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Growth is a necessity for all organizations, which can be achieved either by organic growth or inorganic (buying or merging with other players).

When adopting an Organic growth strategy, the organization needs feasibility studies to examine new sources of growth. The options include:

  • Increasing revenues by getting additional customers through entering un-served geographies with current products (geographic expansion)
  • Increasing share of wallet among existing customers by adding products or increasing the sales channels (product/channel expansion)
  • Adding new types of customers (customer segment expansion)
  • Adding new revenues by appealing to new customers via new products (diversification)

Our approach and a sample of our experience can be viewed below.

Consulting Approach

Developing a strategy is hard.

Doing it in a way that it is adopted across the organization and is implemented is even harder.

With this in mind, and using my experience of consulting to different types of organizations, I've developed a unique approach that combines strategic planning with change management elements to assure a smooth and enthusiastic rollout.

Explore my Approach ->

Offerings

Steps

The 6 steps outlined below form our core approach to execute a market entry engagement

What We Deliver

  • Clear alignment of all stakeholders around areas of growth - Growth area hypotheses, Identification & selection of growth areas, and a documentation of the strategic growth ambition and selection criteria.
  • Opportunity sizing and qualification - review of customers and competitors to bring out features, trends and dynamics in the target markets/industries along with a ranked growth opportunity long-list.
  • Business and operating models to capture the opportunity along with an inside-out idea / competency assessment to understand the gap between existing and required capabilities.
  • A business case providing estimates of returns under different scenarios of strategy, risk and investment.
  • Development of market entry implementation plans based on selected options

Sample Experience

(The following is a non-exhaustive list of engagements provided as a sample of total experience)

Market entry and financial feasibility assessment for a large industrial house in the United Arab Emirates wishing to enter the dairy and fresh juice business. The assignment involved trade research to assess the viability of the proposed entry, developing estimates of market share, recommending a logistics model, and developing a revenue model and financial model. Projections of profitability, cash flows and returns were generated and used to assess various options.

Diversification Study for a large Indian manufacturer of heavy electrical products The project involved a review of the internal resources and structures of the company, and an analysis of its operating policies as per expected changes in the operating environment. Based on the results of this internal analysis, a feasibility review of potential investment opportunities in a number of industries was undertaken to arrive at an optimal diversification strategy that would achieve proposed turnover levels.

Strategic Segmentation of the Indian Temperature-Controlled Logistics Services Market for an apex Japanese multinational corporation with interests in an Indian temperature-controlled logistics (TCL) firm which transported and warehoused frozen foods nationally. The engagement provided an understanding of the TCL market by analyzing industry segments beyond frozen foods such as dairy, produce, processed and un-processed foods, floriculture, etc. It identified Geo-economic and demographic trends of relevance; Consumer behavior affecting the penetration of perishables requiring temperature-controlled transport and storage facilities; Buyer preferences and the Realizable scale of the TCL business in each product category. Based on the match between the market and the company’s offerings, the management was able to decide its segment-specific entry and exit strategies.

Hotel Market Review and Feasibility study for Retail Space Development in India for an international hotel chain. The study required the review of the retail and property market, concept identification and concept testing amongst consumers and retailers, identification of target consumers, sizing and valuation of catchment areas, estimation of traffic potentials, configuration of the retail property with respect to scale of development, tenant mix and number of outlets, and the projections of financial estimates based on a market-driven property pricing structure. The study led to a number of similar follow-on assignments across other major urban centers.

Financial and Operating Pre-Feasability Assessment of a tertiary level management education institute to be based in a major North Indian city, promoted by a UK-based group. The assignment involved designing an industry-driven curriculum, developing an organisation structure based on the expected enrollment and the curriculum, and making projections of revenues, expenses, investments and liabilities over the short and medium term.

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