Energy

With unprecedented challenges stemming from environmental issues, supply and demand fluctuations, and geographically strained capacity, the energy industry is facing significant threats and opportunities. While these issues impact all facets of the business, the sales and marketing functions have been particularly challenged by:

• Pricing pressure driven by both supply and demand issues
• Aggressive nontraditional competitors for physical and financial products
• Changing brand positioning and power
• Consolidation of power producers and suppliers
• Sales and marketing transformation linked to buying-processes changes

In such a complex and swiftly changing market, customer focus is more important than ever. We have tackled these challenges head-on with many leading energy companies, helping them improve their sales and marketing effectiveness and productivity.

Our consulting engagements focus on creating a sustainable competitive advantage for our clients in a dynamic global marketplace, and cover a broad spectrum of sales and marketing capabilities.

We work closely with our clients to:

• Create growth strategies based on fact-driven customer insights, competitive understanding and market opportunity assessment
• Develop go-to-market models built upon needs-based customer segmentation, customer-to-channel alignment and value proposition definition
• Design and optimize sales structures, including channel strategy, sales force sizing, deployment and streamlining of sales processes
• Build operational capabilities through effective expertise and tools that guide hiring, training and coaching practices; align and integrate performance management and compensation programs; and provide decision support grounded in rigorous sales and marketing analytics

If you would like to learn more about our experience with the energy industry, we would be happy to discuss our insights regarding key challenges, critical success factors and proven approaches.