What We Do

Core & Adjacent Market Growth Strategies

We help our clients grow faster than competitors. We pinpoint the specific areas that are rich in opportunity for exceptional growth and superior margins. We arm clients with data-supported insights that cut through the noise, allowing them to make decisions with speed and confidence. Our consultants are experts in the development of both Core and Adjacent market industrial growth strategies. We answer our clients’ most critical questions, including:

Prioritizing Strategic Focus

“Where do I invest my resources?”

  • What is the size and structure of the market & which segments are most attractive?

  • Where will the growth come from and where is the greatest potential for margin?

Beating the Competition

“How will we beat competitors?”

  • What is our market share & where is the opportunity to capture additional share?

  • What factors influence the ultimate purchase decision and where are the key leverage points that we need to influence?

Building the Future

“How will we stay ahead?”

  • How might new technologies & evolving market dynamics shape our business?

  • How can we leverage the power of new technologies to provide exceptional value and build even tighter relationships with our customers?

Growing Beyond the Core

“What new markets to pursue?”

  • What adjacent markets should we consider - and which are most attractive?

  • What assets can we leverage and what acquisitions should we make?

Example Project Types

  • Not all customers are created equal but it’s often hard to know where to invest to deliver the most profitable growth. Our strategies identify, prioritize and target specific segments of customers based on:

    1. Attractiveness [segment size, projected growth, profitability to serve]

    2. Actionability for our clients [receptivity to clients’ offerings, targetable needs, competitive barriers]

  • AI-enabled digital twins, remote monitoring and predictive maintenance all offer tremendous advances in cost efficiency and risk reduction in industrial markets. At the same time though, there are real – often really big – hurdles to overcome in convincing industrial customers to change the way that they work. Our projects explore both the economic value creation as well as the actions required to overcome barriers to adoption.

  • People who work hard on one-time project sales are often envious of the recurring revenue and fat margins of subscription businesses and see services as an obvious growth opportunity. Digital tools have now made it possible to sell capital goods ‘as a service’. Our projects support industrial clients to investigate these game-changing opportunities and to understand the costs and risks of investing in the new capabilities they need to compete as a services provider.

  • To support clients exploring adjacent market growth with a specific candidate our recommendations focus on answering one critical question: how successful will this company be? Our data-led approach considers three sources of growth:

    1. Market: The attractiveness/risks of their served markets

    2. Competitiveness: Focus on understanding what has driven their competitive success to date and how are they positioned for the future

    3. Synergy: How will our client turbo-charge their success? How robust are hypothetical synergies such as brand, channel and customer relationships?

  • When exploring new markets, the aperture is open wide. In projects to prioritize which areas to pursue we keep the scope manageable and deliver actionable results quickly by targeting our research and analyses to answer only the most critical questions:

    1. How will each market evolve over the next few years? What will the economics look like for suppliers?

    2. Who is best positioned to capture the value? What are the entry barriers for our client and how actionable are potential M&A candidates?

How We Do It: The Chartic Difference

There are many ways in which Chartic stands apart. First and foremost is our passion for our clients’ success. This passion is manifest in the “Five Chartic Differences” which helps to explain our success over the past 23 years.

Difference #1:  We Get ‘Impossible-to-Get’ Data

Industrial markets are complex. There is no shortage of anecdotes about what customers want and how competitors win. Unfortunately, too often there isn’t enough useful data readily available to actually know what’s real and what’s fantasy. We thrive in this environment. We know what data is critical and we know how to obtain it. Our 360-degree data collection programs are designed to capture information from participants around the world. We pulse competitors, sales channels, specifiers, suppliers, and myriad customers and various decision makers. We identify the key influencers, and we know how to probe for, listen to, interpret and understand their unique perspectives.

Difference #2:  We Turn Fragments into Data Mosaics

Accurate data forms the foundation of all critical decisions, but for many industrial markets, critical data is either incomplete or inaccurate.  We know where the most useful data fragments are and how to collect them.  We understand the importance of pressure-testing each data element to evaluate its usefulness and veracity.  Our data triangulation techniques combine these fragments to create a complete & coherent understanding of the market.  We empower our clients to make informed and confident decisions.  Nothing makes us more delighted than to see our clients succeed by using our data and analyses to out-think and out-maneuver their competitors.

Difference #3:  We Go Directly to the Source

The best competitive insights come from people who matter most –customers.  Our recommendations are communicated from the specific and personal perspective of customers, influencers and decision makers.  That requires that we get into the trenches with them.  That we spend time seeking them out – no matter where they are – to understand how they think, what their motivations are, what problems they’re looking to solve, what needs they are trying to address, why they make the decisions they do, and how they might behave differently under different circumstances.

Difference #4:  We Build it With You

At Chartic, we don’t deliver work to our clients, we work together with them. Because we only work with one client in any market, we can work in partnership to address their most strategic issues collaboratively and completely transparently, without the threat that anything could be shared with competitors. Our clients have a wealth of experience and insights that we can complement with our fresh research and analysis to create breakthrough strategies that deliver results in the real world.

Difference #5:  We Focus on Action and Execution

The best analysis in the world is useless if it doesn’t lead to any action. We believe that our clients are central to all that we do and that they are best served when we work closely and iteratively together throughout our engagement. We work to build consensus.  We encourage open and honest discourse.  We review progress frequently to help force us to distill our learnings quickly and so that we can continually optimize how and where we focus our resources.  Many of our clients engage us to facilitate organization-wide efforts to execute strategy and evaluate success. 

“I’ve done lots of work with the ‘big three’ strategy consultants who are 80% presentation but only 20% substance. Chartic is 80% substance and 20% presentation. Their work is the best I’ve ever seen.”

— General Manager for $4B Global Industrial Company