Case Study: World-leading Manufacturer achieves growth and higher profits with PA Consulting

Bringing growth by offering services as well as products

PA Consulting worked with a world-leading manufacturer facing the challenge of finding new ways to grow beyond its existing product-led business. Although already a market leader and FTSE-250 listed, the company wanted a fresh strategy that would involve the business closely in shaping any new direction.

PA Consulting helped the client define where to play, identify attractive markets and segments, and create new customer-led propositions based on more than 180 customer interviews. PA Consulting also designed new operating models and skill requirements for an industry-focused sales force, involving over 200 employees in the process. The result was a strategy with strong management backing and a clear implementation plan, and since the servitization approach began, growth and profits have increased and growth has outpaced the wider market.