Consumer companies ‘know’ their customers – who they are, what they buy, when and why they switch brands, what motivates them, and how much they are worth – in an increasingly granular way. Many B2C firms are driving towards ‘segments of one’ in how they target and engage customers to win business. By contrast, B2B companies tend to view the world through a product and end market lens, with actionable customer insight on where and how to grow profitably often underdeveloped. This creates a big untapped opportunity to reignite growth in what are often slow growth markets. To read the article, click here.
Learning from the leaders: Value creating strategies in the chemical sector
Chemical company performance drivers In recent years, the gap between top- and bottom-tier performers in the chemical sector has remained wide, both in terms...