Client description: Global industry association

Practice area: Strategic Positioning and Planning

Geographic scope: US, Canada, Mexico, Brazil, China, India

Industries involved: Manufacturing, healthcare, education, government, engineering, IT, telecommunications, transportation, and financial services

Services applied: Market opportunity study; Voice of the Customer; competitive intelligence; strategic planning

Business challenge: This client needed help identifying their addressable markets, identifying emerging market and industry opportunities, quantifying their market share and gaining a deeper understanding of their competition. A deep dive into corporate social responsibility was also included.

Methodologies: We conducted 110 qualitative IDIs with key internal stakeholders, industry thought leaders, current clients, prospective clients and competitors. Following that phase of research, we conducted an online quantitative survey of 1,300 respondents amongst both current and prospective clients.

The result: A detailed report that addressed the following:

• An analysis of the addressable, viable, and winnable market opportunities
• Assessment of the competition and competitive landscape
• Detailed analysis of the unmet needs and wants of clients and prospective clients
• Go-to-market strategic recommendations to create differentiation, drive preference, take advantage of weaknesses in the competition, create a compelling value proposition, and recommended channels
• Ideas for new revenue-generating products and services by target geography and industry verticals

After concluding the research and analysis we facilitated strategy workshops with the sector leaders to formulate go-to-market strategies including a realignment of the business model with the needs of the individual markets.