Strategic Planning: New Market Entry

A manufacturer successfully diversified into new markets to revolutionize growth trajectory.

Strategic Planning: New Market Entry

Client challenge

  • Top line volatility – narrow set of major customers that had highly cyclical demand with protracted buying cycles
  • New markets had not been properly investigated, growth path not obvious
  • Senior management did not have cohesive plan / without traction

Incentica’s Solution

Enter new, highly profitable markets by:

  • Quantify companies core competencies
  • Analyze broad set of likely markets at macro level
  • Analyze short list of markets on primary data level
  • Recommend market entry targets
  • Consult with stakeholders to create market penetration plans
  • Coach execution of plan to align organizational focus

Impact on client’s business:

Topline stability and growth

  • Company grew from $20 million to $120 million top line in 5 years
  • New markets were profit positive from day one
  • Increase in revenue and topline ultimately catapulted company into successful entry of new $6 billion vertical
Steve Williams CExP™, CMAA

is a Partner at Incentica Business Plans in Calgary. He is a certified exit planner and mergers & acquisitions advisor with 30 years of senior management and executive experience. Steve has written over 130 business plans and succession/exit plans for some of the biggest best, including Fortune 500 companies. Steve is a Business School grad and Harvard educated.

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