Project Experience

E-Concept Evaluation Among Potential Customers Helps Formulate Business Proposition

Client Situation
A major consumer packaged goods company wanted to secure feedback from potential customers (other consumer packaged goods manufacturers and suppliers) of its e-concept¾a web-based specification management tool and a one-stop shop for technical information pertaining to the industry¾ prior to developing and presenting its business proposition to senior management.

Fuld Approach
Fuld & Company identified and interviewed potential users and decision-makers in the Quality/R&D area of manufacturers, suppliers, distributors and retailers in the industry to test their assumptions about the value of the concept, the features it would offer and the market opportunity for it.

Benefits and Implications
Our client learned that its overall concept was very appealing, but the web-based specification management tool was perceived as too big of a security risk, since it involved sensitive, if not proprietary information. Our client also learned among the features it planned to offer, which ones would be most valuable and it got suggestions for some new features it had not considered previously. Furthermore, our client learned that it will need to implement a pilot program to demonstrate the real financial benefit for companies to justify participation. As a result of our analysis, our client revamped its concept and ultimately its business proposition before presenting to senior management. For more information, contact Michael Sandman at msandman@fuld.com.