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"Clients leverage our services to rapidly create strategic roadmaps, align management, lead operations growth, solve problems, expand sales, improve customer satisfaction and increase profitability." |
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CASE STUDIES STRATEGY SERVICES: BUSINESS MODEL AND ROADMAP FOR TECHNOLOGY COMMERCIALIZATION MARKET ENTRY SERVICES: POST ACQUISITION SUPPORT SERVICES FOR GLOBAL SPORTING GOODS COMPANY OPERATION SUPPORT SERVICES: FACILITATED PROCESS IMPROVEMENT FOR CHEMICAL MANUFACTURER SOURCING SERVICES: PROCUREMENT OF U.S. BROADCAST EQUIPMENT FOR JAPANESE GOVERNMENT TO SUPPLY TO AFRICA SALES SUPPORT SERVICES: SALES SUPPORT FOR WEB SERVICES TO JAPAN STRATEGY SERVICES CASE STUDY: BUSINESS MODEL AND ROADMAP FOR TECHNOLOGY COMMERCIALIZATION Business Issue An emerging technology company that had just completed a prototype sought to identify and prioritize target markets for realizing technology commercialization. The challenge facing the company was to sort through various potential market applications and to establish a business case and focused market strategy in order to efficiently allocate resources and to raise growth capital. The management team held different opinions as to the most viable direction and market applications. How We Helped We led the management team through intense technology/market application workshops to identify key attributes of the core technology, to characterize potential end market segments, to prioritize opportunities and to guide the management and technical team to develop a shared view and definition of a technology commercialization roadmap. We helped sift through various market data, identify key market drivers, address critical viability questions and highlight missing data necessary to justify a business case. We also guided the President to shape a strategic roadmap and business model that fit all the pieces together into an investment opportunity document for raising capital. Benefits Delivered Our facilitation and guidance helped the management and technical team to view the technology within the context of a strategic, marketing and business operations framework. We assisted the client team to make long-delayed decisions on markets and priorities based on real data and on key viability factors of the marketplace and of the investment community. We helped to envision various go-to-market scenarios and establish a commercialization roadmap that leveraged immediate applications for generating revenue and allowed for addressing markets requiring more capital expenditures at a later time once a commercial business is established. MARKET ENTRY SERVICES CASE STUDY: POST ACQUISITION SUPPORT SERVICES FOR GLOBAL SPORTING GOODS COMPANY Business Issue A global sporting goods distributor acquired the operations of a U.S. distributor and faced various challenges to complete the ownership transition and then to reposition the business for positive business growth. How We Helped We served as on-call advisor to the CFO and assisted with a range of finance, sales, recruiting and HR needs within the context of improving total business performance. We assisted the CFO to identify financing sources for working capital and coordinated the evaluation process with financial institutions. We identified and qualified corporate and employment attorneys and then coordinated various decision making between the client and attorneys on issues related to the acquisition and workforce issues such as termination and hiring. Moreover, we coordinated the revision of a new company handbook to reduce risk. We also conducted a confidential search in a niche market to recruit a National Sales Manager to lead strengthening of the brand and sales growth. Benefits Delivered At the start the client received immediate on-call attention to address a very specific and urgent issue. As the CFO of the U.S. subsidiary faced various emerging issues during the restructuring process, he could rely, as needed, upon a knowledgeable, bilingual professional advisory team that understands the pace and style of Japanese executives and of multi-cultural organizations far from home headquarters. We combined our understanding of international executive needs with our ability to frame options and decisions and to implement solutions. We diplomatically liaisoned and focused attorneys on specific, high priority issues important to the CFO and the parent corporation. Legal professionals benefited from our role by being able to efficiently convey their recommendations to a Japanese client in a manner suitable for the client. In short, the client leveraged high calibre expertise to achieve urgent business goals and to manage risks. OPERATION SUPPORT SERVICES CASE STUDY: FACILITATED PROCESS IMPROVEMENT FOR CHEMICAL MANUFACTURER Business Issue A global chemical company which supplies the pharmaceutical industry sought to inspire and