Case Study
Author: Frank Grossi | 5 minute read
A B2B business within a specialty retailer faced declining performance due to significant business model changes, inefficiencies, and unclear direction. To address this, an integrated strategy, organizational redesign, and action plan were developed. Key steps included evaluating market potential, defining a growth-focused strategy, benchmarking organizational costs, and redesigning the structure. The outcome was an aligned strategy approved by leadership, a 50%+ reduction in headcount, and a new customer engagement approach, driving efficiency and sustainable growth.
The Opportunity
A B2B business within a boarder leading specialty retailer was struggling to grow. The overall company business model had changed significantly, as did the categories they were competing in. This left the B2B business unit with a large people overhead driving significant inefficiency, lack of clarity on their role moving forward and a declining business.
“Great work here – really like what you have done.”
CEO
The Approach
We worked closely with the overall company leadership and the leadership of the B2B business unit to develop an integrated strategy, organization redesign and action plan.
- Evaluated the current and future potential of the category, their relative situation to competition and their B2B customer landscape.
- Defined an integrated strategy including the Vision, Goals, Where to Play and How to Win choices that would enable them to profitably grow.
- Benchmarked organization design and costs externally, and worked with client to re-design their organization
- Developed an action plan that can immediately (next 3-6 months) bring to life the most critical changes needed to win.
“Thanks for the incredible partnership.”
Chief Merchandising Officer
The Outcome
Aligned strategy and plan through CEO and CFO of the enterprise to deliver sustainable and profitable growth. Client implementing the new strategy now including the organizational design from this work that will lead to 50%+ headcount savings, and a new approach to engaging with their B2B customers to drive efficiency and growth.
Meet The Team
Frank Grossi
Chris Holahan
Vedran Miletic
