Close more sales. Increase profits.
Grow faster, more efficiently.

Case Study #3:
How can an explosive young company grow infrastructure yet stay customer intimate?

CLIENT:

Profile: Fast growing privately-held food manufacturer
Size: $50 million

PROBLEM:

A highly regarded company built on the personal values of its founder, the client grew aggressively and attracted top talent. While the organization thrived in a small environment, customer engagement structures and workflow patterns could not support the growth. Significant silos resulted across the organization. Relationships with customers were distant and fragmented; information was not shared easily. Customers could not see any significant difference between the company and its competitors.

SOLUTION:

The founder and leadership team engaged CTC in a full VALCORT Assessment. The CTC VALCORT team included highly experienced leaders from the food, marketing, and product development disciplines.

Insight:

Although the company had not demonstrated a point of difference in product, its culture of responsive service and highest integrity created differentiation. To gain deeper product leadership and innovation, the company needed to be closer to the customer earlier in the product development cycle and engage them in collaborative problem solving. The company had to reposition as being proactive, rather than just a highly responsive reactor.

Imagination:

CTCreative recommended a restructure of the organization by customer segments, creating small cross-functional teams to discover and engage quickly in customer opportunity. CTC recommended new positioning in the market, articulating the client's values, culture, and service model to create a point of difference. CTC recommended creating a product development University as a base for engaging customers onsite, building intimacy, and identifying and seizing new product opportunity.

RESULTS:

As an independent player in a very large industry, the client has positioned itself as the innovative thought leader for increased attention, credibility fostering new growth and customer intimacy.

SERVICES: