Engagements

Client: Aerospace

Delivered a simulation designed to allow the executives of a multi-billion dollar manufacturer to war-game alternative competitive scenarios over two week periods. Strategy execution and thorough knowledge of the determinants of financial performance were the overarching themes.

The CEO’s mandate was to drive sustainable growth in sales and profits through a more risk-diversified organization. The company’s traditional concentration of business created substantial operating risk and dependence on a small number of large contracts. Of critical concern was leveraging strengths into new products and services while continuing to run a healthy core business. The simulation exercises were credited with several multi-million dollar contract wins.

Client: Apparel Manufacturer

Designed a series of finance and strategy workshops focusing on drivers of profitability, business models and performance metrics. Delivered sessions for the marketing organization in the U.S., Europe and Asia in conjunction with a new strategic planning process, focusing on:

  • Strategic planning
  • Key performance metrics
  • Competitor analysis
  • Pricing analysis
  • EVA™ framework

Client: Broadband Entertainment

Created forecast business models and a content acquisition model used to evaluate prospective deals. Incorporated diffusion forecasts and technology adoption curves to assess likely break even times and cash-flow payback associated with alternative deployment assumptions. Evaluated multiple revenue/cost streams associated with advances, royalties, licensing costs and content development scenarios. Resulting insights on cost structure and burn rate assisted the company to achieve break even.

Client: Life Sciences

Developed enterprise simulation for pharmaceutical/biotech companies designed to enhance understanding of the financial and resource implications of the changing regulatory, customer, payor, and healthcare delivery environment. Focus areas include the impact of the following:

  • Building an R&D portfolio emphasizing breadth versus depth in therapeutic categories
  • Shifting development and commercialization mix from small molecule to biologics
  • Shifting the mix of in-licensed versus internally developed compounds
  • Outsourcing biologic capacity versus building internally
  • Resource allocation trade-offs among various functions to optimize R&D funding

Designed a simulation used by executives of a major pharmaceutical company to improve profitability of contract negotiations with key accounts. Specifically, the model enabled executives to:

  • Gain consensus on negotiation policy among executives representing various functions within the client company
  • Establish negotiation guidelines which maximized market share and profitability
  • Evaluate the impact of external influences, e.g., competitor actions & regulatory changes on negotiation strategies

Client: Retailer

Designed a profitability analysis framework to assist account executives gain a better perspective on the financial aspects of negotiations with key retail partners and to develop long-term, mutually profitable relationships. Developed a model to estimate the incremental financial consequences, for both the retailer and manufacturer, of approximately 30 variables controlled by account managers throughout the negotiating and decision making process. As a result:

  • Traditional sales conversations were transformed to collaborative and informed ROI conversations.
  • Anticipated negotiation outcomes could be incorporated in the annual business planning process.

Client: Telecommunications

Integrated financial analysis frameworks into the business case process used for all new products and services for a major telecommunications firm. Developed a series of tools to link marketing assumptions such as addressable market size, penetration rates, churn rates, etc., to product line profitability and the viability of an investment. Incorporated NPV, Real Options, market derived and regulator driven capital pricing models to drive the economic evaluation of investment choices.