Project Experience

Changing the Paradigm in the New World of Telecommunications

Client Situation
Our client, a fast-growing manufacturer of telecommunications equipment, realized that its traditional way of doing business, although successful to date, would not allow the company to maintain its growth rate. A new philosophy of operating involving changes in organizational dynamics and possibly personnel throughout the company was necessary to prepare the company to compete in the next three to five years. Taking such a radical step required an objective and detailed understanding of what its current and potential customers wanted from suppliers as well as how its competitors were approaching its customer base.

Fuld Approach
Fuld & Company interviewed decision-makers in a cross section of customer segments to determine their needs, most significant business problems, and philosophy of supplier relations in 15 countries in North America, South America, Europe and Asia. Other suppliers of equipment and services were contacted to understand how they were, and planned in the future, to work with the customers.

Benefits and Implications
With this in-depth picture of the future customer directions as well as how competitors were targeted the market, the client realized that a major cultural change was required to maintain its track record of success. For more information on changing the paradigm in the new world of telecommunications, please contactMark Chodnowsky at mchodnowsky@fuld.com