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Commercial Assessment

Viewing posts tagged Commercial Assessment

25 Jan 2020

Performance Improvement: Growth Development

By Arthur Elliott

Background

A manufacturer of returnable packaging materials for the automotive industry with stagnating sales engaged EWA to identify and qualify sources of business growth potential.

Approach

Step 1: 360° Opportunity Assessment
  • An extensive review with the client of the construction and technical aspects of the current product portfolio, the market, adjacent verticals, competitor products & customer base.
Step 2: Opportunity Identification
  • Identification and validation of 12 key industries as qualified verticals for expansion – based upon ease of adaptation, market size, growth potential and profit margin
  • Total of 1300+ potential new customers
Step 3: Short-listing of 5 core industries of focus for a deep dive analysis
  • Off Road Vehicles, HVAC, Outdoor Power Equipment, Pharmaceuticals, Consumer Electronics
  • Total of 370 potential new customers
Step 4: Opportunity Leveraging
  • EWA prioritized the top 10-12 companies per sector (sales channels, geographical location, etc.)
  • EWA conducted an in-depth investigation of each company & senior management and then delivered a biographical summary and contact information for 63 companies

Results

  • The client signed contracts with 9 new business partners
  • 13% increase in sales within 18 months
25 Jan 2020

HR & Executive Recruitment: Interim General Manager & Recruitment of a Permanent General Manager

By Arthur Elliott

Background

  • A metal fabrication WOFE located in Changzhou with a US parent was faced with a situation involving an ineffective General Manager
  • EWA was engaged to:
    • Recruit and supervise an Interim General Manager
    • Identify, qualify and recruit a permanent General Manager

Approach

Step 1: Recruitment & Supervision of an Interim General Manager
  • Preparation & alignment
  • Selection
  • On-boarding & engagement management
Step 2: General Manager Candidate Criteria, Development & Assessment
  • Hard & soft skills definition
  • Individual interviews
  • Selection of 3 top candidates
Step 3: General Manager Candidate Due Diligence
  • Determination of scope
  • Desk-top audit & field research
  • Forensic review
  • Legal issues
Step 4: General Manager Candidate Final Report
  • Analysis, recommendation & rationale

Results

  • Successful search to find a General Manager fitting a specific set of client requirements:
    • Integrity
    • Employee relations
    • Financial
    • Operational skills
  • Six-week search resulted in:
    • 3 highly qualified referrals
    • 1 individual was hired
  • Three months after the new GM reported to work:
    • Plant productivity increased from less than 55% to over 85% and rising
    • Staff productivity increased 15% in the same time frame
    • Customer complaints reduced to less than 1 per month (vs. 7+ over the previous 12 months)