Business Cases
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360° Strategic Transformation
Context
A PE-owned distribution company in a highly competitive market needed support to define a strategic plan, identify performance levers, and assist the ExComm in implementing PMO and key initiatives.
Scope & Deliverables
- Strategic Roadmap & Value Levers: Developed a comprehensive strategic roadmap and identified associated value levers.
- Transformation Office Setup: Established a Transformation Office with PMO, a dedicated team, project management tools, and regular operational rituals.
- Consulting Task-Force: Focused on critical areas including pricing strategy and price definition, sales force organization, financial performance and restructuring, as well as data governance and strategy.
Team
Constellations Partner
Led the project.
Sales Consultant
Former scale-up Sales Officer and Roland Berger consultant.
Data Consultant
Former scale-up Chief Data Officer.
Finance Consultant
Former scale-up CFO and EY consultant.
Constellations Impact
- Structured Transformation Roadmap: Successfully structured and initiated the transformation roadmap.
- Stakeholder Engagement: Fully involved and upskilled key client stakeholders in cross-functional project management.
- Implementation: Implemented a new pricing strategy, sales force organization, and financial structure.
BU & back-office reorganization
Context
A leading print and online media group engaged Constellations to reorganize its Business Units (BUs) and associated back-office functions.
Scope & Deliverables
- Use-Case & Process Mapping: Identified key processes and use-cases, creating detailed mappings to focus on critical areas.
- Time Measurement & FTE Sizing: Developed a comprehensive FTE model for each use-case across BUs and actions, providing precise resource allocation.
- Target State Model Definition: Established best practices, optimized ways of working, and outlined key organizational changes for a more efficient structure.
Team
Constellations Partner
Led the project and ensured alignment with client goals.
Consultant
A seasoned expert with 6 years of experience, formerly with Bain & Company.
Back-Office Junior Staff
Provided essential support in data gathering and analysis.
Constellations Impact
- Process Clarification & Resource Allocation: Clarified main processes and associated FTE resources, offering crucial input for restructuring, pricing, business intelligence, and the SI roadmap.
- New Organizational Design: Defined a more efficient, client-centric organizational structure that aligns with strategic objectives.
- Stakeholder Engagement: Fostered strong collaboration with BU leaders and ensured back-office teams were fully onboarded and aligned with the new organizational changes.
Customer Acquisition Acceleration
Context
A global sport retailer engaged Constellations to define and deploy their 24-26 strategic initiatives, which will contribute to growing sales by +6.5%.
Scope & Deliverables
- Planning & Target setting: Supported countries in planning customer acquisition campaigns on the right conquest sports and defining the right budget and channel mix.
- Running & Measuring: Supported countries design, set-up, execute and measure their customer acquisition campaigns.
- Reshaping of the model : Enabled better marketing capabilities and tools to support customer acquisition.
Team
Constellations Partner
Led the project and ensured alignment with client goals. Supported framing the project and ensured cross-fonctionnal alignement across the company.
Data & Digital Consultants
A global PMO that ensured structuring and assisted in project implementation; a consultant who followed countries by supporting and upskilling local teams; a consultant who communicated a C-level project update.
Constellations Impact
- Over-delivered by 10% new customers' target.
- Incremental omni-turnover: Increase omnichannel revenues by 30%.
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eCommerce Acceleration
Context
A global sport retailer engaged Constellations to define and deploy a strategic diversification of its business by reshaping and reinforcing its digital commerce business.
Scope & Deliverables
- Program Steering: Supported countries to identify key areas and monitored the following of global objectives.
- Measuring & Tracking: Adjusted and fluidified preventing measurement.
- Data-Driven Marketing Paid Optimization: Supported team to define marketing budget and campaign structure.
Team
Constellations Partner
Led the project and ensured alignment with client goals. Supported framing the project and ensured cross-functional alignment across the company.
Data & Digital Consultant
Monitored countries by supporting and up skilling local teams, in line with global objectives.
Constellations Impact
- Massive Value Delivery: Annual growth and value targets reached for the program and across 80% of the streams.
- First step in Operating Model transformation: Agile and standardized ways of working implemented across the organization with smoother collaboration between central & local teams.
Pricing strategy & execution for a B2B retailer
Context
A leading tire distribution company is facing fiercer competition and wishes to level-up its pricing model by integrating peer pricing & prices sensitivity.
Scope & Deliverables
- Pricing strategy & discount grids structure: positioning, cascading between channels, and grids & sensitivity inputs.
