Inquentia Client CaseBook May 2016

How we have helped our clients power Innovation, Growth and Renewal.

Copyright Inquentia Group AB

Inquentia CaseBook.

www.inquentia.com

“Companies operate in an increasingly complex world. Business environments are more diverse, dynamic and interconnected

than ever – and far less predictable.”

www.inquentia.com

Harvard Business Review, January 2016


Innovation, Growth and Renewal from the Outside-In.

www.inquentia.com

INSIGHT

STRATEGY PEOPLE

Innovation, Growth & Renewal

We use innovative and powerful tools and methods for insight, strategy and people co-development to power innovation, growth and renewal. From the Outside-In. INSIGHT DEVELOPMENT For us, creative solutions for the future always begin with thoughtful insights into the present and then a peak into the future: your ambitions, core competences and long term goals vs mega trends, current industry trends, market development, your market position and reputation, your customers’ experiences, problems, needs and behaviors. Data is not enough. We strive for real insight.

STRATEGY FACILITATION Based on insights, we help you ask and answer key questions, i.e. how do an external environment and customers in change effect your company? Which are the future scenarios? How can you stay relevant? How can you adapt and renew your positioning, business model, product portfolio and value proposition to the new environment? We help you facilitate your strategy project, while involving and supporting your team on the way.

PEOPLE DEVELOPMENT If you keep on doing what you have always been doing things won’t change. Innovation, growth and renewal involves people and requires change to approach things with a different mindset. We support you and your team on the journey, via training, customer safaris, ideation workshops, coaching and mentoring as well as in providing insightful and thought provoking speeches on trends, strategy, innovation, customer experiences and change.

TOOLBOX


Our CaseBook was born to give prospective clients a feeling of the type of projects we have worked with and how we have approached them.

Each case represents a real client project. For each case we present the client Need, the chosen Approach and the final Client Benefit. We have also added some of the client feed back to give you an even better feeling of their perceived benefits.

About our CaseBook.

www.inquentia.com

Inquentia CaseBook

Mega Trend Report

Need: •  Gaining insight and understanding of relevant global mega trends as

input to strategy development process and upcoming Board meeting. Our Approach: •  Dialogue with client to understand challenge and status. •  Desk research identifying 50 relevant mega trend reports, published

by trustworthy sources over the last five year period. •  Meta analysis, with identification of key themes. •  Production and presentation of Mega Trend Report, with a free short

version published online. Sharing production costs with other clients with the same needs.

Key Client Benefit: •  Created insight and understanding of mega trends within the

management team as input to the strategy development process. •  Created trustworthiness of the management team vs. Board.

”The Mega Trend Report helped us

understand relevant long term, global mega trends, and

started our thinking about what they could mean to our business.”

www.inquentia.com Copyright Inquentia Group AB

Head of Strategy & Planning

Inquentia CaseBook

Future Scenarios Workshop

Need: •  Gaining insight and understanding of relevant mega trends and

plausible future (external) scenarios as input to strategy development.

Our Approach: •  Pre study to understand need and define scope. •  Two day scenarios workshop, using qualitative methodology

exploring different combinations of global mega trends to identify and describe plausible scenarios.

•  Documentation of results and presentation for client management team, with each scenario presented as a rich story of its own.

Key Client Benefit: •  Created a better insight and understanding of mega trends and

plausible future scenarios. •  Created a sense of urgency in the client’s management team.

”This will help us navigate better into an unknown

future.”


Head of Strategy & Planning

Inquentia CaseBook Trend Driven Innovation Training

Need: •  Creating a common understanding of the world of trends and trend driven

innovation methods in a Group Marketing and R&D team. Our Approach: •  Overviewing and understanding team needs and goals. •  Recommendation of 2-days training including Trend Safari, plus pre

reading of selected parts of “Trend Driven Innovation”. •  Customizing the context and framework in alignment with CMO: design of

interactive approach fit to client needs, stimulating participation and learning.

