This PPT slide, part of the 23-slide Winning New Consulting Business PowerPoint presentation, presents a case study focused on Ocean Spray, detailing the strategic and operational challenges faced by the fruit grower cooperative and beverage manufacturer. It outlines the situation, complications, and winning behaviors that led to a successful engagement despite significant hurdles.

The situation highlights several pressures impacting Ocean Spray, including rising commodity prices, intense competition from both new and established players, and shifting consumer preferences for healthier beverage options. Additionally, the company faced challenges related to retailer power dynamics and outdated manufacturing processes, which contributed to inefficiencies such as long lead times and high product waste.

Complications arose from a lack of established relationships with key client stakeholders, leading to unclear issues during the initial proposal phase. The team discovered late in the process that a decision had already been made to award the project to another competitor, complicating their approach.

The winning behaviors outlined in the slide emphasize critical strategies employed by the consulting team. They accurately defined the client's internal challenges and framed these issues in a way that resonated with the client’s needs. The team assembled early, bringing together experienced partners who offered deep industry insights. Their concise messaging and immediate value proposition were pivotal in capturing the client's attention.

By emphasizing an integrated strategy, the team effectively communicated the complexities of the proposed changes. They also demonstrated a nuanced understanding of the competitive environment, which helped to subtly undermine the competitor's position. Building personal relationships post-presentation proved essential, as it allowed the team to align closely with the client’s decision-making process. This case study illustrates the importance of adaptability and strategic insight in overcoming obstacles in a competitive bidding environment.

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