Our Work
We embed as operators, fix what's holding the business back, and leave it stronger than we found it. Here's what that's looked like across 40+ businesses across 80+ projects.
SCALE & TRANSFORM:
Understanding the value proposition and applying science to pricing levers for value creation.
A year after acquisition, a waste management company's leadership were reviewing pricing levers including on some elements previously offered free of charge. We ran deep customer and competitor research to define the business through their eyes, and built the value proposition and pillars to underpin the pricing move.
Define the current value proposition and future value proposition for a waste management company as a result of implementing a new pricing model to their base of customers.
The Challenge:
Approximately one year post acquisition, a new pricing model was being proposed by the management team for services which were currently being provided free of charge. The client had commenced the new pricing plan to newly acquired customers but were hesitant on whether and how they should implement it to the customer base.
The need to understand their current value proposition from the perspective of their customers and competitors was required to help understand their go to market approach and pricing methodology, as well as future foundational understanding of potential churn.
The Project:
Delivered the project team to Sydney – CMO, Transformation Specialist and Project Lead
Diagnosis and definition of the project completed in 2 days.
Interviewed CEO and functional leaders to fully understand the challenge.
Undertook two core phases on customer research - Structured in-depth customer interviews (Qualitative) and Phase Two: Customer survey (Quantitative).
Provided a summary written report of qualitative and quantitative findings as well as insights gained.
Developed a comprehensive understanding of key competitors: pricing, services and service levels, capabilities and core value propositions.
Provided a high-level view of how competitors might respond to the tactics of the client in connection with implementing the proposed pricing models based on insights of customer feedback and industry trends.
Developed a recommended Value Proposition for Grima and 3-5 pillars that supported it as sources of competitive advantage in the market.
Our Response:
The Current Future difference
We brought experienced operators who had deep operational knowledge of changes to pricing methodologies - and importantly, how customers and competitors react in real life - to derisk the next steps.