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Typical Client Relationships Large-scale consulting projects to align client demand and supply will regularly impact multiple functional units within an organisation. Robertson Cox typically works closely with one senior executive as project sponsor, and regularly communicates with other executives whose areas of responsibility are closely related to the project focus. Business Power Analysis Business Power Analysis Projects enable clients to better understand the distribution of business power in their dyadic supplier-buyer and buyer-supplier relationships. The Business Power Analysis give you a detailed understanding of how well you are using power in your markets and supply chains today, areas for potential improvement in buying or selling terms, and the scope for you to modify actual power positions. Three key questions underlay the analysis of every client trading relationship:
Each Business Power Analysis Project: Applies the standard QD or QV Methodologies based on research across many industries and hundreds of firms, and which has been successfully applied to multinational firms. Creates a detailed analysis based on hundreds of precise information points and real-world variables by working with operational staff in strategy and operations, sales and marketing, or procurement and supply. Generates a comprehensive power and value map document which describes in detail the current and potential power relationships between the client firm and all of its customers or suppliers. Identifies real benefits such as improved market and supply chain positioning, increased selling prices, reduced procurement costs, and better contract terms which can be negotiated from trading parties. Provides clear recommendations for implementation and operational next steps. Business Power Analysis Projects typically range from two to four months duration, and involve Robertson Cox staff gathering information on-site with client staff, and performing analysis and benchmarking independently. Business Power Improvement Utilizing the power and value map documentation generated during a Business Power Analysis, Robertson Cox assists client firms in implementing changes from their current value capture position to a more profitable status within their markets and supply chains. Depending on the focus of the project, this may involve identifying new customers or product and service mixes which will result in better selling prices and terms. Business Power Improvement projects typically range from three to 18 months duration, and involve Robertson Cox staff working both on-site and remotely with client staff over a period of program planning and program execution. Competitive Power Analysis Competitive analysis and best power practices of other firms in your industry Rather than exclusively focusing on your trading relationships, Competitive Power Analysis projects examine the supply chain of your industry, with a particular emphasis on comparative analysis of the power positioning of your firm versus the power positioning of other similar or competitive firms. Using publicly available information, this process identifies both ‘best practices’ which you may be able to imitate to your advantage, and identified unique sources of business power within your industry, held by either the client or by competitors, which cannot be duplicated. In addition to providing valuable contextual information for executives attempting to improve the standing of their firm within their industry, these projects can serve as the basis for acquisition, merger, or disposal activities of lines of business. Competitive Power Analysis projects typically range from three to six months duration, and involve Robertson Cox staff gathering industry information on-site with client staff, performing comprehensive independent research and analysis of the client industry, generating a benchmarking study for presentation to the client. |
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