Market strategy

Issue: A large telecommunications company focused on sales volume and revenue at the expense of profitability. While this approach optimized revenue it destroyed shareholder value.

Resolution: Our analysis of the company's customer portfolio revealed that a significant part of the customer base destroyed value and required immediate intervention while another part of the customer base was very attractive but under-invested by the client. New marketing strategies were implemented that delivered over $150 million in improved revenues and margins within the first year of implementation.