An Exploration of Customer Needs & Pain Points for Industrial Water Treatment Equipment Procurement
Situation
Our client was looking to better understand customer needs, pain points, and general dynamics across the industrial water treatment market in North America.
Objective
The objective was to leverage insights from direct customer feedback to drive strategic innovation, enhance customer satisfaction, and strengthen the competitive advantage.
Our Work
10EQS explored customer insights, market alignment, pricing strategy, innovation & improvement, emerging technologies, and brand assessment across industry verticals including oil & gas, food processing, mining, and EPCs. 10EQS further evaluated the specific needs, preferences, and challenges of key stakeholders within the buying center including Procurement, Lead Engineers, and Plant Managers for both EPCs and end users.
Project Team
- Ex-BCG Management Consultant with extensive industrial and manufacturing industry experience
- Associate Consultant conducting secondary research
- 10EQS Delivery Operations (=PMO) providing quality assurance, process management and expert recruitment
- 15 industry experts
Industry experts (excerpt)
- Lead Mechanical Engineer: Water Treatment – Global EPC (US)
- Director, EH&S – Global CPG Company (US)
- Senior Leader: Regional Water Management – Natural Resources Company (Canada)
- Senior Procurement Engineer – American Mining Company (US)
- Principal Environmental Advisor – Global Integrated Fuels & Lubricants Company (Canada)
Results
The insights helped our client improve their selling processes by assessing vendor selection criteria including the use of preferred vendor lists, the importance of brand awareness, and the solicitation of bids. 10EQS provided recommendations covering potential markets for entry and refinement of the client’s service offering.