•  Choosing facility based on client needs and Trend Safari set up. •  Passionately delivering and guiding the 22 participants through the two

days of interactive training content, throughout lectures, class room exercises, ‘brain writing’, ‘bee hives’, workshops and the Trend Safari.

Key Client Benefit: •  Gaining a common platform for discussing trends on mega, consumer and

industry level – and a structured framework to fuel innovation and growth.


”Two great days of learning!

Inspiring and eye-opening!”

”Good mix between theory and practice.”

“Both useful and inspiring. A real treat!”

Chief Marketing Officer

Category Manager

Marketing Manager

Need: •  Create a fact based and outside-in approach to business. •  Build up of European Market Intelligence Platform. Our Approach: •  Pre study with potential users across organization to frame

scope and needs vs strategy. Identifying and evaluating potential sources and content. Identifying and evaluating suitable IT solutions.

•  Designing architecture fit to scope and needs. Build up of relevant reports and content. Build up of online user interface in close cooperation with internal team (i.e. marketing & finance).

•  Training and coaching of relevant team members. Key Client Benefit: •  Ability to easily access relevant market intelligence across

the organization for informed decisions regarding business strategy, investments, innovation and sales and marketing activities.

”The hub makes it possible for us to share

and easily access all market and customer

research from one, well organized place set up as part of our intranet.”

Inquentia CaseBook

European Market Intelligence Hub



Need: •  Process and implementation of annual Group Market Review. •  Input to coming Group Market Review: macro economic indicators

globally (3 year forecast) and market development in 20 different industries globally (3 year forecast).

Our Approach: •  Upfront meeting with CEO, CMO and project office. •  Internal interviews to frame scope and understand needs. •  Design of process for yearly Market Review, involving and

supporting regional teams around the globe in the market update exercise.

•  Identification and analysis of relevant secondary data. Building reports and documentation.

•  Set up of SharePoint solution and development of team training material.

•  Coaching and supporting core team.

Key Client Benefit: •  Ability to make informed decisions regarding business strategy and

investments based on well informed market development estimates on a global and regional basis.


”This helped us taking more fact based business

decisions.”

Inquentia CaseBook

Group Market Review

Chief Executive Officer

Inquentia CaseBook Customer Safari

Need: •  Strategy team of nine people wanting and needing a common ground, and a

better understanding of current non-users (i.e. potential customers) as part of a category strategy project.

Our Approach: •  Overviewing and understanding team needs, problems and goals. •  Recommendation of Customer Safari with potential customers in four steps: –  Team preparation workshop, –  Two days customer safari with documentation of observations and interviews, –  Follow up workshop, –  Final report.

•  Fourteen cities around Europe selected for best possible spread. Desk research provided a list of 100 relevant customers per city.

•  Observation and interview guides prepared and then gathered by us on SharePoint. In total 60 customer observations and 60 customer interviews done.

•  Final report summarized by us and shared with strategy steering committee. Key Client Benefit: •  Team gaining critical first hand information, clarity and understanding of the

everyday problems and needs of relevant potential customer segments. Information that was absolutely critical for the strategy project.


”We have learned more from this

Safari than from all market research we

have ever conducted.”


Need: •  Executive Board questioning total market potential of growth category.

Limited market data available. •  Better estimation of total market value and most attractive target

segments in key European growth markets needed for strategy development.

Our Approach: •  Meeting with BA Head to discuss and shape approach. •  Alignment of approach with heads of local organizations. •  Preparation of top down and bottom up estimation for each market, to

get the best possible estimations, while strongly involving the local teams on the journey and creating local ownership and involvement.

•  Local workshops with local teams to identify segment attractiveness and potential.

•  Documentation of workshop results. Key Client Benefit: •  Identification of the most attractive target segments in key European

growth markets as input to board meeting and strategy development. •  Local teams feeling ownership and involvement.

”This was a great way of involving

the team and making sure they feel ownership.”

