Churchill Consulting
Level 3 Colonial Building
55 St Georges Terrace
PERTH WA 6000
P 08 6311 7011 F 08 6311 7012
E [email protected]
Market Research to Set Strategy
Stakeholder and customer research to drive competitive advantage
It was imperative that this leading health care provider gain insights into their
stakeholder drivers in order to be more competitive. Churchill was engaged to
identify issues and develop insightful market research. From there, an evidencebased strategy was crafted.
The business challenge
With significant new capacity being developed across Perth, our client faced the challenge of an
increasingly competitive environment whereby key stakeholders have a greater abundance of choice. This
presented a significant challenge to this health care provider as it positioned its business into the future.
Our approach
To address this challenge, Churchill developed a research project that would allow the client to better
understand their market and stakeholders, and consequently drive improvements in their overall strategy
and performance. To do this, Churchill:
• Identified information gaps, drivers, hypothesis and issues to be explored through the research
• Conducted qualitative research with stakeholders to better develop the hypotheses, and identify the
issues and drivers of decision-making
• Conducted quantitative research to:
Calculate base line net promoter and attitudinal scores across different segments
Map and weight the drivers of decision-making
Map the client’s brand versus competitor brands on a perceptual map
• Integrated the market research with strategic planning workshops, thereby delivering an evidence
based strategic plan
Pragmatic solutions
Executives of the business now have a clearer understanding of the priority areas to invest resources to
drive choice.
In addition, the marketing team now know
where the brand associations need to shift
or be reinforced over time.
By taking the time to research and
understand their market and clients, this
health care provider is now ready to meet
the challenges of a highly competitive
market.
About Churchill Consulting
Churchill is a leading independent management consultancy based in Perth
Western Australia. We bring the right minds and fresh thinking to solve your
complex business problems.
Churchill Consulting ABN 123 092 973
Level 3, 55 St Georges Tce, Perth WA 6000
T+61 (8) 6311 7011 F +61 (8) 6311 7011
[email protected] W churchill.com.au
Helping leading business to improve their performance