Background: A leading transportation and logistics company was performing very well in the market, but they struggled to understand why customers increased or decreased their business with them. Although they regularly collected massive amounts of transaction and experience information on their customers, this alone did not provide sufficient insight to guide their efforts to improve …
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: …
Positioning Study Changes Target Customer Profile Read More »
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 …
