SPINNING OFF A NEW COMMERCIAL DIVISION
Challenge
The client organization is one of the largest defense contractors in the US. It had developed a number of cutting edge technologies for defense applications, and wanted to commercialize them as part of its diversification strategy. Specific challenges included:
- The company had little knowledge of marketing, selling, and servicing in commercial markets
- The core processes and infrastructure of the company were not suitable for higher volume and variety of demand
Engagement
- Assessed the launch-readiness of the client company
- Benchmarked the business models of major competitors in the commercial sector
- Crafted the company's vision, goals, and strategy
- Redesigned executive compensation and aligned their goals to the new vision
- Hired key mid-level managers
- Implemented key core business processes
- Designed corporate dashboard
Results
- Won key, high-profile contracts with OEMs
- Successfully launched the company on time
- Met cost and revenue targets
