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Flevy Management Insights Case Study
Global Competitive Strategy for Specialty Trade Contractors


Fortune 500 companies typically bring on global consulting firms, like McKinsey, BCG, Bain, Deloitte, and Accenture, or boutique consulting firms specializing in Organizational Change to thoroughly analyze their unique business challenges and competitive situations. These firms provide strategic recommendations based on consulting frameworks, subject matter expertise, benchmark data, KPIs, best practices, and other tools developed from past client work. We followed this management consulting approach for this case study.

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Consider this scenario: A leading specialty trade contractor firm is navigating through significant organizational change as it faces a 20% decline in profit margins due to increased competition and labor costs.

The company is confronting external challenges such as a volatile regulatory environment and a surge in material costs, which have compounded its financial pressures, alongside internal inefficiencies that have led to project delays and cost overruns. The primary strategic objective of the organization is to enhance its competitive positioning globally while optimizing operational efficiency and embracing technological innovation to improve profitability and project execution.



The specialty trade contracting industry is currently undergoing rapid transformation, driven by technological advancements and shifting market demands. A critical evaluation points towards the organization's struggle to adapt to these changes, primarily due to entrenched operational practices and a slow pace of digital adoption. The leadership is concerned that without immediate and decisive action, the company's long-term sustainability and market position may be at risk.

Competitive Market Analysis

The specialty trade contractors industry is experiencing a period of intense competition and innovation, leading to a dynamically changing landscape.

Understanding the competitive forces at play provides insight into the strategic direction needed:

  • Internal Rivalry: High, with a multitude of players competing on price, quality, and speed of delivery.
  • Supplier Power: Moderate, as the availability of building materials and labor influences project costs and timelines.
  • Buyer Power: Increasing, with clients demanding more value, better terms, and innovative solutions.
  • Threat of New Entrants: Low to moderate, due to the specialized skills required and relationships with suppliers and clients.
  • Threat of Substitutes: Moderate, as technological innovations offer alternative solutions to traditional contracting services.

Emergent trends such as digital transformation, sustainable construction practices, and prefabrication are reshaping the industry. These changes present both opportunities and risks:

  • Adoption of digital tools and platforms can streamline operations and improve efficiency but requires significant upfront investment and cultural change.
  • Sustainable construction practices open new market segments but necessitate reevaluation of supply chains and certification requirements.
  • Prefabrication and modular construction offer cost and time savings but disrupt traditional project management and delivery models.

A PESTLE analysis reveals that regulatory changes, economic fluctuations, and technological advancements are the most critical external factors affecting the industry, necessitating agile and forward-thinking strategic responses.

Learn more about Digital Transformation Supply Chain Project Management

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Internal Assessment

The organization's strengths lie in its established reputation and deep expertise in specialty trade projects. However, operational inefficiencies and a slow rate of innovation adoption are notable weaknesses.

A MOST Analysis highlights that the company's Mission and Objectives are well-defined, but Strategies and Tactics need realignment to address current challenges and capitalize on new opportunities.

The RBV Analysis indicates that while the organization possesses valuable resources in its skilled workforce and client relationships, it lacks in competitive capabilities related to technology and innovation.

Distinctive Capabilities Analysis underscores the need for the organization to develop unique competencies in digital integration, project management innovation, and sustainability practices to differentiate itself in a crowded market.

Strategic Initiatives

  • Digital Transformation in Project Management: Implement cutting-edge digital tools to enhance project planning, execution, and monitoring. This initiative aims to reduce project delivery times and costs, improving overall client satisfaction. Value creation comes from increased operational efficiency and the ability to undertake more projects with the same resources. This will require substantial investment in technology and training.
  • Organizational Change for Operational Excellence: Restructure operational processes and adopt lean management principles to eliminate inefficiencies and reduce waste. This initiative seeks to improve profit margins and enhance competitive advantage. Value stems from cost savings and improved project outcomes. Resources needed include process reengineering expertise and change management support.
  • Sustainability-Driven Market Expansion: Develop and market new services focused on sustainable construction practices to address growing client demand. This initiative is intended to open new market segments and build a competitive edge. Value creation lies in differentiating the company as a leader in sustainability, potentially leading to premium pricing. It will require research and development, marketing, and sustainability certification efforts.

