Marketing and Sales
We help leaders realize meaningful growth transformations so that companies can deliver substantial value today and tomorrow.
Branding
Bringing together objective analysis and broad experience to help clients create and manage great brands.
Digital technology has loosened control over brand messages by creating new media channels and social networks. Mergers and acquisitions create overlapping brands within brand portfolios. And the relationships between brands and their customers have now become more open-ended as online discussions extend the brand experience after purchase.
To help manage this complexity and power growth through digital advantage, we bring together deep data analysis and broad experience to take the uncertainty out of the branding process and help clients create great brands.
Sales & Channel Management
We help clients make lasting improvements to the effectiveness of their sales investments and interactions with customers across all channels to drive sales growth.
Our approach to sales transformations encompasses how and to whom companies sell their products and services, the channels they use, and the back-office operations that support these efforts. Where necessary and appropriate, we also help clients address specific challenges in their go-to-market strategy, sales-force effectiveness, key-account management, and other relevant areas.
Pricing
We help clients significantly increase and sustain profitability by building capabilities for superior pricing and margin management.
Small changes in average price can translate into huge changes in operating profit—to the benefit of a company when average price goes up, and to its detriment when average price goes down. We believe that sustained above-market growth comes when granular pricing analytics deliver credible insights with easy-to-use tools to the front lines. While we work with our clients to develop effective pricing strategies and unlock pricing opportunities, the majority of our focus is spent on building the right set of capabilities and management conviction to implement and sustain the gains. We take a “strategy before structure” approach by identifying what needs to be done and then working with the client to build out the tools, people, and systems to do it.
Customer life cycle management
Insights and tools to help companies increase the satisfaction — and value — of their customers.
Effective customer lifecycle management (CLM) can enable powerful customer interaction strategies that power significant business growth and profitability.
In practice, our work focuses on four primary activities:
•Driving customer lifetime value through deep analytics.
•Optimizing loyalty programs
•Implementing front-line transformational change.
•Improving the customer experience.
Consumer & Shopper Insights
We help clients make lasting improvements to the effectiveness of their sales investments and interactions with customers across all channels to drive sales growth.
Our approach to sales transformations encompasses how and to whom companies sell their products and services, the channels they use, and the back-office operations that support these efforts. Where necessary and appropriate, we also help clients address specific challenges in their go-to-market strategy, sales-force effectiveness, key-account management, and other relevant areas.
Customer Experience
By embedding customer experience within the organization and its operating model, companies can provide superior customer experience and realize tangible business impact.
Key takeaways
• An effective redesign of the customer experience (CX) organization and operating model is a crucial success factor for every CX transformation.
• Such a redesign requires seamless cross-functional collaboration, new ways of working, clear design principles, processes, and target setting in line with defined CX ambitions.
• The right CX organizational structure and operating model setup will vary by industry and company, but there is a set of applicable archetypes.
Digital Marketing
We help clients make core transformations in marketing strategy and operations to power growth through digital advantage.
Digital marketing is no longer about merely adding online channels to the media mix; it is about integrating digital into all facets of marketing. Our experts in digital analytics, market research, technology, business design, and online strategy helps clients bring the full potential of digital marketing to bear on their business.
Marketing return on investment
We work with clients to prioritize their marketing spend across geographies and products, define the right messages for their customers, and find the optimal mix of vehicles among today’s wide variety of media types.
The challenge of marketing. Marketers face many challenges today, including high growth expectations, cutthroat competition, and the digital and social-media revolution. Embracing MROI as a discipline can help build strong brands that generate improved returns.
Organisation and Capabilities
Working with clients to build capabilities that help them grow and sustain high-performing organizations.We clarify the role of marketing and sales within a company and then help design the organizational structure that best supports those functions. We also help clients organize for digital leadership so that they can adapt and succeed in an increasingly digital world. To sustain success, we build the client’s institutional skills.
Our work helps clients come to grips with the most difficult issues and questions relating to commercial transformations such as becoming more customer-centric; establishing structures and processes to better link marketing with the rest of the business; boosting efficiency and effectiveness; and capitalizing on emerging market and digital marketing opportunities. Our outside perspective helps provide unbiased viewpoints, and our collaborative style helps minimize potential conflict.
Insights and Analytics
Translating consumer insights and big data into concrete initiatives that drive above-market growth.
A company’s ability to drive market growth hinges on the depth of its consumer insights and how well it translates those insights into effective action.
To develop deep customer understanding, we employ a range of quantitative and qualitative marketing research approaches plus big data techniques that are both innovative and pragmatic.