Case
Study: New
Business Development
|
The
Task
|
Define the
technical requirements, the business process and work flow, and define the
marketing infrastructure to monitor sales leads and follow-up for a new
business that offered CD-ROM based Internet Service Provider (ISPs) Sign-up
discs.
|
The
Client
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A new product
development department of 3M.
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The
Situation
|
3M needed
to define the infrastructure and processes to set up a new area of business
adding value to its CD-ROM production capabilities. They had developed the
technology for this endeavor, but needed help commercializing this new business.
They were looking for optimum processes to be developed that would efficiently
and effectively support their launch of this new product. The infrastructure
and processes to support this effort needed to be defined and placed into
action. This was a new business unlike any other 3M had created.
|
The
Action
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The processes
from sales, order taking and processing, customer requirement development,
quality and testing, to production and shipping were all review and analyzed.
This entire process was flow charted and laid out in an easy to follow manner
with recommendations for implementation.
|
The
Results
|
| Not only was
3M ready to launch this new business, they were able to repurpose some of
this as a model for other new business development efforts. The sales have
grown at a rate that rivals or exceeds other new launch efforts. Customer
satisfaction has rated very high. |