Commercial Excellence - CE

Select Commercial Excellence case studies include a major performance improvement program for a global corporation. Clients often approach Waxwing Group with a general idea of what they need, and this project was no different. We were able to jump right in with our expertise and really help the company grow and evolve. Today, their business is doing exceptionally well, and we’re proud to have been part of the process.

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​​Client: 

Global Specialty Materials​

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Situation:

WWG engaged as a member of leadership team with the mission to understand why growth had stalled and to improve performance.

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​Action:

Within 60 days of working with the LT, the term “Commercial Excellence” or “CE” became synonymous with WWG analysis and findings regarding the need for improving commercial effectiveness across sales, marketing and support functions. Over next few months WWG developed and implemented several improvement initiatives across the company, including but not limited to:

• Aligned the Leadership Team on the imperative around raising the bar on commercial execution.

• Established Commercial Excellence as a way of being and competing at a high level. This included the adoption of best practices around segmenting the business, vertical market analyses, sales process development, share of the wallet analyses, customer intimacy and agile execution.

• Fast tracked, under a defined Call To Action (CTA), the improvement of internal process impediments to sales efficiency.

• Identified several opportunities to drive revenue growth in the immediate term.

• Executed a 90-day high impact program for further cementing the key tenets of CE - a program with several firsts to its credit.

 

Initiated a cost control drive and redesigned global structure from functional to regional business units.

 

​Result:

• CE was foundational to turning the business back into a growth engine and CE has since become an internal mantra at this client post WWG's work.

• Improved client’s (as reported) fourth quarter revenue by 3% and segment earnings increased 17% compared to the fourth quarter of prior year.

• Post turnaround client was key component of a 3-way asset swap deal in an industry defining M&A transaction.