Integrations & Consolidations
Our experience with integrations and consolidations and owning the results runs deep. Our work includes integrating new organizations, organizations that have not worked well together in the past, or integrating to achieve a strategic advantage. We begin with organizational design and carry through to a fully implemented operating model. Our work includes integrating new organizations, organizations that have not worked well together in the past, or integrating to achieve a strategic advantage.
We begin with organizational design and carry through to a fully implemented operating model. Along the way, we instill a culture of situational awareness, fact-based decision-making, and accelerated profitable growth. We partner with organizations striving to:
- Harmonize operating models, channel, price and product strategy for new acquisitions or existing businesses.
- Reduce working capital and the operational complexity that comes with running similar or redundant go-to-market operations.
- Consolidate businesses or revenue streams to increase market, price and channel leverage.
$300M division of a $1B manufacturer of commercial and industrial equipment struggles with operational complexity resulting from acquisitions.
Challenge: Through acquisitions and organic growth initiatives, the company had accumulated 4 stand-alone brands and multiple channels to market competing regularly for the same customers using similar value propositions and leaving ~40% of the overall market unaddressed. This complex go-to-market setup was driving down margins, driving up working capital and operational complexity, ignored a large group of accessible customers and confused customers and intermediaries.
Project Focus: Reduce complexity and elevate alignment to achieve the right products are sold to the right customers/applications in the right way.Learn More
Objective: Lead the industry in reaching the entire potential marketplace, rationalize brand mix to improve customer perceptions, apply appropriate sales and marketing resources to each customer type to maximize market share and profit
Operational Scope: Executive Team, Operations, Sales, Marketing, Product & Pricing Development, Product Support, Intermediaries, Customers
Industry: Manufacturing, B2B Commercial and Industrial Durable Products
Current G-T-M Model: Value Added Resellers, Direct, Online
Company: Public, Middle Market Division
Executive Sponsor: Group CEO
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