Client

Startup Internet service

Challenge

  • Refine the business vision
  • Identify and profile target customer groups
  • Develop a compelling value proposition

Brookeside Approach

  • Focus group discussions and online survey of prospective customers
  • Client / Brookeside working sessions to assess findings, draw conclusions and develop implementation plans

Results

  • Business grew to 1 million+ members
  • Client was purchased by Fortune 1000 media company

“Brookeside’s process and facilitation allowed us to learn the kind of detail that just doesn’t normally emerge from traditional market research.”

          -Director of Business Development

Client

Fortune 100 IT company

Challenge

  • Reduce $700 million cost base by 50% on a per-work unit basis over 5 years
  • No employee layoffs, no impact on revenue or customer satisfaction

Brookeside Approach

  • Dedicated Brookeside team
  • Process re-engineering, WorkOut, vendor negotiations, Cost CharretteSM, organizational restructuring

Results

  • Reduced actual costs by $32 million in Year 1, $70 million in Year 2
  • On target to achieve full 50% reduction over 5 years
  • Revenue increased 25%

“The project was a success, and Brookeside has been instrumental in this success.”

          -Chief Financial Officer

Client

$50 million IT services company

Challenge

  • Perceived by clients as a commodity service provider – looking to move up the value chain
  • Needed to develop and demonstrate client savvy and become a Trusted Advisor

Brookeside Approach

  • Facilitated Key Account Planning workshops with key client relationship teams
  • Emphasis on improving the Savvy dimension

Results

  • Account plans developed, approved and implemented for all Key Accounts
  • Additional $17.6 million in revenue

“Thanks for sharing your wealth of knowledge. The information was very interesting, and I’m sure it will prove beneficial when prospecting and maintaining relationships in the future. You guys were great, exciting and very enjoyable.”

          -Workshop participant