Injecting innovation into a predictable market.

An early entrant in a maturing outsourcing market realized it was falling behind its competition. It needed to create a compelling reason why outsourcing customers would want to buy its services over more than four dozen competitors.

Challenges: 

• Undifferentiated offering
• No unique value proposition to hook buyers
• Competition grabbing share of voice in market  

Scanlon.Louis Approach:

We started by taking a very deep dive into the customer's market, interviewing more than a dozen customers, prospects and non-customers. After leading a day-long leadership team session, Scanlon.Louis developed a customer-centric go-to-market plan that established a distinctive position in the market. After introducing the plan to the business, we led several internal teams in the implementation of the program -- including multiple digital marketing programs -- before transitioning operations to customer teams. 

Impact:

• Cemented business as Top 3 player, according to several leading analysts
• Energized sales and account teams
• Created dynamic messaging program for the company to differentiate it in the market
• Created compelling conversations with the firm's customers and prospects that led to the development of significant new business opportunities