facilitate creativity within and across teams from all operating departments in its U.S. plant and to guide these teams to identify, evaluate, propose and conduct cost saving measures in order to revitalize the competitiveness of its U.S. plant operations. The client desired to conduct this project in a sensitive way that helped U.S. workers’ morale during a difficult transition period and in a manner that fit the Japanese top managements’ style and pace. How We Helped We helped top management design a work plan, team structure and timetable for a 5 month cost efficiency project that would energize and stimulate innovative thinking and shape ideas into realistic applications for high ROI cost savings. Our experienced engineers worked on-site several days each month to facilitate creative problem solving and to foster teamwork. We shaped fact finding and project tasks that were completed by client teams between our visits. We guided and helped design an implementation plan for longer term projects and guided the client team’s proposal preparation for presentations to plant management for approvals. Benefits Delivered Through our solution framework and facilitation the client was able to effectively complete fact-based evaluations of 12 major operating areas in a demanding timetable; identify creative and high ROI solutions to address significant bottlenecks; and to smoothly complete the initial phase of a major efficiency improvement effort. SOURCING SERVICES CASE STUDY: PROCUREMENT OF U.S. BROADCAST EQUIPMENT FOR JAPANESE GOVERNMENT TO SUPPLY TO AFRICA Business Issue A Japanese government agency sought support to identify, purchase and deliver U.S. manufactured broadcast equipment to the country of Zambia in Africa. How We Helped We identified various potential U.S. suppliers of the specified product and conducted a comprehensive analysis of the companies and products. We managed the quotation, pricing and procurement process to make a final determination of the competitiveness of the best supplier. Next we finalized the procurement contract. Then we arranged and managed the product delivery from the U.S. to Zambia including international logistics, finance and insurance through coordination with our network of other service providers. Benefits Delivered The Japanese government agency could rely on our bilingual service team (Japanese & English) which understands the demanding requirements of Japanese purchasing agents, conducts rapid competitiveness assessments, is experienced with procurement, international supply and finance and is adept at interacting, guiding and negotiating with U.S. suppliers to ensure that they fully satisfy Japanese customer requirements. SALES SUPPORT SERVICES CASE STUDY: MARKET ENTRY FOR WEB SERVICES TO JAPAN Business Issue A newly emerging global web services company sought to establish its market position with Japanese companies in the U.S. and in Japan in order to establish its viablity and raise equity capital. The business challenge was to define the client's service offerings in a meaningful way for Japanese customers, to develop sales collateral in Japanese and to deliver a pilot project that demonstrated the value of the technology in a way that improved business operations and strengthened business partnerships. Most important was the need to successfully manage the client's relationships with its customer during service delivery and to obtain meaningful feedback regarding the client's satisfaction. How We Helped We reviewed the client’s core services and value proposition and streamlined its message into several communication mediums during the sales phase. Then, we conducted sales and customer service training sessions to prepare our client’s team for gaining their customer's confidence in their capabilities and for showing their long term commitment to Japanese customers. We guided the client’s Relationship Manager to build trusting relationships - especially with specific customer decision makers (whom we helped identify). We conducted follow up assessment discussions to understand the customer’s level of satisfaction with our client’s services. Benefits Delivered Our client benefited by our role as a knowledgeable business partner throughout the sales and delivery phases. They appreciated our ability to rapidly identify key value points for their customer, our ability to correctly identify key decision makers, to effectively navigate the customer’s organization and our ability to know when and how to probe and whether to push or withdraw during certain times in the decision cycle. Finally, our client benefited by having bilingual professionals who can communicate and navigate in a Japanese business environment. Contact Us Please contact us to explore how we can collaborate for your business expansion. Learn more about our services: Advisory, Market Entry, Operations Support, Sourcing and Sales Support. |
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