Case Studies

Positioning Study Changes Target Customer Profile

Background: A consumer products organization, specializing in accessories for power motor sports, was developing a long-term strategy for changing their sales process and growth.  While they had an understanding of their market, they had not formally looked into their customer base.  As such, they had no clear direction on which to base their strategy. Challenge: …

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Linking Member Engagement to Association Growth

Background: A professional society (“Association”) with approximately 2,400 members established an aggressive yet attainable goal for growth:  increasing dues and non-dues revenue by 15 percent over a five-year period.  The Association had been collecting every member revenue transaction dating back several years, yet as an organization it lacked the skills to effectively mine the information …

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