CLIENT

ENGAGEMENT

SPOTLIGHT

How we helped a regional utility company develop a growth strategy for Energy Services

CLIENT CHALLENGE

Client wanted to conduct a comprehensive business review of their Energy Services business and develop a growth plan for 2020. The project included:

 

  • Current state analysis of the Energy Services business
  • Sales & Marketing plans for 2020

OUR APPROACH

Applied a cross-functional, outside-in methodology to collaborate with SMEs and key stakeholders to assess the current business and identify gaps, conduct analyses, and determine opportunities for growth

  • Used a combination of internal and external market research to prioritize current target segments (MUSH, Industrial, Commercial) and market opportunity for Federal and non-Federal sectors
  • Conducted financial analysis to determine service mix and profitability by segment
  • Assessed competitors to identify opportunities to reposition offers and capture incremental share
  • Developed clearly defined growth levers with prescriptive guidance to: ​
  1. Evolve the sales structure​
  2. Reposition targeting and marketing tactics and messages​
  3. Streamline operating processes
  4. Leverage contracting vehicles for incremental sales​

OUTCOMES & DELIVERABLES

Client has a comprehensive plan and the associated data to drive growth and guide future investment decisions and resource allocations to support aggressive ambitions and growth of their Energy Services business.