The Problem
A Big 4 consulting team was advising a European industrials company on entering the North American water treatment market. They needed to understand the competitive landscape, regulatory environment, and customer buying behavior across three segments. The partner presentation was in three weeks.
Our Approach
TCE designed a 12-expert program spanning municipal water operators, industrial water treatment buyers, and former executives at the two dominant market players. Calls were sequenced so that early conversations informed later questions, building a compounding intelligence mosaic.
Featured Expert
Former Director of Business Development at a leading water treatment company, responsible for the industrial segment across the Midwest and Southeast. Deep relationships with key accounts and firsthand knowledge of competitive pricing dynamics.
The Outcome
The consulting team identified a segment-specific entry strategy that the client's internal analysis had missed entirely. The expert research revealed that the industrial segment had lower barriers to entry and higher margins than the municipal segment, contrary to the client's initial hypothesis. The partner presentation led to a $2.5M phase-two engagement.
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