OneGTM has recently worked with Client Engage, to run a two-stage process to support Engage’s business development strategy. Engage is a leading consultancy specialising in providing independent, trusted expert advice to energy and utilities clients in the UK and globally. The company wanted to pursue a number of emerging market opportunities, including smart grid programmes and new market entrants. However, the company recognised that adding to its in-house expertise and resources would assist it in building a set of compelling propositions and go-to-market plans to address these new opportunities more quickly.
The first phase involved working with the management team to define a strategic marketing framework for the business, which would provide clarity and confirm consensus about Engage’s core brand values, value proposition and desired competitive positioning.
The second phase focused on developing a set of propositions and go-to-market plans to address each of Engage’s priority opportunities. As a by-product of this process we also provided Engage with a methodology and template for developing further go-to-market plans in future.
The project successfully provided Engage with clarity around which target segments to focus on, what its offering to those segments should be and how it could clearly articulate its value to prospective customers. The go-to-market plan also helped the company identify which activities to invest in to build awareness and generate opportunities, and provided a framework for managing the implementation.
