ph: 856-701-9249
mitchell
Here are some examples of real projects to illustrate what Business Partner Consulting can do for you.
DELIVER OR TRAIN WORLD CLASS BLACK HAT SUPPORT TO HELP WIN BUSINESS
In Defense Industry, introduced the concept of a Customer Black Hat to supplement Competitor Black Hat explorations. Both challenged capture team and line understanding of customer needs as well as how key competitors might solve customer problems faster, better, or cheaper. Results enabled capture leaders to fine tune their solution, pricing, messaging, teaming, investments and shaping to align corporate resources to win or retain customer business. Over nine years, facilitated 125 Customer Black Hat examinations and 144 Competitor Black Hat examinations that contributed to 61 prime contract wins. Provided training to enable capture teams to execute the same services for themselves.
DEVELOP INITIAL CUSTOMER PROFILES FOR NEW SALES ENGAGEMENTS
A high technology client wanted to improve the effectiveness of its newly designed service offering by understanding “second tier” prospects better. We conducted extensive secondary research and interviewed key mid-level employees to learn about business environment, decision-making processes, attitudes toward outsourcing, and business problems that the client’s offering might address. Our customer profiles enabled sales reps to contact the right people, with targeted value propositions, so that earlier and focused sales engagements would result, thereby shortening the sales cycle.
GENERATE COMPREHENSIVE PROFILE OF COMPETITOR FOR BENCHMARKED LEARNINGS
A traditional manufacturing client wanted to understand the behavior and attributes of its biggest competitor in order to adopt successful practices. We interviewed industry experts, current and former employees, and conducted a thorough secondary research. Our comprehensive analysis revealed that competitive strengths came from massive scale and company-wide professionalism, rather than special methods or processes, and included specific warnings of impending competitor market moves. The client was able to focus on traditional avenues of its competitive advantage, including innovative product development, and avoid areas incapable of succeeding.
EXPLAIN WIN/LOSS PERFORMANCE FOR SALES AND MARKETING MANAGEMENT CLIENT:
A high technology manufacturing client wanted to understand factors that were inhibiting a new go-to-market initiative. We interviewed internal sales representatives and external customers (both "wins" and "losses"). Our comprehensive analysis revealed the success factors the client could replicate, but also the organizational, planning, and incentive structures that hurt the program. The client was able to make detailed evidence-based organizational and operational changes to clear the barriers to its program.
QUARTERLY MARKET SHARE REPORT FOR SENIOR LEADERSHIP:
A client in the communications industry wanted to measure, monitor, and understand its performance in capturing share in targeted markets on a regular basis. Working with experts within and outside the client, we compiled internally reported market performance, external competitive sales estimates, and primary intelligence explaining client and competitor behavior. The result was a regular report for senior management that tracked quantitative share changes, but also explained near term client and competitor activities and recommended actions to sustain or reverse share changes.
PREDICT COMPETITOR BEHAVIOR FOR PRODUCT PLANNING CLIENT:
A client in the pharmaceutical industry needed to know which generic drug makers would come to market and when with new filings. Through primary interviewing, we identified global manufacturing sources, spotted shipments of materials across international borders, and identified likely generic drug companies with existing testing programs or complimentary drug programs in place. This foreknowledge enabled the client to take properly timed defensive positions to mitigate the competitive threat posed by new generic entrants.
MARKET FORECASTING FOR SALES, MANUFACTURING, AND STRATEGIC PLANNING CLIENTS:
A client in the communications industry wanted to measure the financial size and growth potential for all markets within its portfolio. Using multiple market forecasting approaches, including primary collection of customer demand factors, we along with a virtual internal team generated target market forecasts for use within strategic planning, sales, and manufacturing. The client was able to distinguish markets where growth would come from "take share strategies" from those where growth would come from "greenfield opportunities." The forecast also provided the client with a benchmark against which to judge its future sales performance.
TRACK CUSTOMER ENGAGEMENTS FOR STRATEGIC MARKETING CLIENT:
A client in the communications industry wanted to track its customer engagements as it addressed a new strategic target market. By screening internal databases and interviewing internal sales organizations, we were able to compile the status of and monitor changes in sales activity for new prospects. The result enabled strategic marketers to understand all activity surrounding their new initiative and, more importantly, to spot quickly ineffective marketing activities and adjust accordingly.
UNDERSTAND CHANNEL STRATEGIES FOR TWO MARKET LEADERS:
An applications service provider client wanted to understand the marketing strategies and incentives that the two market leaders were going to implement. Through interviews of competitor customers, resellers, and public sources within competitive firms, we were able to paint a complete picture of the different channel strategies and timelines of the market leaders. The client was able to make changes to its channel program to position itself to challenge the market leaders.
PREDICT TIMING OF MAJOR DRUG STATUS CHANGE:
A client in the pharmaceutical industry wanted us to predict when and under what circumstances a prescription drug would convert to an over-the-counter status. Through primary intelligence collection of industry experts, medical professionals, regulators, public sources within competitive firms, we predicted (within a calendar quarter accuracy) that the incumbent drug owner itself would petition to take its drug OTC. The client was able to avoid investing marketing resources in pursuing an opportunity that was not within its reach.
BENCHMARK BUSINESS ANALYTICS IN OTHER FIRMS:
A client in the pharmaceutical industry wanted us to benchmark the business analytics functions in other firms within the industry. Through primary intelligence collection of current and former employees of firms within the industry, we comprehensively described the organizational structure, staff count, budgetary relationships, for market research, market forecasting, and sales forecasting. The client was able to select the best and most common elements in use within the industry as part of an internal reorganization.
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ph: 856-701-9249
mitchell