B2B Products and Services

We develop and provide superior insight to the winning business models in complex B2B products and services sectors.

Our areas of expertise cluster into areas with common winning formulas:

  • The Built Environment: Making money where others fail in tight margin, superficially mature, industries
  • (B2)B2C Services: Traditional ecosystems undergoing rapid consolidation and value chain shifts
  • Outsourcing: Redesigning value chains to be structurally more effective
  • Science and Compliance: Turning innovation and risk functions into high margin businesses

Within these areas, we bring together end-customer insight, operational excellence, and in-depth sector knowledge in six key sub-sectors where we have unrivalled experience;

We develop and provide superior insight to the winning business models in complex B2B products and services sectors

Our Thinking

Reaction time

The Global FM market has entered a period of significant change

Tic-Tock

Testing, Inspection and Certification (TIC) services has been a highly attractive market on the agenda of major investors across the globe. However, growth rates have declined significantly since 2012, with average growth of 11-16%pa dropping down to just 6% in 2014. Oil & Gas and Mining are no longer powering this sector, and M&A is proving increasingly hard to exploit

Sink or swim

Too many of the world's leading B2B Services firms are at risk of revenue and margin decline - and only a few are acting with sufficient aggression to pursue their next wave of profitable growth

Global Warning

The B2B Services sector is diverse but contains some of the world’s most successful businesses.

Second globalization

In the course of 2012, Wendel has asked OC&C Strategy Consultants to assess the effects of the globalization of economies on both management practices and governance models of major multinational corporations. They have kindly allowed us to publish this summary

Moving Into The Fast Lane

The B2B Services sector is a huge and profitable market, but poorly understood, and typically given much less attention than more mature consumer-facing industries. As a result, grasping the realities of how this sector functions can be a source of tremendous value

Pricing For Profit

Companies tend to set their prices too low in the business-to-business market. Regardless of pricing policy, some customers end up paying a price that is not justified by the amount they buy or the costs that they incur. And that is perhaps putting it mildly. As a result, you get lower margins, year after year

Higher And Higher

As Western economies are showing hesitant growth paths and uncertainty is freezing investment plans, growth options are dwindling for multinational companies (MNCs) and many heads are turning to China

The Fog Is Lifting

For decades, customer service has been poorly understood – an afterthought to the proposition, a cost to be managed, or worse a series of independent and uncosted decisions which add up to an unplanned customer service experience

Cause For Celebration?

To their relief, most retailers pulled off a good Christmas after a fraught year. As the festive trading season nears its end, Lisa Berwin examines the key findings from OC&C’s Christmas Trading Index

Consolidation Prize

B2C Services is big business – around £80bn in the UK alone – but in contrast to retail, most B2C services markets are highly fragmented: the top players in aggregate often account for less than 20% of share, and independents thrive

Show Of Strength

Twelve months ago we compiled an Index evaluating 50 of the leading FM businesses in the UK, aiming to spark some debate, particularly as FM is rarely seen as a coherent industry – even by many participants

Navigating Turbulent Waters

Despite the economic storm, European software cuts a dash through choppy waters

The New Rules Of Law

Historically, legal has not been a primary lever of bottom-line improvement strategies. This is understandable. The legal function is unique with its own language, culture, and objectives, and deciphering the nature and fair value of specific legal activities can be difficult for non-practitioners

Lean mean selling machine

In today’s tough climate, many businesses think cutting costs is the only way to drive profits. But top line growth is still possible

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