Who we help

  1. Business Plan for a major energy retailer

    Background

    The company was not happy with its business planning process as it has mainly led to business as usual and lacked co-ordination and innovation amongst the key siloes of the business.

    What was the issue?

    The client wanted innovative coordination between marketing, sales, finance, HR and operations.

    What did we do?

    We interviewed people from each of the major siloes in the company and collected their inputs to the business plan. We then conducted a workshop to create a common vision for the future of the company and discussed the implications for each silo. We then wrote up the business plan and shared it with the participants for feedback and finalisation

    What was the result?

    The company had a business plan that was committed to by all siloes within the company.

  2. Strategic insight for an international passenger airline

    Background

    The airline was growing rapidly and decided to broaden its offering to the marketplace by offering another class of travel for people who were willing to pay ore for more services

    What was the issue?

    How could the offering of and upper level service influence the positioning of the brand in the marketplace

    What did we do?

    We conducted an analysis of the competitive nature of the airline industry and projected the future positionings of all the key players. We then plotted the effect of the new services on the positioning of the airline in the rapidly evolving marketplace and match it with the motivations to purchase by the target market..

    What was the result?

    The airline successfully adopted the new class of air fare and continue to grow it profitability each year.

  3. Brand truths for an iconic soft drink

    Background

    An iconic soft drink was losing market share and appeared to be losing relevance in a changing marketplace.

    What was the issue?

    Over it history the soft drink brand has changed significantly in popularity with its widely differing positionings and now it appeared to have lost it’s identity entirely.

    What did we do?

    We conducted an audit of the brand positionings over its history and matched it to market share and consumer behavior. We presented this brand history as a visual mural that covered the entire lifetime of the brand. This visually uncovered the common positionings of the brand when it achieve high market share by tapping into consumer motivations. We used this to recommend a return to previous positioning when it was successful.

    What was the result?

    Market share decline immediately ceased and a slow return to higher share is happening

  4. Brand identity for a local advertising agency

    Background

    A local advertising agency wanted to change its name to more accurately reflect its new offerings to the marketplace

    What was the issue?

    The agency knew how it had changed but it wanted to establish a new positioning to reflect that change so that it could communicate that both internally and externally and tap into the motivations of clients.

    What did we do?

    We conducted a brand identity and positioning workshop over two separate days to determine the mission, vision and positioning of the new look agency using an in depth study into the motivation of clients when choosing an advertising agency

    What was the result?

    The seniors staff of the agency used the results of the workshop to produce a new look and feel for the agency and this became the basis for a new website and internal and external presentation materials.

  5. Market motivations for a popular children’s confectionary

    Background

    A popular confectionary brand wanted to know if it should change its messaging because other brands had copied its point of difference.

    What was the issue?

    How powerful was the differentiation of the brand when others tried to copy it. How loyal would existing customer be in these circumstances

    What did we do?

    We conducted an ethnographic study of consumers to determine their motivations for purchase. This involved spending time with customers in their home and accompanying them on shopping trips.

    What was the result?

    We developed clear future directions for the brand which were translated into all future communications with the target market.

  6. Customer motivations for a health insurance company

    Background

    A successful private health insurance company was attracting a record number of new members but its market share was not increasing due to people leaving the fund.

    What was the issue?

    The fund has seemingly contradicting performance measures. It had an increasing number of their members leaving the company despite the fact that they had high Net Promoter Scores

    What did we do?

    We conducted a series of focus groups and depth interviews in member’s homes to determine their motivations for both joining and leaving a private health insurance fund. We augmented our results with videos of the members in their own homes demonstrating their issues and concerns with the private health fund.

    What was the result?

    The health fund clearly understood the motivations of members for both leaving and joining the fund. The fund was able to establish new practices within their company to start reducing the loss of members.

  7. Call Centre monitoring and training for a sustainable energy company

    Background

    A key player in the sustainable energy sector decided to bring its call centre in- house and needed to train their staff and monitor their performance

    What was the issue?

    What sales training so we need to conduct for our staff and how to we make sure they are performing to the best of their ability

    What did we do?

    We used our online proprietary tool called Performa to define the key elements of a successful sales call and trained staff on this and monitored their performance giving feedback as to how they could improve via their own personal dashboards. Online training for use by coaches help ensure that all sales staff received the coaching they needed to perform to their ability.

    What was the result?

    Sales in the call centre reached all targets and the transition to their own call centre was a complete success.

  8. Understanding the key market segments in the gambling industry

    Background

    The client has done a number of segmentations studies but they seemed to always gather dust in an unread document

    What was the issue?

    The client wanted to better understand the profiles and motivations of the key segments of their markets and have this inculcated into all levels of the company

    What did we do?

    We use the qualitative data to turn each segment into a pen picture or persona. These personas were visually brought to life as individual people and their motivations to buy were made easily understood by everyone.

    What was the result?

    These personas were posted at each employees workstation and helped the company become more customer orientated. These personas transformed the customer orientation of the company and raised the profile of the marketing department within the company. The personas were used in all marketing a sales activities including advertising. They were also use by architects in designing venues for customers. The company now has the dominant market share due to its customer understanding.