Commercial Strategy (GTM)
TRANSPORT COMPANY
Situation:A large transport company wanted to evaluate and size potential non-farebox revenue streams for its public transport network of buses and trains.
Approach:Worked with one of the world’s top consultancies, overseeing a junior team and workstreams. Deliverables:
Best practice benchmarking and case studies
Identification and selection of business models
Market sizing of key commercial revenue streams
New opportunities in future mobility, e-mobility and adjacent areas
Evaluation of existing opportunities for digital/analog commercial streams
Phasing & implementation roadmap
Results:Strong visibility on the attractiveness and viability of different non-farebox opportunities through ranking and prioritization based on select criteria. Identification and ranking of 40 commercial initiatives together with team. Market sizing of 10+ key non-farebox revenue streams; sizing and research support for 20+ longer horizon implementations.
Strategic Planning
CHEMICAL MANUFACTURER
Situation:One of Germany’s top manufacturers (DAX-group) serving the automotive and electronics industry wanted to innovate and explore new growth areas.
Approach:As part of the Core Strategy Team, managed junior resources and reported to the VP Corporate Strategy and Managing Partner. Deliverables:
Horizon 2 & 3 strategic planning support
Market analyses — competition, ecosystem, emerging technologies, developments and trends
Presentations to BU Vice Presidents and teams across three continents
Market sizing (TAM, SAM, SOM) of new technologies and products to assess future viability
Support with Sustainability Strategy
Results:The initial list of opportunities presented to the Board was reduced to several key growth areas to be pursued, based on the newly acquired information on markets and technologies.
Business Transformation / Operational Excellence
OPTICS MANUFACTURER
Situation:A manufacturer with products distributed to more than 40 countries wanted to increase sales and productivity and to create a culture of accountability and high performance.
Approach:As Program Lead worked directly with the CEO, steering a team of 35 people with the participation of all Executive Directors. Deliverables:
Strategic and operational analyses
Monthly Executive Dashboard
KPI and metrics implementation across the entire organization
Functional and cross-unit organizational redesign
Formed and trained a matrix team to monitor and report performance
Reprogramming parts of the ERP system to enable better costing/SKU profiling
Results:Nine months into the project start, Q1 YoY realized revenue rose significantly and revenue realization results changed from underperforming to exceeding targets in three of the four manufacturing divisions. A clear shift in company culture was observed towards action, quality and accountability. Over 100 metrics were implemented, assigned and continuously monitored across business units, plants and workstations. A foundation for new critical business and product analyses was established.
Market Assessment (GTM) — Industrial AI
INDUSTRIAL MANUFACTURER
Situation:A leading business needed to conduct a comprehensive market study of digital analytics and AI platforms for one of the world’s top industrial manufacturers (100K employees).
Approach:Project Lead conducting primary and secondary research and overseeing a junior team. Deliverables:
Field interviews with key players
Comprehensive user survey questionnaire
Competitive analysis
Market trends and developments overview
Results:A thorough market assessment covering market sizing, market trends, company profiles and product comparisons providing vital market information across multiple industries. The end client defined the work as outstanding.
Commercial Due Diligence
PRIVATE EQUITY CLIENT
Situation:A PE company was evaluating a potential target in the healthcare space in Europe and needed further clarity.
Approach:As part of a consulting team carried out/analyzed:
Market sizing and modeling
Market trends
Competitive analysis
Business model
Results:A thorough report of the prospective market informing the potential investor of the breadth of the opportunity and the target’s positioning within the specific market context.
Change Management
S&P 500 MARKET LEADER
Situation:A top player in the real estate space with $800m turnover wanted to standardize its strategic planning across all units and streamline performance. It also needed to make a decision about a corporate unit — divest, discontinue or keep it in-house.
Approach:In conjunction with the Director of Strategy, supported a company-wide change management project. Conducted a number of meetings with the top management to discuss results of various analyses and support strategic decision making. Deliverables:
Market and competition analyses
Financial performance, valuation and sensitivity analyses
Support with the yearly strategic plans of several departments
KPI design for several units including call center, operations, HR and asset management
Results:New reporting processes with increased management control and a streamlined strategic planning process, Based upon the findings in the financial analyses, the Board made a corporate decision to keep the operations unit in-house and expand it aggressively.
Pricing Strategy / Operational Excellence
IT DIGITAL PLATFORM PROVIDER (CONSULTING/FT)
Situation:A managed service IaaS/Cloud solutions provider wanted to standardize a complex product portfolio and design a go-to-market strategy.
Approach:As Program Lead, conducted:
Competitive analysis
Brand identity design, website relaunch
Infrastructure cost model
Product tiering, dynamic pricing model
Results:The sales team was able to prepare proposals up to eight times faster, leading to a higher number of RFPs. Clear product structure and offer, both internally and externally.
Digital Product Strategy
START-UP FOUNDER
Situation:A growing startup in the area of online education wanted to create convincing and effective market positioning across three continents.
Approach:The following activities took place to support the strategic development of the venture.
Business plan review
Partnership development
Website reshape
Digital interface assessment
Results:Improved market positioning and a clearer business direction. A simpler, more efficient and visibly appealing user interface that attracted a larger number of paid users.