Case Studies
Managing a Hostile Bid
Leading Industrial Multinational in Europe
We assisted the CEO in managing a hostile takeover by the main global competitor. We helped map, analyze the interests and define strategies to address key stakeholders, including coordinated communication. Besides strongly improving relationships with all relevant parties, we achieved significant shareholder value creation: the final takeover price increased by 49%, reaching a premium of 98% over the market cap when negotiations began – a total improvement of US$15 billion.
Consensus Building for Social Impact
Global NGO in Southeast Asia
The local office of a global NGO was rife with conflict and unproductive discussions. We facilitated a consensus-building process involving 20+ parties, which reestablished communication and collaboration, built local capacity to replicate the process and led to increased resources for NGO projects in the country.
Building a Valuable Partnership
Financial Services Multinational in Asia Pacific
A key client was threatening to organize a tender for renewal of our client’s exclusive contract, which would start a price war with a major competitor. We helped the sales team strategize the approach to avoid the tender and renegotiate the contract with a focus on multiple sources of value, leading to returns of US$21 million based on a strengthened partnership and better terms.
Transforming Procurement
Large Retailer in Latin America
Our client was growing fast, both in number of stores and same-store sales. But it was struggling to purchase enough quality products due to transactional supplier relationships, typically focused on costs and single purchase orders. We revised the procurement’s organization and supplier management key processes and metrics in order to transform relationships with key suppliers into strong partnerships. This enabled our client’s ambitious growth targets and generated a 5% EBIT increase.
Labor Management Negotiation
International Airline in Asia
Due to an industry crisis, headquarters decided to freeze salaries. But the union was demanding a significant increase, making the usually tough labor negotiations even tougher. We introduced the Value Negotiation approach to the country director and his team and assisted in planning all interactions with the union, meeting by meeting, leading to an improved sense of interdependence between the parties, and more collaborative and efficient communication. The new Collective Bargaining Agreement avoided a strike while bringing cost savings and risk mitigation that would not have been possible in the “old ways.”
Value-Managing a Government Auction
Oil & Gas Company in Europe
Our client entered a complex multi-round auction that would define its business for the next five years, risking both overpaying and not acquiring enough business. We provided economics and game theory analyses in order to support an adequate strategy for the auction, maximizing the chances of success by promoting rational behavior of our client and other participating companies. As a result, our client avoided overpaying, maintained many options open until the final round and ended up acquiring access to profitable business for the next five years.
Change Management
Automotive Manufacturer in Latin America
Aggressive and short-sighted procurement practices were compromising several aspects of our client’s business. We diagnosed the procurement negotiation culture and practices and prepared a transition plan to move from a win-lose to a win-win culture and develop collaborative relationships with suppliers and internal clients that will sustain ambitious growth and profitability targets.