Confidential – MedTech Product Portfolio Restructuring

 Challenges in Healthcare, Sample Projects  No Responses »
Feb 292012
 

Confidential cllientThis major multinational supplier to the healthcare sector had grown through multiple acquisitions. As a result, one of its product portfolios in surgical disposables contained a large number of partially overlapping product lines without a clear overall positioning. Issues included:

  • Sales staff hade difficulty with presentation of the value propositions, thus running the risk of being squeezed on price;
  • Some volume product lines were unprofitable;
  • One niche product line with clear clinical advantages was performing poorly in the market and achieving almost no volume.

Continue reading »

Lumesse – Jump-start of Sales Operations

 Challenges in Cloud Computing, Sample Projects  No Responses »
Feb 222012
 

LumesseLumesse (then StepStone Solutions), the leading European provider of talent solutions, was acquired by HgCapital in 2010. The new owners required strong growth from Lumesse, both through organic growth and through acquisitions. Rapid growth in turn required professionalisation and standardisation of the sales process and sales management, and the effective integration of current and previous acquisitions. Nick set up a central Sales Operations function to drive professionalisation and standardisation. Continue reading »

ABB Distribution Transformers – Strategic Transformation

 Sample Projects  No Responses »
Feb 222012
 

ABB’s Distribution Transformers business ($1bn turnover) was world market leader, but losing ground and insufficiently profitable. Nick led a team that identified fragmentation of marketing and production (33 factories in 27 countries) as the key barrier to improvement. ABB had not kept pace with the consolidation in its customer markets caused by deregulation. The team designed a new go-to-market approach and rationalised production structure that met the needs of the giant energy companies that ABB was now serving; this new strategy was implemented over a period of five years and proved immensely effective.