Case #18
A Rapid Market Analysis Project
On a rainy afternoon in late January, this Consultant received an urgent request for proposal from a former 1990’s colleague now working at a large U.S. public company. The former colleague's Division was facing some critical strategic business decisions in the next few weeks, and his management desired an apriori market analysis of their market niche that was 100% independent from internal company sources. He realized that his request was extremely short notice and also stated that Henke Associates would be in competition with another consulting firm if Henke Associates even could respond to the RFP at all. Further, the colleague could not influence the decision as to which of the two consulting firms would get a contract, if anyone would.
Henke Associates marshaled its forces and had a proposal on the client’s table in 24 hours. Several days passed before the company's decision was made to award the project to Henke Associates. Only three weeks were left before the deadline for the deliverables.
By immediately assigning key resources, leveraging existing market contacts & purchased sources, and via a series of live interviews in the industry, Henke Associates met the company’s deadline in mid-February with both a written report notebook and a live PowerPoint presentation to the client’s entire management staff.
The client company's management was 100% satisfied with the market analysis results and accordingly was able to move confidently into its strategic business planning sessions the next day.
