Providing an agile commercial strategy in response to the Covid-19 outbreak

The Challenge

Providing an agile commercial strategy for the UK’s largest B2B Safety company in response to the Covid-19 outbreak.

Having written a complete commercial strategy for Arco, entailing a 3-year plan and a 10-year compass, the COVID-19 outbreak struck, and we were engaged once more to deliver a fast and adaptable strategy to deal with the sudden increase in demand and environmental uncertainty.

The Solution

1. Understanding Market Impact – we conducted deep data analysis and internal stakeholder interviews to understand the macro-economic shifts in the market and the impact that the pandemic was having on consumer behavior.
2. Reappraising the Strategy – we used this insight to reassess the existing strategy and refocus the plan on high priority areas, allowing for agility and flexibility in the planning process. We identified what elements were vital, what elements should be added in, and what elements should be deprioritized as a result of the COVID-19 crisis.
3. Building an organization to win – we took the implications of this new strategy, and discerned the optimal organizational structure, and how best to manage the changes to ways of working and new-found capabilities.

The Result

We built a strategy which enabled Arco the adaptability to capitalise on COVID-specific demand and set them up for long-term sustainable success within a heavily disrupted market.