Case Studies

Strategy Cases

Private label strategy for a home building products company

Situation:

Specialty building products company wanted to leverage its existing product portfolio to develop and implement private label strategy

What We Did:

  • HPA deployed a team of 2, a former McKinsey Engagement Manager and executive at multiple residential services companies, and a former A.T. Kearney Senior Manager with extensive go-to-market strategy experience
  • Consultants identified and prioritized opportunities based on market conditions, revenue potential, customer receptivity, vendor density and margin capture
  • Modeled financial implications and outlined profit potential on short and long term basis

North American capabilities assessment for Fortune 500 consumer products company

Situation:

Global consumer products company sought to review the marketing function’s organizational structure on a worldwide basis, evaluate current capabilities, and identify best-in-class examples

What We Did:

  • HPA deployed a senior consumer and retail consultant with previous leadership roles in L.E.K.’s and Deloitte’s Retail & Consumer Products Practices
  • Conducted an audit to understand current capabilities, outlined capability gaps, identified which capabilities to build and where they should reside to improve overall efficiency and effectiveness within the marketing function
  • HPA professional was subsequently engaged to conduct a broader North American opportunity assessment across other strategic functions

Corporate rebranding strategy and development for a regional specialty retailer

Situation:

Regional specialty retailer looked to clarify and fortify its brand position and key messages to drive higher levels of brand awareness, customer loyalty and sales

What We Did:

  • HPA consultant with extensive specialty brand consulting experience combined with several years at Accenture and Booz, led a team of internal company personnel assigned to the project
  • Performed a brand audit, conducted interviews, research, and competitive analysis to design a brand strategy and platform effectively linked to and driven by corporate strategy

New market analysis for private equity-backed industrial equipment manufacturer

Situation:

Industrial equipment manufacturer wanted to evaluate the potential of new markets, but did not have the resources and capacity to conduct the analyses in-house

What We Did:

  • Deployed team of 3, each with consulting experience at McKinsey or Booz and subsequent operating experience in the industrial sector
  • Estimated growth potential and drivers, evaluated adjacent markets, and conducted competitive analyses. Identified and sized the strongest markets, ranking them according to various factors
  • Executed a 3 month deep dive analysis of one of the identified new markets and developed a comprehensive market entry strategy

Execution Cases

Post-merger integration for two leading media companies

Situation:

Industry leading broadcast content provider acquired competitor and needed experienced program manager to lead post-merger integration efforts

What We Did:

  • Deployed a senior operations professional with media & entertainment experience and expertise in leading post-merger integration initiatives
  • Developed the integration framework and led the implementation of all integration initiatives; within 60 days, had renegotiated key content contracts, cancelled extraneous/unprofitable programming, and consolidated discussions with advertisers on rates. Stepped in as interim CFO to ensure timely SEC reporting and upgrade the skills of the finance organization
  • Reached 80% of 1st year savings targets set by lending institutions in first 90 days and 100% within 6 months, exceeding both the lenders’ and the Board’s expectations

Business evaluation and process improvement for a leading consumer products company

Situation:

Leading consumer products company had grown rapidly but margins had decreased in recent years. Company wanted to determine cause and identify areas for process improvement and cost savings

What We Did:

  • HPA deployed a team led by a core group of 4 former McKinsey consultants with corporate strategy and cost reduction experience in the consumer products industry
  • Evaluated the company’s previous cost savings initiatives, identified opportunities for further collaboration within the organization, increased budget ownership and accountability, and enhanced use of analytics
  • Working in conjunction with an internal team of executives, identified a wide range of cost savings opportunities and developed metrics and tracking process to monitor progress and savings capture. Company realized significant savings at a level above initial forecast

Create a strategic IT plan for a multi-billion dollar healthcare services company

Situation:

Client’s aggressive growth had created the need for both a long-term strategic IT plan and a short-term action plan to address immediate security and data issues

What We Did:

  • HPA deployed a team of professionals with extensive consulting and operating experience across strategy and information technology, led by the former head of McKinsey’s Global IT practice
  • HPA team led a five month project that (a) determined future business-level information architecture, (b) provided an execution roadmap, including the IT roles and skill sets required, (c) filled security gaps and implemented changes to meet regulatory requirements, and (d) created an ongoing linkage between IT and corporate strategy
  • Team expanded from two professionals to five as initial assessment led to significant operational roles, including that of interim CIO

Cost reduction initiative for a consumer financial services firm

Situation:

Publicly-traded, consumer financial services company launched a large cost reduction initiative to maintain profitability in the face of a changing market environment

What We Did:

  • Deployed a former Partner in Booz’s Financial Services Practice with expertise in process improvement and operational efficiency
  • HPA professional reviewed bench data and interviewed management to develop a high-level opportunity list and associated savings ranges
  • Evaluated operations and identified opportunities to significantly reduce operating expenses. Client engaged HPA on Phase II to develop detailed implementation plans

“HighPoint’s consultant worked closely with our functional leads and global GM to develop the first three-year strategy plan for our recently acquired brand to address key growth issues including international expansion, distribution partnerships and product innovation. The HPA consultant quickly ramped up on our business and kept the strategy planning process moving along to help our management focus on the important issues. The finished strategy plan was very well received by our CEO and the corporate strategy team.”

-VP, Finance and Strategy, Fortune 100 luxury goods retailer

HighPoint Associates

(310) 616-0100

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