Increase Revenue- 166

The Situation:

A major manufacturer of bio-chemical detection systems largely produced for the government market asked The Highland Group to review their New Product Introduction process.  They had the goal of doubling their revenue within eighteen months by entering domestic Homeland Security markets and increasing their net income to greater than 30%.  To reach these goals they needed to determine what products they could develop, at what price, and who the commercial customer target market would be.  The Highland Group was asked to assist them in developing a business plan, validating the market opportunity, creating the marketing and product strategies, and planning for development program implementation.

The Driver Goal:

Create a structure business plan with fact-based assumptions and projections to develop, rank and select strategic product alternatives that will enable the identification and penetration into selected commercial markets

Actions Taken:

• Validated market opportunity and conducted market analysis and segmentation
• Created business, market, and product strategies
• Identified competitive landscape and developed market positioning and differentiation strategies
• Defined partnering, alliance, acquisition targets and relationships
• Performed critical skills identification and assessment
• Constructed financial models and developed risk mitigation strategies
• Selected and published “best” scenario business plan with critical business processes
• Developed implementation plan

• Developed an executable business plan
• Developed an implementation plan that facilitated the start-up of the commercial business