Helping a drinks brand know where to play and how to win

Helping a drinks brand know where to play and how to win



Project period:

6 months

Services used:

Business Growth Strategy


The Challenge


In a rapidly changing and uncertain market, Twinings wanted to know exactly where to focus to drive growth across the next 5 years.

They required us to help them identify the channels, shopper and consumer needs that offered the most attractive options to grow sales and profit. The business also needed our viewpoint on the resources and capability required to succeed, as well as guidance where to focus their investment.

Our job was to provide clarity and clear choices, offering a strategic approach and budget setting process for the business and key stakeholders.

The Approach


We developed a commercial and channel strategy for the next 5 years using our business growth methodology, which we refer to as ‘where to play and how to win’.

This strategy defined the sources of growth, how to deliver it and what the profit ambition looked like.

Working with the Client Leadership team, we used our market modelling tool to identify and quantify the growth sources, together with our ‘Where to Play’ Analysis tool to segment the range, channels and customers into the most attractive options to drive future growth and profit.

Our ‘How to Win’ methodology was then used to develop the key value drivers, strategies and tactics to deliver the growth ambition and to prioritise the key resources and investment on the most attractive options.

Our approach provides clarity and clear choices about the future, helping clients to navigate the complex, uncertain and changing world facing Commercial teams.

The Outcome


The outcome was the delivery of a clear commercial strategy with 6 key value drivers and enablers that would help to deliver future growth. We also supplied account plans by channel and major customer, with defined strategies and tactics for each. The client received quantified plans to deliver the 5 year ambition for growth and profit required.