Top 3 Business Problems – September

business problems: woman reducing a brochure in front of a computer
Posted Sep 21st, 2016 14:39 UTC in Case Studies by Leah Hoffmann

At BTG, we help clients address all sorts of business problems.

Here are 3 of the most interesting challenges we saw this September…

 

Pricing and Tender Strategy

Cash Register

The head of the medical products division at a F200 healthcare company was concerned about stagnating profits in the U.S. She had identified 15 different countries that presented growth opportunities, but needed help crafting market access plans and pricing models. Unable to add permanent headcount, she turned to BTG.

Our experienced 2-person team—both accomplished healthcare pricing strategists—created a playbook with pricing corridors in each market, including tender strategies and a quantitative decision-making model to calculate profitability and acceptance. The result: a highly specialized market entry strategy for a fraction of the cost that a traditional consulting firm would have charged.

 

Customs Brokerage Strategy

Cargo containers

A global manufacturing company was overhauling its customs brokerage processes. An internal team had begun analyzing everything from IT to regulations. But the company’s Director of Corporate Strategy was looking for an experienced thought leader to help the team critique and confirm strategic plans and findings.

BTG’s customs expert—a former McKinsey consultant and accomplished industry executive—supported the team as they assessed gaps and opportunities, then helped craft a comprehensive go-to-market strategy and communicate with executive stakeholders.

 

Customer Segmentation Analysis

Buckets

The Director of Marketing at a cross-border payment provider was trying to refine business development strategy in the face of heightened competition. Which customers were most likely to respond to the company’s value proposition? How could he boost engagement in these segments? With a number of internal reports, but no objective assessment of the company’s place in the broader market, he turned to BTG.

BTG’s market analysis expert had trained at KPMG and held executive roles at a number of financial services companies. She supplemented the client’s data with her own research to identify key customer segments and industry verticals. Then she used her analysis to outline potential growth opportunities, acquisition strategies, and customer personas that would boost the effectiveness of the company’s marketing communications.


Leah Hoffmann

Leah Hoffmann

Leah Hoffmann is BTG's Marketing & Content Strategist. A former journalist, Leah worked for Forbes.com and The Economist before joining BTG. She is passionate about clear thinking, sharp writing, and strong points of view.

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