CHALLENGE

As a FTSE 100 global packaging business, our client had demonstrated excellent organic growth. But serving over 100,000 customers across 25 European countries wasn’t enough.

Future profitable expansion required careful planning to understand the intricacies of its current customer base, and develop a more compelling value proposition. It then needed to identify lucrative new segments and create the strategy to exploit them.

APPROACH

Significant growth opportunities only existed for our client if it understood its competitive strengths, and embraced a segmentation approach to align its sales teams across Europe.

Using our Strategic Decision Framework, we engaged key stakeholders from across the business throughout the process, collaboratively working with them on the issues that mattered most. Answering the key strategic questions meant that we could target the prospects better by building the tools and propositions the sales team needed to unlock the growth opportunities.

RESULT

Our client now has a clear customer strategy and robust foundation for growth that:

  • clearly defines the strategic priorities,
  • aligns the sales teams though a sustainable and repeatable approach to working,
  • makes everyone accountable for driving future growth through new KPIs, and
  • has the potential to achieve double digit growth over three years.

“Demonstrating excellent engagement across a complex and fragmented organisation, Gate One has given us a holistic understanding of where to go and greater confidence in our ability to get there.”

HEAD OF MARKETING

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Claire LaingClaire Laing| Principallinkedin icon



Claire joined Gate One in 2015 having previously worked in strategy and change consultancies. Claire is passionate about delivering end-to-end business transformations from strategy through to implementation. She builds deep relationships to understand the crux of the challenge and to ultimately deliver a step change in performance and lasting change. She has worked across a broad range of sectors.

Claire plays a key role in Gate One’s people and talent team to shape the strategic direction of the firm. Away from work Claire is usually busy with is a house renovation project or exploring the local countryside.


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