Industry: Industrial

Category: Growth Strategy

Challenge: In 2019, after acquiring another glass company, a leading glass manufacturer in North America faced integration challenges with its American workforce and aligning with Mexican leadership. The Architectural Glass Division aimed to propel the company to compete globally with industry leaders, emphasizing innovation and market expansion.

Approach: Our strategy was grounded in the hypothesis that the company could unlock significant new value by understanding needs along the entire value chain. We redefined customer relationships and developed new revenue streams, focusing on unserved needs resulting in innovative services and experiences.

Impact: Positioned the Architectural Glass Division as the strategic focal point, enhancing its competitive edge globally. Bridged cultural differences transforming bottlenecks into synergies and momentum.

Role: Led the strategic initiative, conducted stakeholder interviews, and guided the internal and client team through the transformation process.

Lessons Learned: The importance of understanding and integrating cultural differences in business acquisitions to ensure smooth transitions and alignment.

Industry: CPG Beverage

Category: Operational Optimization

Challenge: Following a massive reorganization aimed at centralizing functions, a global beverage company sought to update their systems to support the new operational model, partnering with an ERP provider for the implementation.

Approach: We were engaged by the head of the Financial Services unit to facilitate the transition. Our approach involved mapping the current state to the future state to design and produce a communication strategy and conducting training to align global teams and streamline operations.

Impact: Made the transition to a centralized operational model possible and on time for an organization transacting more than $45 billion a year.

Role: Designed and negotiated the project and agreement, managed the project managers’ team, facilitated leadership workshops, and ensured alignment across internal global teams.

Lessons Learned: Effective and timely communication for stakeholder engagement is crucial in managing large-scale organizational changes.

Industry: GPG Wine and Spirits

Category: Launching New Businesses

Challenge: Building engagement with HNWIs in Asia, the highest concentration and fastest growth for this segment in the world, a global wine and spirits company needed to differentiate its offerings to cater specifically to their unique preferences and expectations.

Approach: Developed innovative and personalized experiences, conducting ethnographic research to understand the needs of HNWIs. Created and tested personalized and tailored services that resonated with this high-value segment.

Impact: Deepened brand loyalty and drove growth within the influential HNWI segment. The project was considered a success at the company level for delivering a market pilot from discovery to launch in less than a year.

Role: Led the project, conducted research, designed personalized experiences, and managed implementation.

Lessons Learned: Understanding the unique needs and expectations of a target segment is key to delivering value.

Industry: CPG Fashion

Category: Growth Strategy

Challenge: A leading global sneaker brand faced unprecedented competition and the critical challenge of sustaining and building relationships with consumers amidst shifting preferences toward sustainability.

Approach: Focused on services aimed at extending the life of iconic sneakers, incorporating feedback loops from key consumer segments to define and test offerings.

Impact: The test yielded a higher wallet size when a customer bought a sustainability service and higher satisfaction rates at check-out. Overall, the test-and-learn cycles defined strategic initiatives that extended the life of the best-selling product line, deepening brand loyalty and creating new opportunities for product line connection through personalization at checkout.

Role: Designed and led the strategic initiative, managed the integration process and facilitated leadership alignment.

Lessons Learned: Sustainability initiatives need to be aligned with brand values and resonate with consumers’ evolving preferences.

Industry: Logistics and Retail

Category: Decision-Making Workshops

Challenge: Enhancing value for retail coop members and expanding the brand portfolio, a company in the retail industry sought to leverage a strategic partnership for a logistics competitive advantage in its national expansion plan.

Approach: Facilitated a strategic partnership between two companies, focusing on mutual value creation through joint marketing initiatives and shared distribution networks. Conducted workshops to align both companies on shared goals and strategies.

Impact: The pilot was launched in three stores using a low-tech alternative to validate initial hypotheses. This approach tested the value of adding independent and Latino brands to the portfolio, providing key insights for further expansion.

Role: Established the strategic vision, guided the partnership process, managed implementation, and facilitated decision-making workshops.

Lessons Learned: Trust-building moments were crucial. We created interactions and facilitated conversations, translating to productive execution with informed business decisions.