Strategy Case Study:      Market-Focused Business Creation

 
Challenge

• Process manufacturing company struggling to successfully grow across the broad government sector – federal, state, and local
• Many product lines had sales to government customers but there was little coordination across opportunities

Outcome Achieved

• Sales increased from $50 million to $75 million over three years and total open contract value expanded 50% to $200 million

Engagement

• Cross-product market analysis developed and a comprehensive government strategy completed
• Single, market-focused business unit established to lead all government opportunities across the company’s product lines and research organizations
• Product delivery continued to be the responsibility of the product organization but coordinated through a single government “gateway” organization

Why the Solution Enterprises Team?

• Managing Principal structured the concept
• External organizations successfully engaged to analyze the market and identify key segments with opportunities
• Multiple, strong product-line allegiances molded into a single market-focused alliance