close

Partnership development in the UK retail/utility sectors

Working as part of a major utility providers ‘in house’ team, the project sought to increase the scope, scale and value of affiliate orientated distribution opportunities across the retail sector, while also decreasing the costs associated with partner orientated cooperation.

The project involved a considerable amount of desk based research, analysis of current situations and options for the future, plus internal and external stakeholder engagement.

It was necessary to research and collate details of major UK retailers and key partner organisations associated with the development of in store/workplace distribution of utility services.

Extensive travel was undertaken across the UK complimented with regular and widespread outbound marketing using a blend of email and letter. It became clear that 1:1 engagement with the market was the best way to stimulate interest and numerous meetings with retailers and partners took place across the country.

It became necessary to undertake internal stakeholder engagement in order to secure appropriate support for key aspects of the initiative, and to offer support to other colleagues who had less experience.

The initiative was very successful and following our expert contribution as part their team our client subsequently developed an enhanced stand alone capability.

As our client commented:

…your contribution generated ROI of about £2.0m through increased revenues and increased cost effectiveness – thanks for doing such a great job on our behalf…

Key facts

SECTOR

Private

SERVICE

In house

GEOGRAPHY

UK wide

CLIENT/S

UK utility organisation

CHALLENGE

To increase the scope, scale and value of affiliate orientated distribution opportunities across the retail sector, while also decreasing the costs associated with partner orientated cooperation.

SCOPE
  • Partnership development
  • Market development
  • Contractual renegotiation
ACTIONS
  • Research of current state
  • Internal/external stakeholder engagement
  • Collation of findings
  • Consideration of options
  • Development of recommendations

Other case studies

    • Outsourced Board support

      Acting as independent Chairman and Ambassador for the JV Board, supporting development of the business as it delivered it’s strategic plans and government funded contracts.

    • In house commercial leadership

      The project involved working as a member of our client’s in house team, leading on all global commercial issues.

    • Outsourced UK sales and market development

      Working as outsourced providers of UK sales and market development services on behalf of our overseas based software development client.