Case Study:  Large Enterprise.  Developing a New Venture.

This work was commissioned by a leading provider of business information and insight for credit risk management to businesses worldwide.  It is a US-headquartered blue chip organisation with operating companies and a network of Partners across the globe.  Each operating company and Partner functions as distinct businesses with responsibility for managing their own P&L’s.

With its global presence, the company had a real opportunity as a large number of existing and new multinational customers wanted to deal with them on a global basis.  They decided to establish a new business unit to investigate and exploit this opportunity and went outside of the parent organisation to appoint a member of Second Mile to develop a plan.

After conducting some customer research and aligning the key stakeholders and sponsors across the main countries, a plan was developed and implemented to target a few selected customers to prove the proposed model.  The execution of the plan required the selection and development of Global Account Managers within a matrix structure, the development of an International Value Proposition specifically for international customers, and new business models with more standardised pricing and contractual terms.

The outcome of this first stage was new business for the parent company and its Partner network of over $10m.  The final stage of the project was the development and presentation of a business plan to expand the Global Account business unit to win and manage more multinational customers.