CLIENT
ENGAGEMENT
SPOTLIGHT
How we helped a regional utility company develop a growth strategy for Energy Services
CLIENT CHALLENGE
Client wanted to conduct a comprehensive business review of their Energy Services business and develop a growth plan for 2020. The project included:
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Current state analysis of the Energy Services business
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Sales & Marketing plans for 2020
OUR APPROACH
Applied a cross-functional, outside-in methodology to collaborate with SMEs and key stakeholders to assess the current business and identify gaps, conduct analyses, and determine opportunities for growth
- Used a combination of internal and external market research to prioritize current target segments (MUSH, Industrial, Commercial) and market opportunity for Federal and non-Federal sectors
- Conducted financial analysis to determine service mix and profitability by segment
- Assessed competitors to identify opportunities to reposition offers and capture incremental share
- Developed clearly defined growth levers with prescriptive guidance to:
- Evolve the sales structure
- Reposition targeting and marketing tactics and messages
- Streamline operating processes
- Leverage contracting vehicles for incremental sales