Inquentia CaseBook

Full Potential Workshop


Head of Business Area

Inquentia CaseBook

Segmentation Workshop

Need: •  Developing hypothesis on target segments for two Business Areas

with a major client. Our Approach: •  Meeting with BA Heads to discuss and plan approach. Decision to

go for desk research at this point, due to time and cost. •  Desk research used for analysis of relevant industry data for

market sizing and a top down segmentation proposal as input to a team workshop.

•  Planning and facilitation of two workshops to identify matches with business model and current offering together with client team.

•  Preparation of report as input to Board presentation.

Key Client Benefit: •  Data driven market sizing per segment. •  Development of target segment hypothesis: i.e. the segments with

best fit, attractiveness and relevance vs offering, business model and market reach.

”A really good approach to segment the market without months of market

research.”


Head of Business Area

Inquentia CaseBook

Customer Journey Mapping

Need: •  Understanding the customer perspective, customer journey and key

interaction points as part of a key strategy and change project.

Our Approach: •  Pre study with four days of co-riding with sales representatives in two

countries. •  12 in depth interviews with customers in three countries. •  16 in depth front line employee interviews in three countries. •  Two days of co-listening to customer calls in customer service. •  Planning, organization and facilitation of full day Customer Journey

workshop with frontline employees from across organization. •  Analyzing outcome of interviews and documenting workshop. •  Presenting results to project team, for next steps. Key Client Benefit: •  Creating understanding of the customer perspective, the customer

journey and key interaction points relevant to prioritized strategy and change project.

”The Customer Journey Mapping

helped us identify key interaction points and

understand our customers’

experiences, across silos.”



Inquentia CaseBook

Mapping of Distribution Landscape

Need: •  Study of market potential, purchasing behaviour and distribution

landscape in new geographic market.

Our Approach: •  Desk research, including macro economics, industry statistics, trade

associations and more. •  20 in depth interviews with end-users on site, incl photo

documentation. •  Analysis and summary of results. •  Presentation together with local representative online to bring

results alive. Key Client Benefit: •  Fast confirmation of market potential. •  Creating understanding of distribution landscape and local

purchasing behaviour, as well as key players in the market.

”The distribution landscape study

provided us with a quick understanding of

the market structure and potential of the

country we were interested in.”


Head Business Development

Need: •  Create understanding of customer needs and feed back in a Group

strategy project for increased customer orientation.

Our Approach: •  Part of the core strategy team, representing the customer

perspective: –  Pre study with frontline employees and customers in three key

markets across Europe to frame scope and needs, and develop testable hypothesis.

–  Internal Customer Journey workshop and documentation. –  International survey to test developed hypothesis and evaluate

customer satisfaction. Cooperation with leading international academic expert on Customer Satisfaction for analysis, conclusions and recommendations.

–  Development of supporting Customer Feed Back strategy.

Key Client Benefit: •  Clear understanding of relevant customer needs. •  Results used as framework for the continued strategy development

activities.

Inquentia CaseBook Strategy for Customer Orientation


”Putting on a new pair of glasses, and seeing our processes from the

outside-in – from a customer’s point of view - was really illuminating

and helped us take a few very important strategic decisions.”


Inquentia CaseBook

Business Strategy Facilitation

Need: •  Need of a project leader to manage and facilitate the yearly business

strategy update. Our Approach: •  Upfront meeting to discuss needs and set up with CEO and management

team. •  Set up and coordination of internal project team. •  Project planning with milestones and deadline. •  Facilitating and coordinating internal and external analysis. •  Facilitating work meetings. •  Introducing relevant frameworks and templates. •  Coordinating key stakeholders. •  Coordination and facilitation of final presentation. Key Client Benefit: •  Management team working effectively with focus on the context and

content of the strategy, rather than having to focus on the planning and facilitation of the strategy process.


”It helped me participate in the

discussions and think about the core

challenges rather than focus on

leading the meetings and the process.”


Inquentia CaseBook

Category Strategy Facilitation

Need: •  Group decision to establish and review three year category

plans, aiming at increased innovativeness and competitiveness, and part of the new, yearly management calendar.

