Strategic Marketing Management Case Studies

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The Valcort Group just completed for the organization the development of a pilot for a new ministry program and is awaiting launch. This began with a ROI diagnostic survey and intensive interviews and study on internal assumptions and external market dynamics.

These projects uncovered the company’s opportunities and gaps.

Recommendation: Reorganize the company with the customer in the center of innovation cycle.

Give customer access to key relationships in sales, R&D, innovation & fulfillment putting customer in the center.

Repositioning the company to deliver new and existing products known for quality, value and availability would create end user interest, address time requirements, build network support and demand.

Recommendation: Reinforce the CEO values of integrity, quality, excellence in performance to build morale and emerging internal leadership.The company culture generally shared the values and vision of the leader, specifically integrity, generosity, an entrepreneurial attitude, creativity, responsiveness and excellence.A vision was present in leadership but not widely understood.The organization was generally servicing existing customers well, but missing focus on acquisition of new customers, a strategic growth plan and innovation platform to identify and acquire new customers.Client: B2B Holding company managed business unit, Mid-cap legacy truck component/assembly manufacturer Niche: B2B, transportation, manufacturing, component sales Offering: Suspension and drive train componentry, parts, support Engagement: Full VALCORT Services Result: Revenue increased by 30% in 24 months.Sales was focused on selling to same channel partners, not bringing value.While brand was highly recognized in the market, there was little innovation or value to drive new interest and capture new end user demand.The Valcort Group did an in-depth analysis and made recommendations on vision and values, assets and associations, lens on the market, creative development of the organization’s value proposition, outreach and communications, relationships, and tracking.Established a detailed roadmap for implementation of findings and recommendations, and 25 initiatives for operational excellence and program growth.Client: A niche industry B2B leader with million in sales, 220 employees and operations and sales in 8 countries.Project: Align two separate organizations under a single vision and new brand, including the core selling proposition.

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