Regional utility company
With a decline to its earnings looming in the regulated energy business, a regional power company in 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 brought us on board to help.
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The challenge
- With a decline to its earnings looming in the regulated energy business, a regional power company in 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 brought us on board to help.
- The company’s board was looking to mount its counter- offensive with interventions in two key areas: by raising internal efficiency and by capturing new business in the non- regulated sector.
- This would deliver EBITDA growth in the range of 50% within the next four to five years.
The solution
We 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. We 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 our team a digital marketing platform was established.
Key results
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 our team, was able to change its perspective and design its offering around the individual needs of customers on the open market.
Expertise we provided
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