Learn more about Operational Excellence Change Management Competitive Advantage

Organizational Change Implementation KPIs

KPIS are crucial throughout the implementation process. They provide quantifiable checkpoints to validate the alignment of operational activities with our strategic goals, ensuring that execution is not just activity-driven, but results-oriented. Further, these KPIs act as early indicators of progress or deviation, enabling agile decision-making and course correction if needed.


A stand can be made against invasion by an army. No stand can be made against invasion by an idea.
     – Victor Hugo

  • Project Delivery Time: To measure the effectiveness of digital transformation initiatives in streamlining project execution.
  • Cost Savings: To gauge the financial impact of operational excellence initiatives on reducing waste and inefficiencies.
  • Market Share in Sustainable Construction: To assess the success of market expansion efforts in the sustainability segment.

Tracking these KPIs will provide insights into the strategic initiatives' effectiveness, enabling timely adjustments and highlighting areas for further improvement. Additionally, they will serve as a benchmark for the organization's progress towards its strategic objectives.

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Organizational Change Best Practices

To improve the effectiveness of implementation, we can leverage best practice documents in Organizational Change. These resources below were developed by management consulting firms and Organizational Change subject matter experts.

Organizational Change Deliverables

These are a selection of deliverables across all the strategic initiatives.

  • Digital Transformation Roadmap (PPT)
  • Operational Excellence Implementation Plan (PPT)
  • Sustainability Services Portfolio (PPT)
  • Strategic Initiative Performance Dashboard (Excel)

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Digital Transformation in Project Management

The organization employed the Value Chain Analysis and the Diffusion of Innovations Theory to guide the Digital Transformation in Project Management initiative. Value Chain Analysis, initially introduced by Michael Porter, was instrumental in identifying specific activities within the company that could be enhanced through digital technologies, thereby creating a competitive advantage. It was particularly useful in pinpointing areas where digital tools could streamline operations and reduce costs. Following this analysis, the team:

  • Conducted a thorough examination of the company's current value chain, focusing on inbound logistics, operations, and after-sales services to identify inefficiencies.
  • Implemented project management software and digital collaboration tools in identified key areas to improve information flow and coordination.
  • Trained employees on the new digital tools, emphasizing the benefits and ease of use to ensure quick adoption and utilization.

Simultaneously, the Diffusion of Innovations Theory, developed by Everett Rogers, helped the organization understand how the new digital technologies would be adopted by its workforce. By recognizing the categories of adopters (innovators, early adopters, early majority, late majority, and laggards), the company was able to tailor its communication and training programs effectively. The process entailed:

  • Segmenting the workforce based on their openness to adopt new technologies and designing targeted communication strategies for each segment.
  • Identifying and empowering internal champions from the 'innovators' and 'early adopters' groups to lead by example and assist their peers.
  • Monitoring adoption rates and providing additional support where necessary to ensure widespread acceptance and use of the new systems.

The results from implementing these frameworks were transformative. The organization witnessed a significant reduction in project delivery times and operational costs. The adoption of digital tools not only improved internal efficiencies but also enhanced customer satisfaction through more reliable project outcomes and transparent communication.

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Organizational Change for Operational Excellence

To drive the Organizational Change for Operational Excellence initiative, the company applied the Lean Six Sigma framework and Kotter’s 8-Step Change Model. Lean Six Sigma was chosen for its structured approach to eliminating waste and reducing variability in processes, which directly supported the initiative's goals. The organization:

  • Mapped all key processes to identify waste and areas of variability that led to inefficiencies and increased costs.
  • Formed cross-functional teams to implement process improvements and monitor results, applying Lean Six Sigma tools like DMAIC (Define, Measure, Analyze, Improve, Control).
  • Established a continuous improvement culture by training employees on Lean Six Sigma principles and encouraging their participation in process optimization.

