Our client in this case was a leading Telecom operator active in both fixed and mobile telecommunication networks and related services. Although the client was market leader in both fixed and wireless networks, it experienced increasing competition from new entrants, mostly in the area of data/internet and mobile services.

Client Issues

The client faced a number of challenges:

• Increasing competition by new entrants from adjacent markets
• Limited capture market size due to geographical and demographic constraints
• Liberalisation of the market
• Deteriorating financial performance
• A fragmented business model with limited synergies between the operating companies
• Technological limitations for expansion, such as constraints in terms of bandwidth, long-distance capacity and standards

NNC contribution

NNC was asked to:

• Perform an analyses of the actual market size per customer and product segment as well as the expected market growth and potential
• Perform an analysis of available technologies, trends and constraints
• Assess the current organisation model, in terms of structure, capabilities, culture and financial performance
• Develop a coherent mission statement and value proposition
• Develop a new business model and company structure
  

Results

With our assistance the client defined a realistic and actionable Business Strategy for the period 2003-2006, consisting of:

• Client and market developments
• Stakeholder analysis
• Technological developments
• Value proposition to the client
• Business model
• Opportunities for partnerships
• Mergers and acquisitions
• High-level financial impact
• A high-level implementation plan