The opportunity

The client had completed a market sizing of their book and the respective industries that were underway with transforming their operations into registered projects to generate ACCUs (Australian Carbon Credit Units) via the Clean Energy Regulator. They had also recently signed the NZBA (Net Zero Banking Alliance); hence, the importance of designing and delivering a customer centric value proposition to assist their customers in their decarbonisation strategies was critical.

How might we create / add value for our customers on their Carbon Journey.

Initially, the client wanted to understand the opportunity space within these ACCU generating industries and how might the organisation assist them in this journey. However, after a number of customer interviews, it became apparent that the scope was narrow and would not deliver the optimal outcomes that the organisation needed to deliver to a large and complex customer base. An overarching strategy was required factoring in all customers, ranging from industrial fugitives through to green entrepreneurs, small and large enterprises. 

The outcomes of this project did not align with many of the initial assumptions. After a number of refinements, the final concepts tested provided opportunities that were tightly aligned to the core capabilities of the organisations and offerings that will deliver true value that would not be attained by other key relationships to their organisation. 

As with all Strategy projects, they are long-term, and the benefits are yet to be realised. However, the following plan was delivered to achieve long term outcomes for both the customer and the organisation:

• A targeted roadmap of propositions covering product, services and offerings that would achieve the needs of the various customer segments as well as the organisations responsibilities to the market and testing of these propositions to understand their viability in the future versus an immediate need that will become redundant due to the nascency of the industry.

• Recommendations of a number of organisational wide platforms and activities to achieve systems wide outcomes with long term reporting benefits and intelligent data products.

• Overarching insights of the market.

• Insights into the perceptions of the organisation and customers expectations of our clients role and responsibilities versus that of the industry and the respective players.

• A clear understanding of the end to end carbon value chain and areas of uplift and opportunity.

• Current state thematics - which aligned to the outcomes of the Chubb report delivered 7 months later.

• Customer Value Propositions for the various segments.

• Customer profiles with behavioural attributes.

The outputs provided clear next steps to commence transition into the respective opportunity spaces with continued co-design engagement to ensure the initial intent and design principles were upheld. 

M&A was engaged along the project for any identified opportunities for them to proceed with.