01
Client context
The firm had added services opportunistically and its portfolio had become fragmented.
02
Business challenge
Leadership needed a fact base to decide where to focus investment.
03
Research objective & questions
Assess each service on demand, competitive strength and profitability, and recommend a focused portfolio.
- Which services are growing in client demand?
- Where does the firm have a competitive advantage?
- Which services cross-sell well together?
- Which services should be grown, reshaped or exited?
04
Methodology & approach
- Client interviews
- Current and past clients.
- Market demand review
- Trends by service area.
- Internal data review
- Revenue, margins and cross-sell patterns.
- Portfolio workshop
- Leadership prioritisation.
05
Sample & geography
- ~20 client interviews
- ~6 expert interviews
- Geography — India and Southeast Asia
06
Key findings
- Two services drove most cross-sell into larger engagements.
- Some low-margin services were valued only as add-ons.
- Clients wanted integrated advice rather than separate services.
- Competitors were consolidating around fewer, deeper offers.
07
Business implications
- Focus investment on two anchor services.
- Bundle add-on services rather than selling separately.
- Exit or partner for non-core services.
08
Outcome
The firm received a portfolio assessment and a focused growth plan.
Example engagement — Shows how Hoog approaches this type of question. Not a specific client project. Findings are directional.