The client

A global animal health organization needed a strategic plan following the acquisition of four companies (vertical integration backwards). 

 

Challenges

• Post-acquisition, it was critical to show leveraged value to key internal and external stakeholders.

• Four organizations with various organizational cultures and go-to-market approaches

• Team members were geographically dispersed: 3 time zones

• Varying degrees of experience with strategic planning

• Short time frame: a 4-month project was condensed into 7 weeks

• Because the team operated across multiple organizations and time zones, all planning sessions were conducted virtually using advanced facilitation techniques.

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Solution

Virtual facilitation techniques enabled us to accelerate the strategic planning process.

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Our work included:

• market analyses (reviewed 1000+ pages of syndicated and proprietary research to garner client insights);

• customer segmentations;

• customer journeys;

• unique bundles of value propositions (products and services) each customized for a specific target segment;

• product portfolio alignment;

• customer incentives;

• integrated communications mix; and,

• a recommended internal structure to eliminate "silos" and "islands".

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Deliverables

• A 100+ page Word document: the core plan

• PowerPoint presentation: summary of key strategies and tactics

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Results

The project was the genesis of several innovative approaches with the potential to significantly redefine the market.

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