TNT Post is the incumbent postal company in the Netherlands and with 80.000 employees the largest employer in the country. Since its privatization TNT Post has transformed itself from a government organization into the most efficient postal operator in the world. TNT Post is the mail division of TNT N.V. 

Situation

As Sales Director Strategic Accounts I had been experiencing at first hand the extent to which our large clients, like telco's, utilities, banks and insurance firms, were experimenting with electronic means of invoicing and billing. This posed a clear threat to our traditional core business of physical distribution, but also created an interesting opportunity! We wanted to investigate this new business opportunity of Electronic Invoice Presentment & Payment (EIPP), and looked for a strategy consultant to complement our own team.

Why Nolan, Norton & Co.?

The key aspects that consultant should bring to the table were a thorough experience in framing and reviewing new business opportunities; the capability of checking the market validity and feasibility of this concept; an understanding of and familiarity with our organization and culture. After a comparison of multiple firms, we selected Nolan, Norton & Co. for their track record, the clear and result-oriented approach, the positive previous experience a number of my colleagues have had and the personal fit.

My experience?

Value for money! They really proved that they were co-responsible for the project. They adapted their planning to our internal decision-making process and worked very hard to deliver high quality results in time. The models they used were tailored to our specific situation and they convinced us on several occasions to dig deeper and really think through potential development scenarios for our propositions. And they are fair: they know their own limitations and are focused on realizing the project result within the agreed budget, instead of on selling extra hours. They really helped us prepare the right case as a basis for decision-making by our Board.

I found their consultants to be passionate, smart and hard working people, who were self-confident without being arrogant. All in all it was a very pleasant experience!