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The way forward isn't always obvious


KNOW WHICH WAY TO GO

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The way forward isn't always obvious


KNOW WHICH WAY TO GO

core growth.jpg

CORE GROWTH


How Will We Win?

At the end of the day, there’s a customer who decides to either buy from you or from your competitor. When you win or lose a sale, do you really understand why?

Strong companies rely on more than market anecdotes and analysis of stale research for making critical strategic decisions. Strategy without insight is simply wishful thinking.

Chartic has proprietary tools to help business leaders chart a course to core market growth.

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CORE GROWTH


How Will We Win?

At the end of the day, there’s a customer who decides to either buy from you or from your competitor. When you win or lose a sale, do you really understand why?

Strong companies rely on more than market anecdotes and analysis of stale research for making critical strategic decisions. Strategy without insight is simply wishful thinking.

Chartic has proprietary tools to help business leaders chart a course to core market growth.

Capitalizing on Change

Case Study


Situation

The global payments industry was being transformed by both new technologies and new competitors.

Our client, a $10B financial transaction company, was beginning to feel their dominant position erode.

They needed fresh insights on where the market was going and how they could take advantage of change to find new opportunities for profitable growth.


Approach

Chartic worked closely with the client to identify opportunities for innovative growth.

We conducted a wide range of analyses from across the various payment processing segments to uncover areas in which new profitable opportunities would emerge.

We then worked across the client organization to help develop clear strategies to take full advantage of emerging market opportunities.


Results

Our client successfully developed and introduced new and innovative payment technologies across a wide range of transaction processing markets, capturing significant new profitable growth.

Capitalizing on Change

How is the competitive landscape changing?

How are these changes affecting our competitive position?

How can we use these changes to our competitive advantage?

Targeting Growth Markets

Case Study


Situation

A $2B analytical instruments company was dominant in the most mature global markets. The only way for them to grow was to target higher-growth emerging segments in which they had minimal share.

They needed to identify which market segments would provide the greatest opportunity and what steps they should take to establish themselves in these markets more meaningfully.


Approach

Chartic worked closely with the client to develop the necessary analytical approach to size alternative market segments, determine who makes the purchasing decisions, what the critical purchase drivers are and to define the critical actions they needed to take to capture share.

We conducted significant primary research in North America, Europe and Asia and collected and synthesized multiple sources of secondary market and competitor data to highlight the greatest opportunities.


Results

Our client was then able to focus specifically on key emerging markets with clearly aligned offerings to enable them to gain meaningful market share that will position them for greater growth as these emerging markets expand.

Targeting Growth Markets

Which market segments offer the greatest opportunity for profitable growth?

How do their needs differ – and what is our relative position?

What specific actions do we need to take to gain additional share and profitability?

Influencing the Influencers

Case Study


Situation

A division within a $100B+ health insurance company found that the number of patient referrals to its specialized hospital network was falling well short of expectations. It recognized that it didn’t have a clear understanding of the overall value chain and who has the greatest degree of influence on patient behaviors.


Approach

Chartic worked closely with senior management to suggest an analytical framework for understanding market behaviors, and in particular who had the ability to influence patient referral decisions.

We combined our primary research with additional industry and market data to develop a clear linkage between specific information and market behaviors.

Based on these fresh insights, we worked with our client to develop a targeted market strategy that focused on specific key influencers in the value chain.


Results

This strategy allowed our client to focus more directly on the influencers that have the greatest impact on how the ultimate care decision is made, enabling them to increase their network of supporters and ultimately the number of patient referrals they received.

Influencing the Influencers

Who has the greatest influence on the ultimate purchase decision?

What factors drive their perceptions and behaviors?

What can we do to influence the influencers?

"I’ve done lots of work with the ‘big three’ strategy consultants who are 80% presentation but only 20% substance. Chartic is 80% substance and 20% presentation. Their work is the best I’ve ever seen."

General Manager for $4B Global Industrial Company
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ADJACENT GROWTH


How Can We Grow Beyond Existing Markets?

Relentless ambition drives the most successful businesses to continually look for growth beyond the constraints of their existing markets. But along with the excitement of exploration into new territory, come more unknowns and more risks. Chartic helps executives make bold, yet sure-footed moves into new markets, so they can enjoy revenue and profit growth while avoiding pitfalls and carefully managing risks.

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ADJACENT GROWTH


How Can We Grow Beyond Existing Markets?

Relentless ambition drives the most successful businesses to continually look for growth beyond the constraints of their existing markets. But along with the excitement of exploration into new territory, come more unknowns and more risks. Chartic helps executives make bold, yet sure-footed moves into new markets, so they can enjoy revenue and profit growth while avoiding pitfalls and carefully managing risks.

