Case Studies

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Long-Term Joint Partnership Planning

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Situation

A prominent wholesale supplier in the financial services sector had long operated with a reactive sales approach and ad hoc problem-solving methods. This strategy was reflected in their market positioning, which emphasized flexibility and responsiveness. However, the company discovered that this approach hindered effective planning at global, account, and product levels. Recognizing the need for change, the firm engaged MCAworks to facilitate a transition towards a more proactive, account-focused planning strategy.

Our Approach

MCAworks leveraged its extensive network and research capabilities to benchmark a series of internal financial institutions and external analogous firms and processes. This comprehensive analysis led to the development of an agreed-upon list and detailed understanding of industry best practices. Drawing from these insights and considering the client firm's specific circumstances, MCAworks designed a standardized process. This process aimed to uncover long-term needs, issues, challenges, and plans across a diverse range of the client's customers. Additionally, it facilitated the execution of mutually beneficial strategic partnerships with these global customers.

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Results

The best practices were internalized at the client company, leading to the reorganization of certain sales processes and support functions. More importantly, longer-term, proactive, jointly remunerative long-term partnerships have been established with target accounts.