CASE STUDY Transformation
SITUATION
SOLUTION
RESULT
With a decline to its earnings looming in the regulated energy business , a regionalpowercompanyin southern Germany was facing losses well into double-digit millions . The imperative , driving the company , was to find a strategy to compensate these losses , so they broughtgoetzpartners onboard tohelp .
The company ’ s board was looking to mount its counteroffensive with interventions in two key areas : by raising internal efficiency and by capturing new business in the nonregulated sector . This would deliver EBITDA growth in the range of 50 % within the next four to five years .
goetzpartners conducted a demand analysis for customers in the non-regulated sector and completed a portfolio analysis of products , experiences and services in the company . In the search for promising new-business strategies , it became clear that above all widespread geographical presence would provide opportunities to deliver services to businesses and municipalities . goetzpartners identified service packages that would act as a basis for the growth strategy .
An integrated digital solution proved to be a promising new sales approach – with the help and expertise of goetzpartners a digital marketing platform was established .
The result was a targeted expansion of the portfolio and development of offerings and market rollout .
The speed at which the utility company got the new services to market can be attributed to the clear focus on feasibility . It made a huge difference that the company – with the help of goetzpartners – was able to change its perspective and design its offering around the individual needs of customers on the open market .