Background

A UK energy network operator wanted to build opportunities for its unregulated services business. The firm aimed to leverage its expertise in building, maintaining & operation of energy assets to sell asset management as a service to prospective clients.

Recognising the need for a more granular strategy, our client wanted support developing growth plans for specific market segments. This approach was intended to increase their market share and strengthen relationships with key accounts in targeted sectors.

Approach

Our methodology involved extensive external market research to enhance understanding of specific market segments, focusing on market trends, competitive landscapes, and customer needs. This provided critical insights into the opportunities. Our research included depth interviews with asset managers and energy decision-makers in all client target segments.

Subsequently, we conducted opportunity sizing with the client’s teams, prioritising prospects and calculating potential spend based on external market data. This strategic phase aimed to refine targeting approaches and deepen market relationships, ultimately aiming to maximize growth potential.

Outcome

Through workshopping with the client, the project delivered a strategic summary, segment-specific insight packs, and opportunity sizing Excels. These deliverables provided a clear list of priority accounts to target and detailed plans on how to ‘win’ these accounts.

The comprehensive write-up of decisions and discussions facilitated immediate implementation, enabling the client to swiftly act on refined growth strategies and enhance their market positioning effectively.