Increasing Share of Wallet at Top 100 Accounts
A leading professional services firm hypothesized that top accounts could be better served and penetrated by better understanding key buyers at each account. The firm engaged Market Strategy Group to explore and measure key buyer perceptions, awareness, and other factors affecting propensity to grow the overall relationship. Results of the study, which touched more than 300 senior and C-level buyers, helped account leads devise and deploy account-level plans for increasing loyalty and share of wallet. Results also helped firm leadership re-position key services and messaging at a macro-market level.
Reversing Slow Growth With New Market Entry
A specialty manufacturing company with slowing growth in its core markets sought new targets in which to invest to provide a better growth trajectory and story for investors. A wary management team, burned by prior acquisitions, tasked Market Strategy Group with analyzing a market that was relatively new and poorly understood. No analyst reports were available to determine potential, likely winners and losers, and long-term economics. MSG analysis helped convince management to take a minority position in one of two companies identified as likely market winners. One year later, the minority position has exceeded growth expectations and a robust order backlog is building.