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CASE STUDIES

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R&D BUSINESS DEVELOPMENT SUPPORT

R&D BUSINESS DEVELOPMENT SUPPORT

Background & Issues

The client is a medium-sized manufacturer of basic materials with top market share in key products and business lines. In response to slower growth over the past few years, management has embarked on a new, five-year strategy to accelerate growth through greater globalization and the infusion of new technology into existing businesses lines

Management believes the company’s product-out business model is obsolete, particularly in performance materials and other high value-added products, and seeks to develop a new business providing customer solutions. Certain parts of the organization will need a complete transformation, including mindset and the way the business is done

Furthermore, to ensure sustainable profit growth going forward, management believes the company needs to capture the business of leading global companies, where it has little success thus far

INVENIO was engaged to train in the development of customer solutions, approaching high-growth global customers and developing technology to solve customer’s key problems

Objectives

・Strengthen customer proposals to GTC (Global Top Customers) in each product line with a value proposition emphasizing customer profit growth
・Deliver these proposals to customers and evaluate the quality of the value proposition in their eyes and possible R&D improvement issues
・Responding to successful proposals, decide the R&D allocation of resources and implementation

Overview

【Participants】
Leaders from R&D, sales and marketing
【Languages】
Japanese
【Description】
R&D business development support

Outcomes

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