Published on February 15, 2013
MICHAEL A. WALLACE LLC AS THOUGHT PARTNER A CASE STUDY
A Thought Partner Deeply Explores Business Issues with Clients • A Deliberative, Interactive and Creative Process • Discussions are Knowledge Based, Not Opinion • Research is Conducted and Models Built
Case Background Representative of Actual Conversations, Research and Reports Names, Data and Location Changed to Preserve Confidentiality
The Client Conversation Size of Market? • How Many People • The Physical Size Population • Growing or Shrinking Changes? • Is It Aging Market Share? • Stable or Changing • Changing Up or Down
The Client Conversation Customer • Do They Drive By Competitors Travel • How Many and Why Time? Spend in Market? Change in Spend? • How Much Per Person • How Much By Family • Up or Down • Who is Spending
The Pitch We Proposed Providing Specific Demographics about the Market Such As Population of Market Spend in Market Client Wants This! Market Share
The Plan Create Map Showing Where Customers Live Define the Physical Market Determine Market Population Obtain Market Demographics and Compare to Client’s Customers Determine Spend in the Market for Client’s Product Estimate Market Share By Spend and Population
Selected Customer Locations
Demographics 2010 Census Population: 13,024 Households: 5,432 Families: 3,561 Average HH Income: $48,160 Expenditures for Product of $532,498 or $112/HH Spend is Increasing in the Area
Conclusions Actual Market Share Much Less Than Client Estimate Spend for Client’s Product in the Market Was Increasing There was Room for Significant Growth Within the Existing Market
As Thought Partner We Deeply Engaged with the Client • Listened to the Client Asked Questions and Identified a Major Knowledge Gap • Proposed and Helped Implement Programs to Grow the Business Let’s Schedule a Time to Talk It Is Worth Your Time
Contact Information Michael A. Wallace CPA, CGMA, MBA firstname.lastname@example.org 303.725.1805 @mawallacehrco
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