From the starting grid: Strategic Growth Accelerations

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Danone engaged GTI Consulting to support one of its key European strategic priorities: driving Away from Home growth.

Since the beginning of the collaboration, GTI has supported Danone across multiple countries and categories through initiatives spanning market sizing, capability assessment, information management, and strategic formulation.

In the Away from Home environment—where markets are highly fragmented and competitive—defining clear channel priorities based on both growth potential and execution feasibility is a critical first step. GTI has advised Danone throughout this process and is currently supporting the assessment and development of Route-to-Market capabilities, both internally and through strategic partnerships.

The collaboration aims to enable sustainable, multi-category double-digit growth in Danone’s Away from Home markets across Europe, establishing a scalable and repeatable model while strengthening the group’s expertise in this strategically important channel.

Year: 2025

The Coca-Cola Company's (TCCC), one of our bigger recurring clients, recently mandated GTI Consulting in one of its four globe regions for a highly confidential strategic project aimed at assessing the company's regional presence, competitive landscape, and strategic pathways for success.

While the specific details remain confidential due to the sensitive nature of the work, the project involved an in-depth financial analysis of potential strategic moves by TCCC and its competitors. This analysis examined their relationships and interactions across key battleground geographies, product categories, market segments, and brand portfolios.

The project concluded successfully, delivering critical insights that have been incorporated into TCCC's regional Long Range Plan, providing a robust foundation for informed strategic resource allocation and future regional growth.

Year: 2024-5

GTI Consulting was commissioned as a specialized non-Pharma advisor for a project focused on re-evaluating and refining Merck's Enterprise Go-To-Market approach, global presence, and governance model. The objective wasto optimize growth, profitability, and impact across both developed and emerging markets, while navigating diverse pharma market dynamics such as generics versus branded products.

Provided an external perspective, drawing insights from the FMCG sector and applying them to the pharmaceutical industry. Collaborated closely with the Enterprise Strategy team to analyze current practices and advise on key organizational principles for enhancement.

Merck is currently in the process of resetting its global governance model, incorporating several of the recommended principles to drive strategic alignment and effectiveness.

Year: 2022

Lesieur Cristal appointed GTI Consulting as Consultant and Specialized Advisor to formulate its Sub-Saharan International Expansion Strategy, with a particular focus on operational aspects and entry into the sub-Saharan markets.

Conducted a comprehensive review of market dynamics and distribution channel trends, culminating in the design of an optimal route-to-market strategy. Identified and evaluated potential business partners, fostering high-level engagements with selected candidates.

Lesieur has, since than, been leveraging market entry plans and partnership options to drive growth in the African continent.

Year: 2021

GTI Consulting was appointed by Coca-Cola & Refriango to spearhead a Growth Acceleration & Transformation Plan within the Non-Alcoholic Business Unit.

This comprehensive, long-term project is aimed at expediting and augmenting Refriango's ongoing transformation from an independent Angolan beverages player to a fully diversified beverages portfolio company, designated as a Coca-Cola bottler for the territory.

The transformational strategy centers on the 6 C's framework:

1. Channelization: Streamlining distribution channels for enhanced efficiency.
2. Capillarity in RTM: Strengthening reach and penetration in the route-to-market strategy.
3. Coca-Cola Quick Wins: Identifying and capitalizing on immediate opportunities within the Coca-Cola brand portfolio.
4. Creation of Consumer Value: Enhancing consumer experience and value proposition.
5. Capability Development: Investing in IT infrastructure and human resources to build organizational capacity.
6. Coordination: Aligning people and processes for seamless execution.

Refriango progressed towards double-digit growth, exceeding 40%, with change management initiatives meticulously designed to minimize disruption to ongoing operations.

Year: 2023

GTI Consulting partnered with one of the top French Strategy Consulting Companies to lead a commercial excellence project with Nestlé Ecuador.

Conducted an extensive remote assessment involving numerous interviews across all functions and seniority levels to identify commercial optimization opportunities. Based on the findings, developed a 100-day plan focusing on strategic and commercial portfolio priorities, structural redesign, and implementing team incentives and gamification strategies.

The initiative swiftly yielded early successes and is slated for expansion to other operating countries in 2022.

Year: 2022

GTI Consulting successfully led the post-acquisition transformation of Terramar, a leading Food Import & Wholesale group in Mozambique. The project focused on key areas, including Growth Strategy, Commercial Excellence, Cultural Change, Capability Development, and Organizational Restructuring.