- Pricing definition: client segmentation, target recommanded prices, discount grids, corridors.
- Pricing execution: price definition tool for salesreps, value-defense training, price discipline KPIs.
Team
Constellations Partner
Led the project and ensured alignment with client objectives.
Consultant
An experienced expert with 4 years at Bain & Company.
Data Scientist
Responsible for client segmentation & advanced sensitivity analysis.
Product Engineer
Developed the pricing tool.
Constellations Impact
- Achieved +1 to 1.5 EBIT points with the new pricing model while preserving competitiveness.
- Enhanced pricing maturity and secured processes with a dedicated tool.
- Sales reps trained to defend the new pricing & associated value; Pricing organization fully onboarded.
Establishing a Digital Factory & Accelerating eCommerce Growth
Context
Leading distributor ($ 5bn sales) lagging behind on eCommerce launched a 2 years extended project to accelerate digital sales.
Scope & Deliverables
- Project Framing: definition of target business omnichannel strategy, identification of main value drivers, prioritization of digital services.
- Organization & Governance: Designing the project’s architecture and managing PMO with over 50 consultants and 25+ client FTEs.
- Business lead in charge of communication with ExComm and of change management streams.
Team
Constellations
In charge of strategic design phase, of project management, transformation office design & run, & main contact to ExComm. Partnership with a tier 1 Digital transformation worldwide leading consultancy.
Constellations Impact
- Project success and target reached (+10pts of online sales).
- Autonomous client Digital Factory and digital organization with efficient ways of working.
- Project success resulted in a project extension to other brands & geographies.
Vendor Due Diligence for a Leading B2B Services Company
Context
Preparation of a roadshow document to outline the company's core assets, detailed market positioning, strategic goals & investment strategy.
Scope & Deliverables
- Presenting company core assets: including its historical development, primary target markets, people, skills & untangible assets.
- Analyzing competitive dynamics: competitive landscape, including key competitors, market share, competitive positioning, and offers differentiators.
- Assessing market dynamics: broader market trends, growth drivers, customer behavior, and potential disruptors that could impact the business.
- Clarifying group investment strategy: investments rationales, financial deal structure, roadmap.
Team
Constellations consultant
A senior consultant with 4 years of experience, formerly with Bain & Company, specialized on due diligence.
Constellations Impact
- Vendor Due Diligence (VDD) completed on time, despite a highly pressurized timeline and limited internal resources.
- Successfully shared & presented to international banks to fund projects and pursue strategic targets.
Value creation plan PMO for a cruise line operator
Context
Two years after its inception, a cruise line has launched a value creation plan comprising ~100 initiatives across all key functions. This plan aims to increase revenues, strengthen the product value proposition, and improve productivity.
Scope & Deliverables
- Structuring: Finalize the value creation plan structure with the client's team to ensure efficient execution and buy-in.
- Monitoring: Ensure value plan success by maintaining momentum, anticipating risks, and aligning the organization.
- Supporting: Facilitate smoother operations and assist the team in overcoming challenges (e.g., benchmarking, pricing analysis, incentive plan).
- Communicating: Prepare shareholder communications.
Team
Constellations Partner
Led the project and ensured alignment with client goals.
Back-Office Junior Staff
Provided essential support in data gathering and analysis.
Constellations Impact
- Value creation plan completed on schedule with substantial results.
- Successfully shared & presented to board members on a monthly basis.
Strategic Planning for a Leading B2B Services Company Under LBO
Context
After a LBO backed by 3 midcap private equity funds, the management team needed to design a comprehensive strategic roadmap, targeting key value drivers and enablers for the next 36 months.
Scope & Deliverables
- Synthesizing strategic priorities: Defining "where to play" and "how to win" in key markets.
- Identifying and prioritizing value drivers and enablers.
- In-depth analysis of main growth initiatives and enablers: Product offering, go-to-market strategies, international expansion, IT roadmap, and governance.
- Setting key milestones and roadmap: Establishing clear milestones for 12, 18, and 36 months.
Team
3 Constellations Partners
Managed the project, with each partner leading based on their specific industry expertise in a multi-activity client environment.
Back-Office Junior Staff
Provided essential support in data gathering and analysis.
Constellations Impact
- Strategic priorities clarified, with key gaps identified and addressed.
- Comprehensive strategic roadmap developed, prioritizing value drivers and critical enablers.
- Value creation plan validated, ensuring alignment with business plans and incorporating risk mitigation strategies.
- Stakeholder alignment achieved – including ExCom and shareholders, ensuring unified strategic direction.
