Client description: Defense contractor

Practice area: Strategic Positioning and Planning

Geographic scope: US

Industries involved: Government; defense; chemicals

Services applied: : Strategic analysis; go-to-market strategy; qualitative in-depth interviews (IDIs), secondary research, pricing analysis.

Business challenge: Defense contractor needed to market validate the proforma for its business plan in order to receive government approval and funding. The demand for by-product chemicals produced by its process needed to be confirmed and price points validated.

Methodologies:We conducted exhaustive secondary research and analysis and interviewed chemical distributors, manufacturers, end users and brokers. We tested demand and pricing and modeled them within the pro forma.

The result: Our market sizing model enabled the client to know which processes would yield the most profit and was instrumental in validating the business concept to the client.