An Introduction to nxtMOVE

2010

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We provide fact-based advice to clients

nxtMOVE delivers evidence-based, strategic advice nxtMOVE delivers evidence-based, strategic advice focused on customers, markets, competitors and channels.focused on customers, markets, competitors and channels.

We enable our clients to identify and capitalize on market We enable our clients to identify and capitalize on market opportunities and stay ahead of the competitive curve.opportunities and stay ahead of the competitive curve.

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We present market informed decisions

• Trade Groups• Academics• Niche Consultants• Regulatory bodies

• Suppliers• Competitors• Distributors• Retailers

Valu

e Ch

ain

Consumer Research Industry Experts

Secondary Sources

Clien

t Intern

al• Demographic• Macro-economic• Press releases• Articles• Product literature

• POS Data• Market Research• Previous Analysis• Internal Expertise• Brainstorming

• Surveys (web & telephone)

• Online diaries• Focus Groups

More Quantita

tive

More Qualita

tive

nxtMOVE ANALYSIS & SOLUTION

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nxtMOVE: Building Blocks for Strategy Development

Strategic Market

Analysis

Competitive Intelligence & Benchmarking

New Proposition Development

Strategic Acquisition

Services

Based on our capabilities, we provide a range of strategic, advisory services to clients

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nxtMOVE provides a clear and comprehensive assessment of how markets are structured, the main drivers and pressures which influence them, what is likely to happen in the future, the opportunities for your company and how best to exploit them:

• market opportunity assessment• market entry feasibility analysis• assessment of market trends and key drivers• market modelling and pragmatic market forecasting

• scenario planning and commercial risk assessment

• market portfolio analysis

Strategic Market Analysis

Strategic Market Analysis

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Growth of Client X against the Market Growth

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40.0%

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Growth of Client X against the Market Growth

between 2004-06

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Internal DiagnosticInternal Diagnostic

“Where are we now?”• Differentiators• Strengths & Challenges• Long-term Goals

Growth OpportunitiesGrowth Opportunities

• New Customers• New Services• Positioning for long-term

goals

External AnalysisExternal Analysis

• Customer Perceptions• Market Dynamics• Competitive Landscape

Gap Analysis

Opportunity Analysis

Strategic DecisionStrategic Decision

Planning the ImplementationPlanning the Implementation

Strategic ActionStrategic Action

How We Build Strategic Recommendations

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Competitive Intelligence & Benchmarking

nxtMOVE evaluates competitors’ strengths and weaknesses, building a comprehensive view of their priorities and capabilities and helps you to develop effective counter measures

• best practice development

• benchmarking and evaluation

• performance measurement

• development of sales tactics

• hot topic monitoring

• trend analysis and forecasting

• ‘how to sell against’ tools

Data

Synthesis

Impact on strategic decision-making process

Intelligence

Data

Information

Application

Collection

Competitive Intelligence & Benchmarking

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nxtMOVE provides a comprehensive repertoire of new proposition development services, from idea generation and testing through market forecasting and full commercial business case development:New

Proposition Development

• idea generation

• detailed market assessment and research

• external and internal concept testing

• product testing and improvement

• competitor response forecasting

• idea screening and evaluation

• business case development and planning

• distribution channel development

IdeasFeasibility

CapabilityLaunch

Test markets

Roll-out planning

Implementation

support

Finalize

business case

Develop media and

marketing plan

Purchase physical

resource

Finalize partnership /

contracts

Commercial viability

assessment

(demand / competition/

pricing / margins)

Business model

development

Develop / refine

propositions

Familiarization

Blue sky idea

generation

ideas, test

qualitatively

Quantitative

evaluation

Stage 1Stage 2

Stage 3Stage 4

IdeasFeasibility

Capability

Stage 1Stage 2

Stage 3

Build and develop

Screen and shortlist

New Proposition Development

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Market Analysis

Acquisition Search

Customer Due

Diligence

Portfolio Company Support

Identify and evaluate potentially attractive markets

Validate target cash flows for the right valuation

Support the strategic initiatives of portfolio companies

Find companies to acquire

Strategic Acquisition Services

nxtMOVE provides support in the key areas of the acquisition decision making timeline. From market identification and testing, through to customer due diligence and portfolio company strategic support.Strategic

Acquisition Services

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Criteria Development for an AcquisitionCriteria Development for an Acquisition

Refined Market AnalysisRefined Market Analysis

Search – Target IdentificationSearch – Target Identification

Introduction to ClientIntroduction to Client

Gap Analysis

Opportunity Analysis

Strategic Acquisition Services: Buy-Side Search

Internal DiagnosticInternal Diagnostic

“Where are we now?”• Differentiators• Strengths & Challenges• Long-term Goals

Growth OpportunitiesGrowth Opportunities

• New Customers• New Services• Positioning for long-term

goals

External AnalysisExternal Analysis

• Customer Perceptions• Market Dynamics• Competitive Landscape

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Value Proposition of Strategic Analysis

Strategic initiatives in any market segment are best served by replacing “intuition” with initiative-driven strategic analysis.

The method for conducting strategic analysis should be repeatable, regardless of the strategic initiative.

Strategic analysis is most valuable when it is structured and methodical.

Engagement configuration should always take into consideration the proper insight from competitors, customers, and other market sources.

Independence of the engagement analysis is critical.

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• What are the competitive dynamics of our market in terms of growth, market size, industry trends, etc?

• How might we be perceived in the marketplace from both a competitive and customer perspective?

• How do we benchmark the operations of the “best in class”?• What should our organization look like in regard to key success factors, market

position, messaging, etc?• Who are our customers?• How do we position our products within the marketplace?• What is happening with our potential future customer base?• What is the market opportunity at present and in the future?• What new markets are emerging that we might be able to access?• What gaps exist in our current product offerings, geographic presence, etc.?

Typical Client Questions & Challenges

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Our Process – Insight Development

• Initiate contact with target organizations– Knowledgeable sources: competitors, customers, partners,

distributors, government officials and agencies, industry / financial analysts, etc.

– Protect client anonymity / confidentiality– Disclose our identity– Respect confidentiality– No financial / material enticement or coercion– Discussion rather than survey– Multiple contacts typically made within each organization

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• Founded in 1982

• Unbiased third party advice and insight

• Global capabilities: language and proven track record in multiple industries in the global arena

• Understanding of U.S. and global markets and industries

• Interactive, flexible process

• Industry expertise and practice areas

nxtMOVE is a boutique strategy consulting firm based in Reston, VA

• Diverse client base ranging from global industry leaders to private equity groups

• We typically support executive decision-makers in strategy, marketing and development / innovation

• Strong focus in:– Financial Services– Consumer Products– Industrial / Manufacturing– Health Sciences (Pharma, Biotech

and Medical Devices)– Private Equity– Other Industries

Firm Background Client Base

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Industry Focus

Financial Services

Industrial/ Manufacturing

Consumer Products

Credit Card Companies

Insurance Companies

Investment Banks

Private Equity Groups

Financial Information Providers

nxtMOVE has developed industry practices to better serve the needs of our clients

Telecoms & Technology

Health Sciences

Heavy Equipment Manufacturers

Building Products Companies

Automation & Control Companies

Chemical Companies

Aerospace and Automotive Companies

Paper Products

Gift Companies

Confectionary Companies

Homeware Companies

Tool companies

Computer Companies

Wireless Carriers

Information Systems Providers

Medical Products

Pharmaceutical Companies

Medical Insurance Companies