Case Studies

We help the most successful energy leaders develop and sustain their technological and commercial competitive advantages in dynamic and technical environments. Our clients have included, for example:

  • Power: Siemens, Vattenfall, NEC Energy Solutions
  • Transport & e-Mobility: Mercedes-Benz, ZF, GM
  • Gas & Oil: Saudi Aramco, BP, Gazprom

Selected case studies appear below. Ask us for more detail using the form below.

TECHNICAL INTELLIGENCE

SAUDI ARAMCO

Problems

Supplier price inflation above cost levels

Price disparities between suppliers of similar products

Approach

Analyzed supply markets and economics

Determined should-cost price levels

Prioritized leaders in important technologies for partnership negotiations

Results and Potential Benefits

10-year master procurement agreements

28% reduction in capital cost

 


NEC ENERGY SOLUTIONS

Problem

Energy market liberalization created new competitive environment and opportunities

Approach

Analyzed industry competitive dynamics

Modeled potential electricity optimization improvements

Identified strategic markets

Results and Potential Benefits

33% annual growth over 10 years

Alignment with global R&D and regional marketing teams

 


SIEMENS

Problem

Limited competitive information at the required level of granularity

Potential misalignment of pricing vs. competitors and value provided

Scope and Approach

Profiled detailed market segments

Analyzed competitive dynamics, costs, price, and margins

Highlighted areas of opportunity

Results and Potential Benefits

Revenue uplift in a $20 billion market

 


PARTNER DUE DILIGENCE

 

VATTENFALL

Problem

Strategic, long-term, and technologically-driven supply chain decisions for a mega-project

Complex inter-relationships between most decisions

Approach

Master supply chain planning including decisions on core technologies and strategic suppliers

System dynamics and real options modeling

Options evaluation

Implementation planning

Results and Potential Benefits

13% reduction vs. baseline cost with 5 key suppliers

Minimized supply risks

Internal alignment around critical financial commitments

 


IBERDROLA

Problem

Operating budget deficit

Transactional supply contracts

Traditional cost-driven negotiations approach

Approach

Spend analysis

Supply market strategy including technology benefits

Hands-on contract negotiations

Results and Potential Benefits

97% consolidation of suppliers

53% reduction of cost of materials and services in major categories

Standardization of products and pricing across operating companies, reducing operating and administrative expense

 


FedEx

Problem

Jet engine maintenance vendors were unreliable and expensive, jeopardizing aircraft availability at peak season

Approach

Reviewed the outsourcing decision

Analyzed the supply market

Qualified certain world-class suppliers

Results and Potential Benefits

Aligned with supplier offering the best combination of technology, reliability and low cost

30% profit improvement during peak season

8% increase in valuation

 


CONTRACTING ADVISORY

 

GAZPROM

Problem

Supplier OEM was quoting high over the market price

Unique order characteristics (remote location, installation, and multiple units in the same order) made cost comparisons seemingly impossible

Engineering specifications favored a specific supplier

Approach

Cost and technology benchmarking

Introduction of alternative suppliers

Modeling, parametric analysis, and sensitivity analyses

Adaptation of costs to host country conditions

Results and Potential Benefits

25% cost savings

 


SAUDI ARAMCO

Problem

Dramatic technological change in the energy sector

Erosion of oil and gas margins

Approach

12-year market intelligence, supplier partnershipping, and organizational development consulting program encompassing more than 100 markets and 15 strategic and long-term partnerships

Results and Potential Benefits

10% increase in pre-IPO valuation, via throughput improvements and cost savings

 


IRON MOUNTAIN

Problem

Rapidly growing company needed technology platforms to scale efficiently

Approach

Assessed requirements

Evaluated and selected a technology partner

Implemented pilot programs and designed a national roll-out

Results and Potential Benefits

34% operating cost reduction

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