Technology client successes

Market entry strategy for a wireless home networking product

• Detailed key dynamics in the home networking market
• Charted a hybrid internal development / acquisition path to generate the most attractive return on investment
• Projected market share impacts of new product launch and identified key product features which would drive increased market share
• Created a sophisticated pricing model that evaluated the financial impact of potential pricing plans and structures
  • Evaluated the financial returns of each pricing plan for all 722 metropolitan and rural statistical areas in the U.S.Used analytic and research results to design a comprehensive set of targeted marketing plans and to structure an in-market testing program
  • Utilized logistic regression analysis in order to quantify the trade-offs between price and volume and to determine how these trade-offs differ between customer groups

Solution selling tools for leading global software company

• Executed multiple engagements that involved quantification of the business value of client’s software applications. Developed solution-selling tools for client that accelerated market adoption and enhanced sales.
• Engagements involved interaction with C-level executives of client’s customers (including Fortune 1000 clients), and entailed business case mapping of the direct relationship between technology and business process improvements.
• Quantified business value of client’s technology by determining return on investment achieved by customers adopting client’s products. Business value analyses were based on quantifiable and supportable measurements, and a clear understanding of industry value drivers.
• Business applications and IT investments that were evaluated included: Customer Relationship Management (CRM); Supply Chain Management Software (SCM); Budgeting and Financial Forecasting Software; Manufacturing; Professional Services Automation (PSA); and Business Applications based on the Office 11 suite of products.
• Developed framework for Return on Investment (ROI) models for these applications (NPV, IRR, discounted payback, cash flow projections, risk adjustments, and sensitivity analyses) and provided default metrics for costs and benefit realization.
• ROI models were developed based on in-depth research and discussions with product and subject matter experts; models were validated with real-time data gathered during customer site-visits.

Financial Services client successes

Business Transformation and Strategy Articulation

• Assisted leading Fortune 500 personal lines insurer in the transition to a financial services company. The project also had a critical cost reduction/profitability component that identified an annual savings in excess of $1 billion and provided a road map for the business transformation over a three to five year period.
• Responsible for assessment of claims/legal functions and inter-related risk management portfolio.
• Interviewed C-Suite executives for current state assessment.
• Assisted in the development of a strategy articulation map, operating model, organization structure, transition plan, and governance model that was aligned with the enterprise strategy.
• Performed aggressive diagnostic review across key functional areas to identify opportunities for cost savings. Identified hypotheses for business process improvements and operational efficiencies.
• Conducted data gathering and fact-finding, followed by rigorous data analysis to validate hypotheses and develop opportunities for cost savings.
• Developed consensus among key client stakeholders for phasing in implementation of cost reduction and transformation strategies.

Internal Controls Enhancement

• Planned and implemented a workflow application to enhance internal controls at a Fortune 500 financial services company. The application standardized business processes for all change initiatives that impact the financial statements. Provided consulting support, guidance and leadership for all aspects of project:
  • Developed long-term vision for the application; evaluated implications of related enterprise applications and corporate initiatives.
  • Identified and recommended improvements to application process flow and functionality.
  • Identified and delivered reporting tools for users and senior management; evaluated and executed improvements to enhance data quality and data integrity.
  • Developed a data architecture model for the application.
  • Evaluated and addressed impacts of change in enterprise strategy on the application process flow and functionality.
  • Led relationship/consensus building initiatives among key Stakeholder groups.
  • Provided oversight and guidance for developing training material and led stakeholder training sessions.
  • Interfaced with the technical development team for all aspects of development, testing, roll out and support.

Energy & Utility client successes

Developed business projects up to $200 million

• Required feasibility study, deal structuring, financing agreements and negotiations with strategic partners or client firms
• Analyzed legal, regulatory, risk mitigation, tax issues
• Employed World Bank Guarantee mechanism to mitigate country/political risk and applied new financial innovations
• Identified best practice examples for power projects in South East Asia
• Tracked past deals and pricing to get better market outlook

Telecommunications client successes

Entry of a major US Internet service provider in VOIP market

• Built a business model to determine the feasibility of entry
• Identified potential merger/acquisition targets
• Determined headcount needs and budgetary requirements for entry
• Created detailed cost models for Voice over IP (VoIP) technology alternatives
• Developed recommendations for network deployment and timing, offer structures, and key product/technology features based on underlying economics and competitive landscapes

New entrant/startup in FCC spectrum auction

• Analyzed customer demand, identified key customer segments and their relative profitability
• Modeled pricing alternatives to maximize return for recently auctioned spectrum

Life Sciences client successes

A start-up company serving the life sciences community, and built on database technology used in the Human Genome Project

• Developed a product launch strategy for the company's flagship offering
• Created an online marketing plan to increase sales of subscription database products by $1M
• Redesigned the customer acquistion process, resulting in a 30% increase in qualified leads
• Established online sponsorships with medical manufacturers that generated revenue of $1.2M
• Developed and implemented a $3M multi-channel marketing campaign
• Co-developed and launched an online community of medical practioners internationally

Government client successes

Implementation of PeopleSoft to government organization of 1.3 million users

• Conducted stakeholder analysis
• Developed change management strategy
• Developed strategic communications and outreach plan
• Designed and facilitated change management workshops with key stakeholders