BACKGROUND

Keeping in touch with an old contact, one of our partners was invited to propose a management development programme. By the time this had been examined, it became clear to the client that the issues this was aimed at were deeper and a review of the business strategy was called for. Obsidian was asked to undertake this.

Obsidian Sector Experience

The client is a well-known player in an engineering sector in which one of our partners is has worked for many years and has considerable understanding.

Nature of Client’s Problem

It became clear that sales revenues had been shrinking and simply re-energising the management without first putting in place a clear sense of how this could be rectified would not be sensible. Reasons for the sales decline had to be overcome and routes for growth had to be identified.

Obsidian Expertise in Problem Area

Our strategic marketing partner has considerable experience of analysing markets, competitive status and business attributes in order to diagnose causes of problems; and of developing strategies for growth. His familiarity with the sector gave him insight and rapid access to valuable contacts and understanding of the practicalities of different options.

Objectives of Products or Services Offered by Obsidian

As well as Obsidian undertaking accurate diagnosis of the problems and making appropriate recommendations for change, it was vital that the company’s management both contributed to and bought into the analysis and solutions. These objectives were achieved by openness about the process, obtaining objective views from customers about the company and its services and undertaking the analysis in workshops to which the whole management team were encouraged to contribute.

How the Assignment was Carried out

After briefing from all of the management team about the issues they perceived, a customer survey was conducted by both telephone and some in depth interviews. Workshops looking at the climate expected to face the business over the coming years and at the feedback from the survey and managers were held, leading to open debate about options and priorities. A final report brought together all contributions and made recommendations for action.

Benefits for the Client

The services of a partner both experienced in the business sector of the client as manager and a consultant and in the analysis of strategy and markets, who was able to work closely and openly with the management both during the assignment and subsequently to assist in its implementation.