Energy >> Case Study
CASE STUDY | Energy
How we helped our client develop additional business lines in the energy efficiency
Our client, an oil and petrochemicals distributor in south America, division of major diversified oil company, called us for help in developing additional business lines, in particular exploiting the market for energy efficiency.
At that time, our client was a new entrant in this business, and its offer was only focused on chilling services (e.g. air conditioned) to shopping malls, missing the emerging market opportunities. Moreover, they lacked a a specific organizational structure, and in particular no sales force was dedicated to the business.
Many factors were to be taken into consideration while defining the growth strategy, like the wide array of new technologies with significant impact on energy rationalization, the increased pressure for sustainability and the need to operate at lower cost.
The team started analyzing the market :survey of energy consumptions; assessment of efficiency projects worldwide (lighting, automation, dedicated power generations..); evaluation of major players’ position and market share; analysis of the regulatory context; mapping of the major technological trends; sizing of addressable market potential, in particular evaluating the demand for energy efficiency products and related services. Moreover, a thorough verification of the company’s position, offer portfolio, economic performance, operational model and organization was performed.
The new strategy was then defined: a wider technology/segments positioning and a new larger offer, in particular in the illumination services. After segmenting the potential market, new customer segments and even main target clients were identified, profiling their energy consumption. Options for partnership model were analyzed. Expected sales, economics, investments and risks were also evaluated. Finally a new organization was designed to serve the new market, in particular a dedicated sales force to sell energy efficiency services was put in place
Value Partners ended the project developing a business plan leading to over 800 million euros revenues along 4 years.
Helping a power and gas company in the relaunch of its indirect sales channel
Our client, a company operating in the energy industry, was active with a direct sales channel (key accounts) on large industrials, whereas it relied on agents to sell to SMEs. The client was aware of the necessity of reshaping its indirect sales channel due to contracting sales in the segment in the last years.
The team worked in close contact with executives, management and personnel to set up a performance monitoring tool to control sales and agency behaviour. We devised an innovative browsable tableau de bord, we mapped the commercial processes and found ways to improve them through BPR or IT interventions and we developed a new agency management model involving all the area managers in a series of workshops.
The project resulted in the strengthening of the client’s agency network and the extension of power and gas sales to new regions and new clients
Helping a major European power player in the integration of three companies
Our client is a European power player who in the last 5 years has performed major acquisitions in Europe and Latin America.
Each company had their own organization, processes and procedures. In order to accelerate the achievement of synergies, to exchange best practices and to devise an integration program, the headquarter selected around a 100 of processes that had to be aligned between corporate and countries. For each process, the requirement was either to have an information, a coordination or an authorization from corporate.
Our team worked in three major acquisitions in Europe and mapped the processes under scrutiny, defined the misalignments with respect to the headquarter requirements and devised a remediation plan, to be agreed upon between country manager and headquarter.
The process gap assessment, together with process mapping and remediation plans now constitutes the basis for a major enterprise business process alignment project.
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