The challenge
EPCs sit at the center of capital projects across many industries, yet each segment has its own buying dynamics, priorities, and decision-making processes.
A one-size-fits-all approach made it difficult for the client's commercial team to engage EPCs effectively. The client lacked a clear, fact-based view of the EPC landscape, including how EPCs are segmented, where the client stood in terms of market share, what pain points and priorities EPCs held today and for the future, and how they preferred to engage with providers.
Without this insight, it was hard to know where to invest or which gaps in go-to-market execution were holding growth back.
The solution
The client engaged BCE Consulting to develop industry-tailored strategies and tactics for engaging and serving EPCs across all ten segments.
BCE conducted approximately 55 primary research interviews with EPC stakeholders to build a fact-based view of the market. The research characterized, mapped, and segmented the EPC landscape, and analyzed each EPC's U.S. market share, pain points, and current and future priorities. It also examined how EPCs want to engage with providers and mapped their decision-making processes.
BCE then identified gaps and opportunities to improve the client's go-to-market approach, translating the findings into segment-specific strategies and tactics for the commercial team.
The results
The engagement identified significant white space for the client to grow through targeted investment across the EPC landscape.
It also flagged areas where the client was underperforming because of its current organizational structure, team composition, and operations.
Together, these findings gave the commercial team a clear, evidence-based view of where to focus investment and which structural changes to make to better engage and serve EPCs across the ten segments.