Our Approach: •  Upfront meeting with CEO and CMO to understand needs and

challenges. •  Creation of relevant PPT template for common approach

across Group. •  One-to-one coaching (online) with key stakeholders during the

strategy development process. •  Planning and facilitation of Group Product Council with key

stakeholders from Group Management and Group Marketing. Key Client Benefit: •  Increasing the quality of the category plans, while ensuring

support for key stakeholders and reaching a tight deadline.

”The templates and process challenged

my thinking and really helped me get new

and important insights for the development

of the category.”


Category Manager

Inquentia CaseBook

Build up and implementation of Marketing Academy Need: •  Group marketing organization lacking common language,

framework and tools. •  Group decision to establish a Marketing Academy.

Our Approach: •  Development of customized, modular training approach in three

steps, fit to company needs. •  Design, preparation and delivery of the first and third module

with focus on Trends, Market Intelligence, Customer Insight and Value Proposition Design.

Key Client Benefit: •  Customized solution fit to company needs. •  Increasing marketing competence across the organization –

creating a common language, framework and toolbox.



”We now have a common language where we earlier

struggled to understand each other. The topics have been highly relevant and the deliveries both well

structured and inspirational. A good mix of theory and

practice!”

Need: •  Process and tools for preparation of annual Group Product

Council. •  Creating transparency and prioritization in regards to

category and NPD plans. Our Approach: •  Upfront meeting with CEO, CMO and controlling. •  Design of process, tools and templates regarding Category

Plans as well as NPD planning, mapping and visualization in cooperation with team.

•  Coaching Category Managers in development of their individual category plans.

•  Visualizing and packaging the end result. Key Client Benefit: •  Transparency and overview of key KPI’s per category and

innovation helping the team making informed decisions regarding resources and investments vs. potential and customer needs – i.e. where to place their bets.


”The tools and process created

important transparency across our categories and product portfolio”

Inquentia CaseBook

Group Product Council


Inquentia CaseBook

Supporting Change Management

Need: •  Creating local understanding of the customer perspective, the

customer journey and key interaction points for a major change project – in three key languages.

Our Approach: •  Customer and front line employee interviews. •  Customer Journey Workshop. •  Workshop documented by live sketcher. •  Production of animation and film, translated into three languages.

Key Client Benefit: •  Films used in meetings with managers and teams, to convey the same

message and understanding of customer needs throughout the organization.

•  Supporting understanding, buy in and actual change.

”The films helped us deliver the same

message across the whole

organization.”

Project leader

Need: •  Global management convention with 110 global senior management

participants, where business strategy were to be presented by new CEO. Need for inspirational and thoughtful speech on insight, strategy, implementation and change to spark the journey.

Our Approach: •  Sharing examples of earlier speeches with client’s project team. •  Video meeting with project team and CEO to discuss approach, participant

profiles and key challenges. •  Preparation of customized presentation based on brief. Alignment half way. •  Participation in the Management Convention, starting the evening before the

Keynote Speech, to get a better feeling of the participants and their current challenges.

•  Presentation filmed and documented at the convention, to be spread around the organization globally.

Key Client Benefit: •  Customized presentation developed to deliver the right message with the

right timing to the participants in the management convention. •  Possibility to share the film and presentation internally after the convention.

”You really managed to capture their attention.”

Inquentia CaseBook

Keynote Speech at Global Management Convention



”You are the best consultants

ever ☺ ”

”I’m looking forward to continue

working with you.”

“You are so engaged.”

”You have helped us take the next steps

and work more professionally.”

”You are always well structured and

well prepared.”

”You have a very professional approach.”

”You have lots of energy

and positive attitude.”

”You are guiding us very well.”


Inquentia CaseBook

Yet some wonderful words from our clients, almost making us blush… ”The best!

Very concrete and relevant.”

”Your approach is inspiring and eye opening.”

How can we help power

your future?

Contact us at [email protected], or learn more about us at www.inquentia.com


Date post:	11-Apr-2017
Category:	Business
Upload:	elisabet-lagerstedt
View:	456 times
Download:	0 times