Kotter’s 8-Step Change Model was utilized to ensure the organizational changes were embraced across the company. Recognizing the importance of buy-in and support for the success of the initiative, the implementation focused on:

  • Creating a sense of urgency around the need for operational excellence to motivate and rally support from all levels of the organization.
  • Building a guiding coalition of change champions who led and advocated for the process improvements.
  • Generating short-term wins to build momentum and demonstrate the benefits of the changes to the entire organization.

As a result of these efforts, the company not only achieved significant cost reductions but also improved its project delivery performance. The successful implementation of Lean Six Sigma and Kotter’s 8-Step Change Model led to a more agile and efficient organization, better equipped to respond to the challenges of the competitive landscape.

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Sustainability-Driven Market Expansion

For the Sustainability-Driven Market Expansion initiative, the organization leveraged the Triple Bottom Line (TBL) framework and the Market Development Strategy from Ansoff’s Matrix. The TBL framework, focusing on people, planet, and profit, provided a comprehensive approach to evaluating potential sustainable construction practices. The company:

  • Assessed new sustainable services and products for their environmental impact, social benefits, and economic viability.
  • Developed partnerships with suppliers and subcontractors who shared a commitment to sustainability, ensuring alignment across the value chain.
  • Launched marketing campaigns to communicate the triple bottom line benefits of its new sustainable services to potential clients.

Simultaneously, Ansoff’s Market Development Strategy guided the company in identifying and entering new market segments that were previously untapped or underserved. The initiative's steps included:

  • Conducting market research to identify regions and sectors with a high demand for sustainable construction practices.
  • Customizing service offerings to meet the specific needs and regulations of new markets.
  • Training sales and project teams on the unique value proposition of the company’s sustainable services to ensure effective market penetration.

The implementation of these frameworks facilitated the company's successful entry into new markets with its sustainability-focused offerings. The strategic focus on sustainability not only opened new revenue streams but also positioned the company as a leader in sustainable construction, enhancing its brand reputation and competitive advantage.

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Key Findings and Results

Here is a summary of the key results of this case study:

  • Implemented digital project management tools, reducing project delivery times by 20% and operational costs by 15%.
  • Applied Lean Six Sigma, achieving a 25% reduction in waste and a 10% improvement in project delivery performance.
  • Entered new markets with sustainability-focused offerings, resulting in a 5% increase in market share within the sustainable construction segment.
  • Established partnerships with suppliers committed to sustainability, enhancing the company's supply chain resilience and sustainability profile.
  • Trained over 75% of the workforce in new digital tools and Lean Six Sigma principles, fostering a culture of continuous improvement and innovation.

The strategic initiatives undertaken by the organization have yielded significant improvements in operational efficiency, market positioning, and financial performance. The adoption of digital project management tools and the application of Lean Six Sigma principles have directly addressed the company's challenges with operational inefficiencies and project delays, as evidenced by the reduction in project delivery times and operational costs. The focus on sustainability has not only opened new market segments but also enhanced the company's competitive advantage and brand reputation in a rapidly evolving industry. However, the results also highlight areas for improvement. The 5% increase in market share within the sustainable construction segment, while positive, suggests that market penetration could be more aggressive. This may be attributed to the slow pace of cultural change within the organization and the need for more targeted marketing strategies.

Given the mixed success of the sustainability-driven market expansion, it is recommended that the company intensifies its efforts in market research and customer engagement to better understand the needs and preferences of potential clients in the sustainability segment. Additionally, investing in more aggressive marketing and sales strategies could enhance market penetration. To address the cultural barriers to change, ongoing training and development programs should be expanded, alongside more robust internal communication strategies to reinforce the value and importance of the new strategic direction. Finally, exploring strategic partnerships or acquisitions with companies that have a strong foothold in the sustainability market could provide a quicker path to increased market share and enhanced competitive positioning.

Source: Global Competitive Strategy for Specialty Trade Contractors, Flevy Management Insights, 2024

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