Energy

Challenge: Global energy company needed to build sustainable revenues in IT with their business to business clients. Where were they leaving money on the table?

SUMA Partners process: Field interviews and working sessions throughout Asia Pacific and Europe .

Length of initial engagement: 3 year engagement.

Insights: GenEnergy was viewed as an “order taker”, versus a trusted advisor who could anticipate strategic customer requirements. SUMA Partners created and rolled out a global process for GenEnergy to transition them from a transaction approach, where IT installations were the focus to a consultative offering, based on long-term customer satisfaction.

Result: 40% increase in customer retention. Development of new service offerings, designed to anticipate customer needs in the IT arena.