安达信咨询方法与工具资料库MANFCTR.DOC免费

REVENUE ENHANCEMENT SERVICES CREDENTIAL SERVICE OFFERING: Integrated Customer Management CLIENT: Advanced Interconnections, Inc. AA OFFICE: Boston INDUSTRY: Manufacturing - Electronic Components ENGAGEMENT PARTNER: William Costello REVENUES: $11 million OFFICE: Boston PHONE: 617-330-4878 ENGAGEMENT MANAGER: Michael Umana OFFICE: Boston PHONE: 617-330-4239 ENGAGEMENT DESCRIPTION: Currently, the top three accounts generate 65% of the company’s revenues. Revenues declined 10% from 1994-1995, and the company would like to turn that around in the years ahead. Work to date has consisted of three phases with the ultimate goal to develop a strategic course of action to grow the business and diversify its customer base. PROJECT APPROACH/WORKSTEPS: The engagement team used a customer satisfaction survey, followed by a detailed market assessment of: Industry Competition Distribution Channel End-use Markets Geographical Regions of the World After the work, the team began to develop a strategy through strategic workshops, visioning exercises, and the preliminary co-development of action and tactical plans based on the management’s goals and vision to differentiate the company from its competitors in the year 2001. RECOMMENDATIONS: AA has suggested that the company would be better served by a highly incented direct sales force that would help the company gain an end-use market focus. Since it may not be feasible for the company to immediately move from manufacturer’s reps to inside sales, AA has recommended that the company explore the option of a mix of manufacturer’s reps and a direct sales force. AA has recommended that the company focus on aligning itself with a few larger, national distributors (current distributors tend to be small and regionally focused). This would increase the company’s exposure to more prospective customers, including the larger OEMs typically serviced by these distributors. The company is acting on AA’s advice that it recruit top-notch senior man