全球扩张成功

公司

US-based food ingredient manufacturer seeking a way to satisfy customers and increase growth.

需要

Relocate a portion of their UK-based manufacturing operations to mainland 欧洲 in order to be closer to customers and help control increasing costs.

目标

定义一条最优路径到达:

• 保护欧盟vwin娱乐场官方份额
• 增加新收入
• Reduce costs by locating closer to suppliers and end markets in Central 欧洲

挑战

Leaders spent close to three years working with a commercial real estate broker to determine whether investing in a blending facility in Eastern Central 欧洲 would:

• 为企业节省成本
• Make the company more competitive in the mainland 欧洲an market
• 允许增长进入欧洲的新vwin娱乐场官方

However, the broker was unable to recommend any suitable locations. The company realized that their existing approach was failing to drive the process forward.

除了 to the challenge of where to locate, company leaders faced customer relationship issues due to market conditions:

• 供应链 uncertainty from Brexit and concerned 欧洲an customers
• 更高的英国运营成本基础
• The perception of being a non-local supplier in mainland 欧洲

Working with the commercial real estate broker was limiting the focus on the broader challenges the company faced with its desired global expansion.

To address the problem holistically, company leaders would need to think bigger.

他们问自己:

• What type of compromises do we need to make to achieve our goal?
• What type of partner is best suited to guide us going forward?

创建决策框架

The company decided to engage RSM Strategy Advisory 服务 to help them craft a better plan. The first step was to break the challenge into financial and non-financial goals. 然后, RSM built a decision framework that helped the client systematically explore all available options and determine which expansion model best fit its requirements.

在客户所在的地方会见他们

The client had already spent extensive time and money searching for manufacturing sites to meet its needs, so the RSM team leveraged this investment to speed up the process and ultimately reach a final decision in only 12 weeks.

The RSM team also conducted its own third-party research with recruitment and commercial real estate firms to understand characteristics of the labor markets in the target cities. The new manufacturing location would ultimately have a small headcount and require specific operational capabilities.

通过优先排序来细化目标

The RSM team worked with the client on an iterative discovery process to refine the target markets. This enabled the team to zero in on the best target-market fit via a thorough understanding of the client’s goals, 他们近期最大的增长机会, 还有多个验证点.

The RSM team included 11 study cities in the project scope. Using the decision framework to narrow down the selection based on the client’s project requirements and goals, they ultimately chose two main targets in one Central 欧洲an country.