Case Study: Market Evaluation and Go-to-Market Proposition Creation

edenseven Helps ISS to Decarbonise their Operations

By conducting a review of their market and target audience to align their organisation with their sustainability goals.

ISS is a leading workplace experience and facility management (FM) company which provides placemaking solutions that contribute to better business performance and make working life easier, more productive, and more enjoyable. With a significant presence in the build environment, ISS has a clear focus on delivering sustainable services to their customer base, helping them to achieve their net zero ambitions.

edenseven, one of the Cambridge Management Consulting group of companies, were commissioned to review ISS’ current sustainability market offering, and, through an engagement programme, make sure that it was aligned to the requirements of their customers’ long-term sustainability ambitions.

Project Overview

• To review the current market relating to sustainability services within the sector and outline the different types of structures and products being offered.

• Assess the current product and service positioning of ISS and review how they are being presented and articulated to the internal delivery teams and customer base.

• Create a clear and concise value proposition which outlines ISS’ breadth of services, and which can be communicated to customers by a broad cross section of the ISS team.

• Through a customer engagement programme, test the value proposition with a set of key accounts and record areas where refinement would be needed to align it to their requirements.

• Present findings to the ISS UK board and provide clear feedback and next steps.

Skills & Knowledge

• Data Analysis: A broad knowledge of both the FM and sustainability sectors, and an ability to articulate findings from market research and stakeholder/customer interactions in an effective manner.

• Report Generation: Create documentation and reports which deliver complex requests and findings in a concise and clear manner to senior stakeholders and customers.

• Stakeholder and Customer Engagement: Build a continuous feedback loop to senior stakeholders within ISS and across key customer accounts. edenseven captured and reviewed customer needs and service requirements to produce effective and timely decision making.

Outcome & Results

1. Market Awareness: A clear understanding of market trends and contractive characteristics relating to sustainability services in the FM sector.
2. Organisational Clarity: An outline of current services and how they are delivered through the sales process.
3. Value Proposition: A clear and relatable value proposition which captures all services in a format which can be delivered by a broad cross-section of the ISS workforce.
4. Forward Planning: A board-level presentation and report outlining key findings and next steps to deliver existing and new services which are focussed on meeting key customer requirements.
   

About Cambridge Management Consulting

Cambridge Management Consulting (Cambridge MC) is an international consulting firm that helps companies of all sizes have a better impact on the world. Founded in Cambridge, UK, initially to help the start-up community, Cambridge MC has grown to over 150 consultants working on projects in 20 countries.

Our capabilities focus on supporting the private and public sector with their people, process and digital technology challenges.

For more information visit www.cambridgemc.com or get in touch below.