The confidential nature of our work makes it inappropriate to name clients, but here are some examples of work we have done.
Client: European Multiple Retailer
Having sold part of their business they were anticipating difficult negotiations with the suppliers as a result of the reduction in scale. The skills of the buying team were very variable and a general “upskilling” was required:
Client: Listed Multiple Retailer and Distributor.
The client purchased a complementary distributor with a view to achieving synergy benefits. Both organisations had highly experienced buyers but they had no experience of improving profit from mergers. Most of the team had been with the company for some years. As a consequence, they had little or no understanding of best practise in the market. Additionally, the suppliers were mainly branded manufacturers with high-power in their markets.
Client: Specialist Financial Consultancy
The client was a consultancy business selling to the financial industry. Their clients were often trying to commoditise their relationship. They were often being forced to negotiate with procurement departments who were much more demanding than their contacts had historically been.