Client description: Global chemical manufacturer

Practice area: Market Research and Analysis; Strategic Positioning and Planning

Geographic scope: US

Industries involved: Chemicals, water & wastewater, agricultural, food processing, materials manufacturing, power generation, oil & gas, marine manufacturing

Services applied: Market opportunity study; competitive intelligence; go-to-market strategy

Business challenge: Client needed help identifying the market opportunity and developing targeted market strategies to achieve the desired levels of growth in the municipal water & wastewater and industrial/agricultural sectors. Geo Strategy Partners was asked to help with providing insights, analysis and strategic advisory services.

Methodologies: Secondary research targeted at competitive intelligence, the regulatory environment and market sizing factors. Primary research included 210 qualitative IDIs with respondents from municipalities, industrial/agricultural targets, regulatory & state/federal agencies, distributors and competitors; as well as an online quantitative survey with 538 respondents. Because of the complexity of the study, we conducted an additional 40 follow-up phone calls with respondents and more than 80 other interviews to ensure we had a full understanding of the information and situation. We developed a market sizing model that combined numerous variables and inputs gathered from secondary and primary research methods, which provided a market sizing estimate based on the current size of the industry segment, ease of entry and projected future growth opportunities.

The result: Client received a detailed report covering Voice of the Customer insights, analysis of the competitive landscape and regulatory environment, identification of potential partners and market characteristics & sizing. Additionally, the client received an informational database on municipalities around the country and a Geographic Information Systems (GIS) market map for use in the implementation of their go-to-market strategy. Also, included was a comprehensive analysis of the regulatory landscape and potential barriers and opportunities. As a final step, Geo Strategy Partners facilitated a strategic planning session to develop targeted market strategies to exploit the opportunities identified in the research.