A GLOBAL SUPPLIER OF PROCUREMENT SERVICES

A successful global supplier of procurement services wished to expand their market reach.  As initial inroads were limited, the CEO wanted to fully understand the market dynamics and issues as well as identify unmet customer needs.  He commissioned a strategic research project with Acclaro Growth Partners. 

Acclaro’s research uncovered important issues that, unless addressed, would have continued to impede a successful market entry. Recommendations included new products/services that dovetailed with current offerings.

Results. Acclaro crafted a strategic business plan that enabled the company to realign their business units, implement new services key to this market, and has begun to enter the market.

The CEO stated:  “Acclaro Growth Partners were key in developing our new business plan.  Their extensive research on the marketplace was essential in uncovering both entry barriers as well as lucrative opportunities that we had not identified.   They helped us focus on the strategic alternatives that would be vital in developing this new market.  Their recommended action plan, with the key implementation responsibilities, helped us to focus our internal teams on issues that increased our market share and profits.”

INSTITUTIONAL CASEWORKS

A well-established manufacturer of school/laboratory furniture experienced two key issues:  declining customer retention rates and deteriorating dealer relations.  These stemmed from problems with on-time delivery and post-sales support as well as new entrants in the competitive environment.  The aggressive competitors were offering a full-service line of products based upon their intensive R&D and attention to market needs.

Acclaro Growth Partners helped the company to understand the opportunities it had to expand its product line, put in-place a Dealer Program to ensure complete understanding of what customers needed, and a plan to address key issues.  Company continues to use its extensive R&D processes to develop new products that meet customer needs.

Results. The company now has a full line of products to offer new users with enhanced marketing support for the dealer network in preparing and submitting RFPs.  “Acclaro helped us to really understand our customers and marketplace.  We have recaptured our image as a high-quality manufacturing company who really listens to our dealer network and our customers.  Actually, I so believed in the new direction, that I bought the company,”   CEO

New Business Model Propels Organization into a Go-to Source

This organization was losing members and participation was dwindling, resulting in limited financial resources, ineffective programs and a smaller office staff.  The new President/CEO, recognized the need for a change.

Acclaro Growth Partners worked with the organization to identify the most significant external issues -- saturation of assisted-living communities, a national economic downturn; and significant internal issues -- a failing business model, lack of organizational focus. When asked, few corporate members could articulate what the organizations could do for them or where it stood on critical public policy issues.

The CEO led the association to sharply narrow its focus, differentiate itself from similar organization, and create value for its corporate members.  Acclaro helped the CEO to develop a new business model, create new products and services.

Results. Now, two years later, the risk has paid off.  The national media is recognizing the association as a go-to source, and the public policy program is aligned with organization’s philosophy and is making a difference at the federal, state, and local levels.

The CEO said: “Acclaro’s work was central to our success in making this turnaround.  They helped us determine the current status of our organization, the obstacles and hurdles we needed to overcome, and the direction we should take if we wanted to be successful.