The Challenge?
- A large professional services organisation was looking to develop a new service aimed at managing risk in international supply chains. This service was to be targeted at companies operating global sourcing strategies. As input to the service development, the client wanted to understand the key issues that their target customers were facing in managing the risk in their current supply chain and how these varied across a number of key industries.
Point Consulting’s approach and solution
- As a starting point, we worked with the client to prioritise the key industries that they would market the service to. From there, we identified companies with international supply chains that we would analyse. We then created a research programme to analyse over 40 companies and interviewed their Procurement Directors to understand their key supply chain risk issues and how these were currently managed.
- The data collected gave insights as to the most important aspect of supply chain risk by industry type and where companies were facing difficulties in managing that risk. These insights fed directly into our client’s proposition development work and enabled them to develop a service that was most appropriate for the industries they were targeting.
Value delivered
- As a result of our work, the client was able to develop a stronger service offering based on robust insights from their target market. Our work also reduced the development time and the service was launched ahead of schedule as a result.