Services|Growth Strategy

OVERVIEW

Clients often seek out Stax’s assistance to evaluate the best way to achieve desired growth. Sometimes they have ideas and initiatives in the pipeline, and just want a framework with which to quantify and prioritize those options. At other times, they’re looking for fresh ideas from the field and even from other industries. They first need to understand customers, channels and competitors, and then build a fact base in order to compare opportunity costs.

Your growth opportunities may involve market adjacencies; new customers, products and services; pricing and channel changes; or improvement of sales and marketing effectiveness. Your company could be trying to grow organically or through M&A. Your situation could be that of a cash-rich long term investor, or you could be four years into a six year hold period in a highly levered environment. Whatever the situation, Stax brings to the table frameworks and resources to suit your specific needs, and our flexible teams have the various skills required for each stage of the engagement.

Some elements of these engagements require facilitation of management teams and high-level debate to broaden thought horizons. Other stages require deep dives into gathering and analyzing the data on markets, customers and competitors. We can do all this—working collaboratively to build up the facts so you have confidence in the answers. The end result is an actionable growth strategy that can be implemented smoothly with the ownership of your team.

AREAS OF EXPERTISE

  • Competitive Strategies: Offensive & Defensive
  • New Channels
  • New Market Opportunities (adjacencies)
  • New Market Prioritization and Entry Strategy
  • Product Development

Examples of Engagements:

  • New Market Prioritization. For a global agriculture equipment manufacturer, developed a five year growth strategy that was actionable at the C-level for long term initiatives, and at salesforce level for short term tactical results. The Client decided which markets to focus on for the short-, mid- and long-term based on Stax’s multi-regional assessment of its core and potential markets. Over a three month period, Stax conducted a bottom-up assessment of markets in North America, Latin America, Eastern Europe, and Asia based on interviews, and a macro assessment of those markets based on secondary research.
  • Product Development. Outlined a set of recommendations and ongoing product management strategy to support a new line of credit (LOC) product for a diversified financial services firm.  Our research and data analytics on consumer behavior and preferences helped the Client determine: what alternative financial services customers currently use and how much they spend on those services; how consumers select loan providers; what the demand for the new LOC product would be; and which segments the product would appeal to most.
  • Sizing Addressable Market and Assessing New Product Opportunity. A private equity client sought to assess the stability of a consumer product manufacturer’s core business and to understand the sales potential from a licensing agreement under consideration.  Specifically, Stax assessed whether the target company’s high growth rate could be sustained and what incremental growth the licensing agreement could generate. We constructed a web survey to gauge customer behavior and intent (incorporating loyalty measurement gauges), with a sample that was large enough to enable extrapolation of behavior to the population at large. Based on our assessment of the market opportunity, the firm decided to proceed with both the investment and the licensing agreement.

OPINIONS

With nearly two decades of experience across varied sub-sectors and geographies, Stax is able to analyze the latest market trends in real time. See more case studies.

For recent opinions, also visit our blog.

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