This client was in the process of updating their business development plan and desired competitive intelligence on the accounts they’d won and the accounts they’d lost over the past year in order to gather information about their own strengths and weaknesses as well as the threats and opportunities that may exist with their competition.

One of the largest surface transportation groups in the world needed to understand market size and opportunities for transit services and fleet maintenance across multiple sectors.

The client wanted to understand the market opportunity and key strategic issues for capturing more of the B2B large ticket payment transaction business in Canada. They recognized that economics or fee costs would be a stated barrier, so they desired to drill deeper into this issue to test price structures and incentive offerings, the impact on costs of goods sold, the importance of immediate receipt of funds, fees vs. discounts and factoring, the impact of electronic payment systems and procurement practices, the requirement for detailed data reporting, etc.