Finding New Markets

Case Study


Situation

A division of $2B global chemicals company had achieved considerable success with innovative specialty building products. By maintaining a dominant market share of fast growing markets, they had achieved enviable financial results but as the market matured, they knew that this successful run was peaking. They wanted to know which adjacent markets they should enter to continue their impressive growth.


Approach

Chartic worked closely with the client to understand where the company’s business model, brand, skills, assets and relationships would be competitively advantaged in new markets.

After conducting targeted quantitative and qualitative analysis of potential target markets, we highlighted a set of potential adjacency moves based on the industry economics and trends, the business models of leading competitors and the capabilities required for success.

We helped the client make an informed strategic decision supported with critical insights on fundamental industry attractiveness, actionable synergies and secondary opportunities.


Results

Our client successfully developed an innovative new offering that enabled them to transfer their technological capabilities and brand position into an adjacent and highly profitable market.

Finding New Markets

Which markets offer the strongest, most predictable, growth and profitability?

How should we enter these growth markets?

What other opportunities would being in these markets provide?

Beating the Incumbents

Case Study


Situation

Our client is a division of a $2B specialty engineered products company. While their sales to oil and gas customers were negligible, they believed that they had a strong product line and that a clearer focus on key upstream and downstream applications would enable them to gain significant share.

They needed fresh insights into where to focus their efforts and how to position their offerings.


Approach

Relevant market data for these specific applications was scarce and our approached focused heavily on primary research. Our researched allowed us to develop deep insights into:

  1. The specific customers and applications our client needed to focus on
  2. The key factors that drive customer purchasing decisions
  3. What our client needed to do to unseat the leading competitors

Results

Armed with these insights, our client has been able to target the right customers with the right offerings and channels, which has in turn helped them unseat once-dominant competitors and to produce record sales and profits for the business.

Beating the Incumbents

What makes today’s market leaders so successful?

What are their vulnerabilities?

How can we change the competitive landscape?

Entering New Markets

Case Study


Situation

Our client is a global multi-divisional conglomerate and each of their businesses was focused exclusively on selling to their key customers. However, many of their customers also had a broader set of needs that our client could only address through a well-coordinated effort that would combine multiple products and components from across their businesses into a single, coherent customer offering. Our client was finding it exceedingly difficult to work collaboratively to capture these broader opportunities.

They asked Chartic to help them capture a significant opportunity in the food industry.


Approach

Chartic first confirmed that the market opportunity was indeed highly attractive for our client. We conducted targeted primary research with customers to clearly define the opportunity and to specify the various components and capabilities that each of our client’s business would need to provide.

We then built the investment case to highlight the specific costs and returns.

We worked across all levels of management to help aligned the organization around the opportunity and provided the necessary objectives and process metrics to drive execution.


Results

Sales to this new market segment have grown dramatically, and have very quickly produced multi-million dollar revenues and high-margin growth.

This effort then became the framework for continually identifying and moving quickly across businesses to capture broader market opportunities.

Entering New Markets

What’s our plan to gain a foothold in an adjacent market?

What assets will we deploy (organically and/or acquisitively)?

How will we manage this effort to drive growth and manage risks?

“Chartic is exceptional to work with. I really loved their whole approach for how they listen and scope projects. They are unlike other consultants I’ve worked with who try to sell you something you don’t need. I was thrilled with the project; it was really good value for the money and they over-delivered on what they promised.”

General Manager for $100B Health Services Company
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CORPORATE GROWTH


Where Are We Going?

It is one of the easiest questions to ask, but it can be one of the most difficult ones to answer. Solid data, actionable insights and a facilitated strategy development process are essential for creating strategic direction and real momentum. At Chartic, we work with corporate leaders to chart a course to new growth.

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CORPORATE GROWTH


Where Are We Going?

It is one of the easiest questions to ask, but it can be one of the most difficult ones to answer. Solid data, actionable insights and a facilitated strategy development process are essential for creating strategic direction and real momentum. At Chartic, we work with corporate leaders to chart a course to new growth.

Clarifying the Mission

Case Study


Situation

A $4B global engineered products company was losing market share. They recognized that they needed to overhaul their corporate strategy in order to re-establish their leadership position in their key markets and to take advantage of emerging growth opportunities.


Approach

Chartic facilitated a strategic process that combined critical insights on emerging industry trends with targeted analyses to highlight specific opportunities for innovation and market disruption.

We helped define the specific ways in which our client could provide meaningful, differentiated value to its customers.

