Case Studies

Turning Strategy into Measurable Growth

Building Partnerships to Unlock New Markets

Challenge:
As its domestic market matured, the company needed to pursue projects beyond its traditional core capabilities. The key question: where to take on more risk to drive sales and justify higher returns.

Solution:
Vallard guided the expansion into growth sectors by:

  • Identifying projects that combined familiar core work with new, higher-value elements
  • Securing joint venture partners with proven expertise in adjacent industries
  • Establishing a clear risk-sharing and governance framework for joint delivery

Impact:
Secured two large projects in a new sector — both with different partners — achieving returns above core business levels and validating the company’s expanded risk and capability profile.

Profitability Transformation in Service Contracts

Challenge:
In a highly competitive long-term services market, the client faced eroding margins both at bid stage and over contract life. The goal: reverse margin decline while remaining competitive.

Solution:
Vallard designed and implemented a profitability turnaround strategy:

  • Re-negotiated key long-term contracts for improved terms
  • Re-trained the sales team in value-based selling
  • Re-engineered the standard contract to balance flexibility and risk
  • Built a dynamic commercial risk model, updated by operations, to anticipate margin erosion

Impact:
Delivered multiple contract wins with improved margins, better client alignment, and stronger long-term profitability. The new commercial risk model provided predictive insight into future performance across sectors and regions.

Value Selling in a Commoditised Market: 1 + 1 = 3

Challenge:
Business units were selling separate products to the same customers in an increasingly commoditised market, causing pricing pressure and missed cross-sell opportunities.

Solution:
Vallard created a unified “horizontal” market strategy by:

  • Developing multi-product, value-led package offerings
  • Simplifying customer engagement and enhancing solution appeal
  • Designing innovative funding options leveraging internal and external partnerships

Impact:
Secured several high-margin wins versus single-product competitors, unlocked new customer segments, and expanded into previously inaccessible markets. The approach also fostered long-term customer partnerships and sustained revenue growth.

Selling a Business in a Depressed Market

Challenge:
A publicly announced sale of a loss-making business in a depressed, highly regulated market — under a tight deadline and political uncertainty.

Solution:
Vallard led a strategic sell-side process by:

  • Bundling assets to prevent cherry-picking and maintain value integrity
  • Developing a detailed turnaround plan as part of the buyer proposition
  • Preparing contingency plans to mitigate political and market risks

Impact:
Achieved a full business sale to a single buyer within the required timeframe and ahead of anticipated political disruption — preserving value and credibility in a challenging environment.

Driving Growth. Managing Risk. Delivering Results.

From profitability transformation to cross-border expansion, Vallard helps organisations turn strategic ambition into tangible business outcomes.