Aftermarket Business Case Development

Client: Large multi-national air-conditioning facilities manufacturer

Project: Aftermarket Business Case development

Situation

Our client needed to significantly grow their business. They had set themselves the target of doubling the aftermarket business within 5 years.

The client needed a way to focus activity and work on the right growth opportunities.

Task

Our role in this assignment was:

• To prepare New Product Summary business cases for 15 new service products
• Help the local SBU managers in UK, Germany and Denmark to understand and then use the process

We used a structured method over a four week period:

• We defined a new standard template for gathering the required commercial (Unique Selling Proposition, revenue, cost & 4Ps) and technical information
• We coached the relevant business unit leaders in Germany and Denmark to understand what was required to successfully develop the business cases

Outcome

• We created a simple to use format that all stakeholders could understand and use for each opportunity.
• This then could be summarised by the Director to see the progress towards hitting the target to double the business in 5 years.