Medical Diagnostics
Client Challenge:
The medical diagnostics
business of a pharmaceutical company
acquired a rapidly growing start-up
with a disruptive technology. The
newly appointed president recognized
that he needed to align his
integrated management team quickly
around a single growth strategy.
CAP Consulting
Service:
We introduced a new approach to
planning that explored alternate
growth strategies, de-risked key
strategic assumptions and focused
the senior team on an agreed set of
fast-cycle action plans to test the
assumptions. We structured periodic
progress reviews of test plans
including adapting the senior
leadership conference into a forum
for proactive shared learning and
strategy evolution.
Discovery and Outcome: For five
years, the client has consistently
pursued this approach to planning.
Despite a series of operational and
macro economic disruptions, the
business has managed to sustain
double digit revenue and margin
growth.
...top
Medical Imaging
Client Challenge:
The medical imaging
group of a global photography
company was considering acquiring a
start-up that had a unique scanning
technology.
CAP Consulting
Service:
Partnering with the business
development team, we explored the
market and investment assumptions,
tested them and developed a set of
valuation models reflecting relative
risk. When presented to senior
management, the ensuing discussion
of risk tolerance led to a
full-blown examination of the
company’s growth strategy
facilitated by CAP Consulting.
Discovery and
Outcome:
The criteria for growth were revised
following the strategy review and
the company decided against moving
forward with the acquisition.
...top
Telecom Manufacturing
Client Challenge:
A
leading supplier of B2B
telecommunications equipment had
successfully migrated to
internet-based solutions and was now
considering its next strategic move.
CAP Consulting
Service:
With the senior team, we explored
alternative growth strategies
ranging from the safe to the big and
‘hairy’. We laid out the key
assumptions behind each strategy and
the management team concluded that
there was a potentially lethal
assumption underlying all strategic
options relating to customer needs.
We then partnered with the
development manager to design and
run the test program for this
assumption.
Discovery and
Outcome:
A new customer segmentation was
discovered, fresh customer needs
emerged and, ultimately, a new
marketing strategy was adopted
centered on distributor partners.
...top
