How a global metal manufacturer identified new markets and boosted revenue by 25%

Posted by | Fuld & Company

A multinational European metals and renewable energy company wanted to expand into new markets, particularly in the wind energy sector. Partnering with Fuld & Company, the company held a collaborative strategy workshop to identify potential target markets and develop a strategic action plan. Based on Fuld’s research and strategic guidance, the workshop identified four key markets and tailored strategies, providing a clear roadmap for future growth. The result was a significant 25% jump in revenue within two years.

Objective

A multinational European metals and renewable energy company wanted to develop a short- and medium-term strategy aimed at driving growth through expansion into new markets.

Challenge

The company wanted to conduct a customized strategy workshop to identify potential new markets in line with its growth strategy.

The core objective of the workshop was to deliver a set of prioritized action points developed in collaboration with the company’s management team, segmented by key target markets. These would form the basis of its short and medium-term strategic approach.

Why Fuld

The client selected Fuld & Company as we were able to provide the flexible approach they needed to achieve their objectives, based on our genuine desire to fully understand their business during our workshop  preparation. Additionally, our track record of successfully delivering strategy workshops aligned with clients’ goals further solidified our suitability for the task.

Solution

Fuld & Company implemented a structured approach to support the company’s expansion into the renewables market:

• Market identification: Conducted extensive research to identify 34 addressable and profitable new markets, narrowing the focus to four based on 10-year growth prospects.
• Tailored strategy development: Fuld & Company conducted strategic workshops, supported by a comprehensive briefing book with detailed market insights for each industry and customized workshop templates. This resulted in the creation of a go-to-market (GTM) strategy for each of the four target markets, with a focus on product offerings, messaging, and team operations.
• Sector expertise and in-depth due diligence: Leveraging deep sector knowledge, Fuld made key recommendations, including:
  • Taskforces: Setting up technical, commercial, and business development taskforces to focus on opportunities in the renewables market.
  • Supply chain analysis: Building a comprehensive picture of the renewables supply chain to explore how other metals could substitute steel or composites.
  • Partnership development: Establishing relationships with leading universities and key players in renewables to drive innovation and product development.
  • Strategic outreach campaign: Running a focused outreach campaign with stakeholders in the value chain to assess unmet needs and explore partnership opportunities.

Impact

The collaborative workshop delivered a clear roadmap for the company, enabling the client to:

• Define key growth areas within the renewables sector.
• Develop actionable goals and timelines for entry into the new markets.
• Achieve a 25% revenue increase over two years as a direct result of the new strategic initiatives.

Tags: New Entrant Strategy, New Market Entry, Renewables, Workshops