Challenge: A leading private equity firm engaged Blue Canyon Partners to develop an aggressive growth strategy for one of its operating companies. The company, a food and beverage packaging supplier to the quick service restaurant and convenience store markets, needed to find a way to build stronger relationships with its major customers and improve its positioning in order to meet its growth targets.

Assessment: Blue Canyon preceded with a strategic market analysis of six targeted customer accounts, which represented the client’s broader customer portfolio. The analysis included opportunity size of the client’s entire market and qualitative research to better understand market trends, purchase decision criteria, the perceived client relationship, and unmet needs.

Strategic Solution: Blue Canyon presented a broader growth strategy for the client that included an account prioritization framework and formal account management program with customized account strategies, action plans, and criteria for tracking progress. The Blue Canyon project team also recommended surrounding value propositions.

Results: Blue Canyon’s analysis identified a nearly $400 million market opportunity for the client. Leveraging the strategic recommendations provided, the client has seen increased success across the six targeted accounts, including doubling their business with one customer and securing a multi-year contract with another. The client has deployed the account prioritization framework across its entire customer portfolio, leading to significant improvements in account manager effectiveness and key customer engagement metrics.