leading-edge privacy protection.

International growth acceleration in B2B software

Supported an international tech-helpdesk software developer to accelerated growth through better-targeted expansion and product development.

Working in close collaboration with client teams across highly entrepreneurial and autonomous country organisations, we defined a unified, “biggest bang for our buck” growth path that would shift behaviours and successfully focus commercial and development efforts.

Sustainable growth strategy in agriculture

Worked with an international animal feed and fertilizer supplier to reshape their business for sustainable growth.

We worked with the Board and regional teams to design, bottom-up, the global strategy that would enable them to deliver on visionary sustainability and circularity objectives.

Sales effectiveness in specialty chemicals

Supported a specialty chemicals manufacturer in optimising their sales operations to deliver ambitious growth.

Our work, across an international group of hitherto highly autonomous sales operations, step-changed commercial excellence globally, including new customer segmentation and targeting methodology, consistent ways of working, reorganised teams, and sharpened KPIs.

Transforming pricing capability in online travel

Supported an online travel agent to step-change their pricing capabilities, enabling accelerated growth out of the pandemic.

Our work applied best-in-class standards to this recently PE-acquired business, radically upgrading capabilities, processes, and supporting systems, and leaving the client’s team well-equipped to navigate the ongoing challenges to the industry.

5-year strategy for a Dutch grid operator

For a major Dutch gas and electricity distributor, defined a 5-year strategy sharply focused on enabling the nation’s transition to clean and sustainable energy.

Embraced by the board and key stakeholders, our jointly developed strategy has redefined the organisation’s overarching priorities, enabling continued delivery of engineering excellence and efficiency while investing to bridge the path to a low carbon world.

Radical 2050 vision for a UK utility

For a leading UK utility, developed a radically ambitious and inspiring long-term vision and the strategy to make it happen.

This bold aspiration, supported by rigorous analysis, and developed in collaboration with staff at all levels, went on to become the 30-year roadmap, making profoundly transformational targets the new way forward.