Marketing & Customer Strategy
How Real Are Those Price Pressures
Decisions on pricing are among the toughest ones facing business executives. Customers and competitors alike put…
Finding New Pathways to Profitable Growth
Identification of the most promising new markets, customer segments, and product and service offerings is critical…
Opinion: Can This Marriage Be Saved?
It takes a significant effort on the part of suppliers and customers alike to ensure that…
Creative Resolutions: Is Your 2011 Aerospace and Defense Innovation Plan Really Innovative?
In a recent meeting with an executive responsible for her company’s product development activities, she made…
Be A Good Customer – Let Your Suppliers Help You Grow
Most firms have learned that their customers can be a valuable source of insight, providing ideas…
Avoiding Distress in Key Business Relationships
It takes a significant effort on the part of supplier companies as well as their customers…
Develop a Proactive Major Customer Relationship
The Challenge: Our client serves a fast-paced industry with short product cycles and rapid innovation. Its…
Build Competencies for Success with Major Customers
The Challenge: As a major supplier to the automotive industry, our client produces several key vehicle…
Collaborate with Customers on Value Creation
The Challenge: Our clients annual sales volume and business is heavily concentrated with a small number…
Understand Pricing Realities Across Market Segments
The Challenge: Our client manufactures and sells products that are incorporated into various types of equipment…
Respond to the Competition
The Challenge: Our client’s business involves competing for long-term contracts under which they would operate for…
Manage Channel Conflict
The Challenge: As a major supplier to the construction environment, our client’s products are visible across…
Develop the Right Channel Relationships
The Challenge: A major supplier to the automotive market provides original parts and accessories for automakers…
Translate Business Strategy into Channel Strategy
The Challenge: Our client, a manufacturer of a key ingredient used in modern industrial machinery, plays…
Offering New Products and Services
The Challenge: Our client, a major provider of high-technology equipment to the health care market, was…
Managing Channel Relationships
The Challenge: A $10 billion manufacturer of a key building system was faced with increasing channel…
Product Planning For Medical Device Company
The Challenge: A healthcare product manufacturer was experiencing decreasing sales of its flagship equipment product line…
Strategic Account Selection & Implementation Of Strategic Account Plans
The Challenge: A global engine manufacturer had created a new division to capture certain important commercial…
Strategic Account Selection & Implementation Of Strategic Account Plans
The Challenge: A global engine manufacturer had created a new division to capture certain important commercial…
New Service Exploration For Industrial Products Distributor
The Challenge: A $5 billion industrial products distributor was charged with developing new, value-added services with…
Channel Conflict With National Foodservice Provider
The Challenge: A leading national foodservice supplier had lost market share due to consolidation and resulting…
Five Growth Lessons
This paper describes five growth lessons that business organizations and their leadership teams can use to…
Meet Major Customer Requirements
The Challenge: Our client supplies a major technological component to its largest customer in a relationship…
Solving the Vicious Cycle of Price-Based Competition
The Challenge: A $30 billion manufacturer of components, systems, and electronics was facing increased pricing pressure…
Growth Strategy for a Vehicle Manufacturer
The Challenge: A leading manufacturer of commercial vehicles was facing increased competition and pricing pressures from…