Case Study — Market Intelligence

Scenario: A leading division of a Fortune 500 company was coping with a new competitor in its market. Since the new supplier was willing to compete on price with a differentiated product, retaining the division's 60% market share was becoming difficult.

How we helped: To better understand the impending market changes and help our client maintain its current success, Bainbridge conducted a forward-looking market assessment. We contacted a variety of market participants, including suppliers, customers, and industry associations, in order to determine current market drivers, perceptions of our client, and future market needs. Through our interviews, we identified an underserved market and several product development opportunities. We provided our client with a full analysis of the market size, growth rate, the most profitable product niche, and a target list of potential customers to support new market entry.

Actionable results: Upon the completion of the research and analysis, Bainbridge's strategy experts worked in conjunction with our client to conduct an interactive strategy session to review our findings, the client's current position in the market, and facilitate discussion around the core competencies required for successful market entry. After the strategy session, the client designed a new product that fulfilled unmet customer needs and addressed the dynamic market conditions. The product was successful. Over a two-year period, the division increased its market share to 70% while maintaining profit levels and warding off the new competitive threat.

 Case Study — Market Expansion Assessment

Scenario: A leading healthcare company experienced great success in major regions of California and was looking to expand their services to another part of the state. After completing various assessments of the demographic and economic factors associated with the four new areas of interest, the client required additional assistance to gather unbiased interviews around market perceptions.

How we helped: To generate more detailed and actionable research and analysis for the client, Bainbridge began by conducting an internal assessment to get the employees feedback regarding expansion into the target markets. Next, we contacted a variety of market participants including key brokers, local employers, and hospital systems in each region to identify market perceptions of our client, their unmet needs, and services currently received from the current competition.

Actionable results: The resulting research outlined the attractiveness of each region and the quality of alignment between our client's current products, processes and services to the needs and perceptions of each local market. Working with Bainbridge's strategy experts, the client decided to enter two of the four proposed markets and has since had great success with their service offerings in the new areas.