The Challenge
Our client, a state-owned utility, is undergoing transformative changes and needed to refresh its approach to developing business with existing and new clients.
The Solution
Our experienced consultants supported the client by developing a customer segmentation approach as well as defining requirements for new client network connection projects. The team prepared options incorporating client feedback to develop a range of potential scenarios for the revised key account management and segmentation methods. These scenarios were then applied against our clients’ Customer Relationship Management (CRM) system outputs and the business development approach was refined.
Our outcome-based approach was able to engage all relevant stakeholders effectively and resolve long standing issues around key account management for Grid connected Renewable generator and industrial load customers.
Our consultants further analysed the activity of customers and their importance. As part of this analysis, we were able to recommend applicable software packages to further automate the growth in network customers.
Devbase Impact
The refined business development process allowed the client to prioritise customers and optimise resource allocation. We achieved outcomes in resolving longstanding issues to move our client forward in its transformation to manage a steep ramp in volume of renewable network connections over the coming years.