During the initial phase, we reassessed and refined Terramar’s strategic growth plans, designed an actionable transformation roadmap, and developed enhanced commercial processes, capabilities, and organizational structures.

Our dedicated project team included a full-time Senior Manager onsite and a part-time Senior Consultant, ensuring continuous support and expertise throughout the transformation journey.

The initiative positioned Terramar for substantial growth, with the company on track to achieve a targeted 40% increase in 2024, propelled by the comprehensive transformation plan now in place.

Year: 2023-2024

CTT, a valued repeat client of GTI Consulting, successfully mastered and independently executed the pricing strategies recommended during an earlier Revenue Growth Management (RGM) project (detailed below on this page). This achievement highlights GTI's dedication to practical implementation and our unwavering commitment to supporting clients until they achieve complete success.

Building on this foundation, CTT Expresso engaged us to explore their Route-to-Market (RTM) strategy. Our objective was to analyze market development trends, identify potential risks, and uncover new engagement opportunities with brokers and other indirect sales channels.

To address these goals, we developed a comprehensive strategic partnership framework and facilitated discussions and negotiations with key clients. Our approach focused on driving growth through four pillars: “More Customers,” “Better Customers,” “Enhanced Service,” and “Reduced Costs.”

The project has successfully concluded its initial phase and is now transitioning into the implementation stage.

Year: 2024-5

GTI Consulting partnered with one of Europe’s most prestigious consulting firms - renowned for its expertise in Revenue Growth Management and Route-to-Market - to collaborate on a Commercial Excellence project with Pari Mutuel Urbain (PMU). The initiative aimed to assess field force performance and identify key opportunities for development.

As part of the engagement, GTI conducted extensive customer interviews and accompanied sales representatives in the field to gain first-hand insights into the effectiveness of PMU’s value propositions across channels. The analysis explored the balance between prospecting and servicing existing points of sale, call frequency, in-store time allocation, and the quality of activation during store visits.

Based on this comprehensive audit, PMU is now implementing a series of initiatives designed to enhance salesforce efficiency and adapt value propositions to the evolving needs of new customer segments.

Year: 2024

GTI Consulting was retained by one of the Big-3 MBB Strategy Consulting Firms as an External Consultant, Team Coach, and Special Advisor for Johnson’s Controls International's growth acceleration program.

Led the prioritization of new business leads across seven countries (UK, Brazil, Chile, Mexico, Colombia, and Middle Americas) and ten industry verticals (Data Centers, Chemical Industries, Energy, Food & Beverages, Healthcare, Hospitality, Infrastructure, Logistics, Mining, Pharma). Directed commercial teams in their customer acquisition efforts and crafted cross-category value propositions, including recommendations for a Winning Portfolio, reference cases, and the preparation of concrete business proposals.

As a result of the program, significant growth has been achieved, and members of the customer team have progressed to more senior positions in larger geographical areas.

Year: 2021-2022

GTI Consulting collaborated with a leading Portuguese Consulting Firm to consult CTT Expresso on a project focused on enhancing revenue growth and commercial excellence through pricing and optimizing gross-to-net trade terms.

Created a strategic framework for establishing annual price adjustment targets across industry sectors and customer segments, integrating strategic, transactional, and behavioral factors. Rolled out guidance for price increases in 2024, complete with necessary commercial implementation and tracking tools. Provided counsel on refining incentive structures and introducing peer pricing gamification to reinforce the adoption of revenue optimization strategies.

CTT Expresso swiftly implemented the price optimization recommendations in 2024 and eagerly anticipates further collaboration to explore new initiatives in bolstering customer loyalty and refining route-to-market strategies.

Year: 2024

GTI Consulting partnered up with a prestigious Portuguese Consulting Office to provide strategic guidance to MDS Global Insurance Brokers & Consultants regarding their Portuguese Go-To-Market Strategy.

Crafted a specialized Go-To-Market audit model tailored for the insurance market, deploying it to pinpoint key opportunities for reinforcing MDS's "Broker of Excellence" reputation and expanding its footprint in the corporate segment.

In response to the findings, MDS is reassessing its segmentation model, refining strategic growth priorities, optimizing resource allocation across segments, and realigning its commercial team to ensure alignment with its overarching objectives.

Year: 2022