Transcript Slide 1

An Introduction to nxtMOVE
2010
We provide fact-based advice to clients
nxtMOVE delivers evidence-based, strategic advice
focused on customers, markets, competitors and channels.
We enable our clients to identify and capitalize on market
opportunities and stay ahead of the competitive curve.
2
We present market informed decisions
• Surveys (web &
telephone)
• Online diaries
• Focus Groups
•
•
•
•
•
3
•
•
•
•
nxtMOVE
ANALYSIS &
SOLUTION
POS Data
Market Research
Previous Analysis
Internal Expertise
Brainstorming
•
•
•
•
•
Demographic
Macro-economic
Press releases
Articles
Product literature
Trade Groups
Academics
Niche Consultants
Regulatory bodies
•
•
•
•
Suppliers
Competitors
Distributors
Retailers
Based on our capabilities, we provide a
range of strategic, advisory services to
clients
Strategic
Market Analysis
Competitive
Intelligence &
Benchmarking
New Proposition
Development
Strategic
Acquisition
Services
nxtMOVE: Building Blocks for Strategy Development
4
Strategic Market Analysis
nxtMOVE provides a clear and comprehensive assessment of how
markets are structured, the main drivers and pressures which influence
them, what is likely to happen in the future, the opportunities for your
company and how best to exploit them:
Strategic
Market
Analysis
Growth of Client X against the Market Growth
between 2004-06
40.0%
Client X Growth Rate
-
35.0%
30.0%
25.0%
20.0%
15.0%
10.0%
5.0%
0.0%
-5.0%
0.0%
5.0%
10.0%
15.0%
20.0%
25.0%
30.0%
35.0%
Market Growth Rate (Average) 2004-06
5
40.0%
• market opportunity assessment
• market entry feasibility analysis
• assessment of market trends and key drivers
• market modelling and pragmatic market
forecasting
• scenario planning and commercial risk
assessment
• market portfolio analysis
How We Build Strategic Recommendations
Internal Diagnostic
External Analysis
Growth Opportunities
“Where are we now?”
• Differentiators
• Strengths & Challenges
• Long-term Goals
• Customer Perceptions
• Market Dynamics
• Competitive Landscape
• New Customers
• New Services
• Positioning for long-term
goals
Gap
Analysis
Opportunity
Analysis
Strategic Decision
Planning the Implementation
Strategic Action
6
Competitive Intelligence & Benchmarking
Competitive
Intelligence &
Benchmarking
nxtMOVE evaluates competitors’ strengths and weaknesses,
building a comprehensive view of their priorities and capabilities
and helps you to develop effective counter measures
• best practice development
Collection
Data
Data
• benchmarking and evaluation
• performance measurement
Synthesis
Information
• development of sales tactics
• hot topic monitoring
• trend analysis and forecasting
Application
Intelligence
• ‘how to sell against’ tools
Impact on strategic
decision-making process
7
New Proposition Development
New
Proposition
Development
nxtMOVE provides a comprehensive repertoire of new proposition
development services, from idea generation and testing through
market forecasting and full commercial business case development:
• idea generation
• detailed market assessment and
research
• external and internal concept testing
• product testing and improvement
• competitor response forecasting
• idea screening and evaluation
• business case development and
planning
• distribution channel development
8
Familiarization
Commercial viability
Finalize
assessment
business case
Develop media and
Build and develop
(demand / competition/
pricing / margins)
ideas, test
Business model
qualitatively
development
Screen and shortlist
Develop / refine
Blue sky idea
generation
Quantitative
evaluation
propositions
Test markets
marketing plan
Roll-out planning
Purchase physical
Implementation
resource
support
Finalize partnership /
contracts
Strategic Acquisition Services
Strategic
Acquisition
Services
nxtMOVE provides support in the key areas of the acquisition decision
making timeline. From market identification and testing, through to
customer due diligence and portfolio company strategic support.
Identify and
evaluate
potentially
attractive
markets
Validate
target cash
flows for the
right valuation
9
Market
Analysis
Customer
Due
Diligence
Acquisition
Search
Portfolio
Company
Support
Find
companies
to acquire
Support the
strategic
initiatives of
portfolio
companies
Strategic Acquisition Services: Buy-Side Search
Internal Diagnostic
External Analysis
Growth Opportunities
“Where are we now?”
• Differentiators
• Strengths & Challenges
• Long-term Goals
• Customer Perceptions
• Market Dynamics
• Competitive Landscape
• New Customers
• New Services
• Positioning for long-term
goals
Gap
Analysis
Opportunity
Analysis
Criteria Development for an Acquisition
Refined Market Analysis
Search – Target Identification
Introduction to Client
10
Value Proposition of Strategic Analysis
 Strategic initiatives in any market segment are best served by
replacing “intuition” with initiative-driven strategic analysis.
 The method for conducting strategic analysis should be
repeatable, regardless of the strategic initiative.
 Strategic analysis is most valuable when it is structured and
methodical.
 Engagement configuration should always take into consideration
the proper insight from competitors, customers, and other market
sources.
 Independence of the engagement analysis is critical.
11
Typical Client Questions & Challenges
•
•
•
•
•
•
•
•
•
•
12
What are the competitive dynamics of our market in terms of growth, market
size, industry trends, etc?
How might we be perceived in the marketplace from both a competitive and
customer perspective?
How do we benchmark the operations of the “best in class”?
What should our organization look like in regard to key success factors, market
position, messaging, etc?
Who are our customers?
How do we position our products within the marketplace?
What is happening with our potential future customer base?
What is the market opportunity at present and in the future?
What new markets are emerging that we might be able to access?
What gaps exist in our current product offerings, geographic presence, etc.?
Our Process – Insight Development
•
13
Initiate contact with target organizations
– Knowledgeable sources: competitors, customers, partners,
distributors, government officials and agencies, industry /
financial analysts, etc.
– Protect client anonymity / confidentiality
– Disclose our identity
– Respect confidentiality
– No financial / material enticement or coercion
– Discussion rather than survey
– Multiple contacts typically made within each organization
nxtMOVE is a boutique strategy consulting firm based in
Reston, VA
Firm Background
•
•
•
•
•
•
14
Founded in 1982
Unbiased third party advice and insight
Global capabilities: language and
proven track record in multiple
industries in the global arena
Understanding of U.S. and global
markets and industries
Interactive, flexible process
Industry expertise and practice areas
Client Base
•
•
•
Diverse client base ranging from global
industry leaders to private equity groups
We typically support executive decisionmakers in strategy, marketing and
development / innovation
Strong focus in:
– Financial Services
– Consumer Products
– Industrial / Manufacturing
– Health Sciences (Pharma, Biotech
and Medical Devices)
– Private Equity
– Other Industries
Industry Focus
nxtMOVE has developed industry practices to better serve the
needs of our clients
Industrial/
Manufacturing
Financial
Services

Credit Card
Companies

Heavy Equipment
Manufacturers

Insurance
Companies

Building Products
Companies

Investment Banks


Private Equity
Groups

15
Financial
Information
Providers


Consumer
Products

Paper Products

Gift Companies

Confectionary
Companies
Automation &
Control Companies

Homeware
Companies
Chemical
Companies

Tool companies
Aerospace and
Automotive
Companies
Health
Sciences
Telecoms &
Technology

Computer
Companies

Wireless Carriers

Information
Systems
Providers

Medical Products

Pharmaceutical
Companies

Medical Insurance
Companies