Chartic then worked closely with senior management to develop an execution path that prioritized key action items along with the specific responsibilities, metrics and investments required for success.


Results

Our client has since realigned its organization to benefit from synergies across its key businesses, developed a clear criteria for how it would deploy growth capital and entered new emerging markets.

The company has regained its momentum, re-established its leadership position in its key markets and has repositioned itself to capture even greater growth going forward.

Clarifying the Mission

What trends are impacting our industry and how can we take full advantage of them?

What customer problems do we need to solve in the near future?

How can we out-think and out-maneuver our competitors?

Prioritizing Investments

Case Study


Situation

A global industrial products company had significant capital to invest but was finding it difficult to proactively identify and prioritize investment opportunities.

They were largely being reactive to deals that were brought to them, many of which were financially unattractive, too difficult to execute or were strategically too far afield from their core capabilities.


Approach

Chartic worked closely with the company’s strategy, business development and internal M&A staff to identify and evaluate a range of investment opportunities that fit strategically with their overall mission.

In addition, for each potential target company we very quickly performed a wide range of detailed strategic and economic analyses to prioritize each opportunity (factoring in such considerations as underlying market and business attractiveness, expected acquisition premiums, required synergies, and executability).


Results

Armed with this work, our client was able to clearly articulate its strategic direction and earned strong board support for how it plans to deploy its growth capital over the next several years.

Prioritizing Investments

How much growth capital should we deploy over the next 3-5 years?

What new markets should we invest in, if any?

How should our investment intensity differ across our businesses?

What set of criteria should we use to evaluate and prioritize our investment opportunities?

Unlocking Synergies

Case Study


Situation

A large division within a $7B company had just acquired its way into adjacent geographic markets but the synergies anticipated in the original investment thesis were proving difficult to realize.

They needed to quickly identify how they could maximize the value from the acquisition and what specific steps they needed to take.


Approach

Chartic identified three distinct market segments that offered strong opportunities for creating value from the acquisition.

We then worked closely across all levels of the client’s organization to build a cross-business team and then helped direct the team on how together they could capture each opportunity.


Results

Our client re-aligned its resources to focus on the greatest opportunities for value creation, helping to turn a disappointing acquisition into one that unlocks attractive opportunities.

Unlocking Synergies

How can we combine the full range of capabilities from across all our businesses to unlock new value for our customers?

What incentives and organizational structures will drive the right behaviors across our businesses?

What metrics and processes will ensure success?

"They are a real ‘roll-up your sleeves’ strategy firm. They dive into the details and provide much deeper insights than other firms we have used. We have great confidence making decisions based on Chartic’s recommendations."

Director of Corporate Strategy for Diversified $11B Company
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ABOUT CHARTIC


All of our clients’ issues are unique, but four fundamental values underpin everything that we do:

We work with our clients, not for them.

Our limit of one client per market allows us to partner closely on long-term strategic relationships.

Our approach is rigorously analytical and informed by fresh market insights focused on supporting tough strategic decisions.

We guarantee client satisfaction and are proud to maintain a Net Promoter Score of +100 over the past 5 years.

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ABOUT CHARTIC


All of our clients’ issues are unique, but four fundamental values underpin everything that we do:

We work with our clients, not for them.

Our limit of one client per market allows us to partner closely on long-term strategic relationships.

Our approach is rigorously analytical and informed by fresh market insights focused on supporting tough strategic decisions.

We guarantee client satisfaction and are proud to maintain a Net Promoter Score of +100 over the past 5 years.

Who Do We Work With?

 

Client Industries

 

Client Size

Geographical Focus

Leadership Team


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Leadership Team


Steve Wilson

Steve Wilson

Email: steve.wilson@chartic.com

Steve has served as the President of Chartic since founding the company in 2000. Previously he was senior partner at Lochridge & Company and a finance manager at GE.

He has significant experience leading large client engagements and has served on the Board of Directors for companies and organizations including OECO, TruckPro, Human-i-Tees, Bacon Free Library, ACCION USA.

Steve holds an MBA degree with Honors from The Wharton School of Business and a BA from Lafayette College.

Andrew Becker

Andrew Becker

Email: andrew.becker@chartic.com

Andrew co-founded Chartic in April 2000. Previously, he was a principal with Lochridge & Company in Boston, MA and a Consultant at OC&C Strategy Consultants in London, England.

He has over twenty years of experience leading CEO-level strategic market studies in the US, Europe and in Emerging Markets.

Andrew holds an MA (First Class) in Economics and Management Studies from Cambridge University, England.