COMMERCIAL STRATEGIES

We focus on solving the key problems related to strategy, a typical client for us is having the following issues:

A lack of clear direction in the overall approach in a selected product category, customer segment, or geography
A lack of a clear development path towards increased profitability or sales
Lack of visibility for the financial effect / optimization point of different decisions

Key highlights of our projects

Product or portfolio strategies

Overall growth strategy for company or business unit

Pricing strategy and optimization

Strategy implementation: from robust plans to tangible impact

Product or portfolio strategies

We have a large amount of experience in solving strategic challenges related to growth and portfolio management. We have helped multiple clients through product and market analysis, formulation of growth hypotheses and then prioritizing and dissecting these into actionable growth opportunities that are validated by the organization. After our approach, the client sees an increase in alignment, reduced risk and has more confidence in the direction they have chosen.

Key highlights and competencies of a major success case:

Defined avenues based on fact-based market opportunities and unexplored opportunities in the product
Defined overall financial goals for sales and profitability based on a bottom-up approach
Validated each of the growth items with the full business unit management team
Created a holistic roadmap for the next five years that could be used as a basis for the development
Expanded the approach into all the products within the product line to create a portfolio strategy

Overall growth strategy for company or business unit

We are experienced in understanding growth and its requirements, as a highlight we have conducted growth strategy frameworks even in less than two months for both large stock listed companies and PE owned growth companies. Our approach combines the practical knowledge of the client and uses our structured approach to build better understanding of the markets and synthesize growth into concrete actions. What we are often thanked for is having a strong data based approach.

Key highlights and competences in high speed growth strategy:

Identification of market potential, customer segments and current position
Building understanding of current strengths and improvement of the product, based on key customer criteria and feedback
Creation of strategic targets based on business robustness in selected segments
Evaluation of potential inorganic target to speed up the growth and creation of high level hypotheses to be followed upon
Formulation of overall business case and action plan
Conducting all of the above within one months to six months depending on the validation level and customer understanding needed to build a feasible growth case

Pricing strategy and optimization

Skyrocketing topline is not always alone a key to increased profits but improving overall profitability requires a deep understanding of both pricing and costs. CIVITTA has experience in creating data-driven and value-based pricing strategies. We help you to get transparency in your pricing models and discounting structures as well as to improve your cost-to-serve for streamlined steering of business operations and to make the most profitable business decisions.

We identify the level of pricing capabilities of your company and propose the next value-adding pricing actions to improve the capabilities. As a final product, we always provide educated price decisions and pricing strategies for the predetermined years to come

Key highlights and competencies in business and pricing modeling practices:

With deep data-driven analysis, we enable understanding the pocket prices and identify customers and transactions that fall short in profitability in order to repair or discontinue the relationship
With the help of CIVITTA Customer Lifetime Value (CLV) analysis, we are able to increase the understanding of the profitability in transactions level incl. all relevant cost items, discounts, payment terms, incentives as well as price levels and structures
When capabilities in the transactions level are reached, then we will develop value-based pricing strategies to set prices according to the customer value and benefits
CIVITTA provides analysis to increase understanding of how customers perceive the company's product and its benefits versus the benefits of products offered by competitors
We also analyze market trends and drivers affecting price formulation and conduct in-depth analysis on demand movements and market price predictions both in the short and long term

Strategy implementation: from robust plans to tangible impact

We have driven change and impact across multiple industries among complex strategy implementation and transformation programs. Our contribution to strategy implementation always starts already in the strategy planning phase where we carefully analyze, plan and set targets to key initiatives in close collaboration with the client personnel.

Our clients often see natural continuity to engage us in strategy implementation roles both as a centralized PMO to track impact and milestone realization, identify and mitigate risks, as well as providing flexible problem-solving capacity to support the most challenging implementation initiatives.

CIVITTA’s comprehensive capability portfolio is seen as a great asset by our clients in strategy implementation: we can bring experienced seniors who foresee risks relating to key implementation initiatives, as well as hands-on and mobile implementation muscle to serve specialist needs among for example data analytics, new business specialists or digital developers.

Key highlights and competences of a major success case:

Thorough planning of strategy implementation initiatives to spot key risks early and set mutually agreed targets, KPIs, milestones and required resources
Engagement of Client staff who will take business ownership on making the initiatives happen; providing training to them if needed
Tying execution success of key initiatives to client staff’s incentives
Setting clear baseline and common language for metrics to follow true impact realization
Giving an active PMO mandate not to be only a reporting layer but rather enable both more robust achievement tracking and to provide better value to initiative owners by supporting them solve their main problems

Product or portfolio strategies

Overall growth strategy for company or business unit

Pricing strategy and optimization

Strategy implementation: from robust plans to tangible impact

Key highlights of our projects

Key contacts for this service line

Henri Passila
Tuomas Virtanen
Aurora Kekkonen

Other services

Innovation - Consulting services by CIVITTA

NEW BUSINESS AND FUNDING

Funding - Consulting services by CIVITTA

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Case studies

2021-12-08

Carbon capture in the Baltic States

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