Business strategy and intelligence consulting: what it does and when to hire a firm

A business strategy and intelligence consultancy combines market analysis, customer understanding, data, and business experience to identify opportunities and guide their implementation. Its work spans positioning, products, marketing, sales, experience, and revenue, based on each company's objectives and stage of development.

For business leaders, this support is relevant when entering a new market, increasing returns on acquisition, growing revenue from existing customers, strengthening perceived value, or developing new offerings.

This means understanding how the business gains market presence, delivers value, and generates results. A change in the offering affects communications and the sales approach. Customer experience influences retention, referrals, and repeat purchases. The profile of customers coming through acquisition channels affects conversion and profitability.

Business strategy and intelligence examines these relationships to determine where to act, what to build, and how to track results.

What a business strategy and intelligence consultancy does

The consultancy examines your company's context and develops courses of action tied to commercial objectives. The work combines internal information with research and analysis of the environment in which your business competes.

Key areas include:

• Market: demand, competition, segments, buying behavior, and expansion opportunities.

• Positioning and brand: differentiators, value proposition, audience perceptions, and reasons for choosing the company.

• Customers: profiles, needs, relationships, experience, retention, and opportunities to grow revenue.

• Product and offerings: portfolio composition, fit with demand, purchasing options, and monetization.

• Marketing and sales: acquisition, paid media, content, channels, conversion, sales relationships, and account development.

• Data and artificial intelligence: organizing information and developing applications that support analysis, personalization, productivity, and monitoring.

The scope brings together the capabilities needed to achieve the project's objective. A company looking to expand its presence in a segment requires a different approach from one seeking to increase contract renewals or develop a new product.

How this work creates value for the company

The consultancy creates value by helping the company make better use of the assets it has built: its brand, customer base, channels, products, knowledge, data, and infrastructure.

A customer base, for example, holds information about needs, frequency of use, purchase history, and expansion opportunities. Analyzing this data can inform new offerings, sales approaches, and relationship-building initiatives.

A brand recognized in a particular industry may be well positioned to enter adjacent markets. This move calls for demand analysis, adjustments to the value proposition, and evidence that resonates with new buyers.

An acquisition channel may generate a substantial volume of leads. Assessing its contribution to the business also requires tracking the profile of the companies it attracts, conversion to contracts, average deal value, and customer retention.

The work increases returns on what your company already has and develops new revenue opportunities. Objectives and metrics are defined according to each project's context.

When to hire a business strategy and intelligence consultancy

When your company needs to bring together different capabilities to advance a business objective.

Expand into new markets or segments

Expansion involves assessing demand, competitors, buying behavior, channels, and delivery capacity. The consultancy determines which segments best fit the offering and which adjustments will support market entry.

Strengthen positioning and perceived value

Companies with deep knowledge, experience, and consistent delivery need to communicate these strengths clearly to buyers. The work involves developing a value proposition, structuring offerings, building sales arguments and evidence of results, and establishing a presence in the channels buyers use for research and engagement.

Improve returns on marketing and sales

The analysis connects acquisition investment, lead profiles, sales progress, conversion, and revenue. This perspective guides adjustments to audiences, messages, paid media, pages, sales approaches, and relationship management.

Grow revenue from existing customers

Segmentation, experience, product use, renewals, and contract expansion reveal new opportunities within the existing customer base. The objective is to structure an approach aligned with the value and needs of each customer group.

Develop products and monetization models

Customer and market knowledge guides the development of complementary services, subscriptions, new purchasing options, and offerings for specific audiences. The consultancy assesses how well these opportunities fit demand and your company's capabilities.

Connect data to operations

Better use of information from CRM, paid media, sales, customer service, and product systems helps clarify the customer journey. The work establishes definitions, metrics, and monitoring methods tied to commercial objectives.

How the methodology works

At Kronos Experience, the work is organized into four stages: Assessment, Direction, Implementation, and Monitoring. The depth of each reflects the project's scale and the company's structure.

Assessment

The assessment brings together analysis of the business, market, customers, and operations. It may involve interviews, research, documents, sales data, marketing metrics, product information, and customer relationship history.

The objective is to understand how the company generates results, which factors influence its performance, and where opportunities exist. The quality and availability of information are also part of this assessment.

Direction

This stage establishes the recommended courses of action and their connection to the company's objectives.

It may define target segments, positioning, offerings, acquisition strategy, customer base development, customer experience, and applications of data or artificial intelligence.

Recommendations include the work sequence, investments, responsibilities, and metrics for tracking their contribution.

Implementation

Implementation puts the direction into practice through management, guidance, and training, according to the agreed scope.

The work involves leaders, internal teams, agencies, and suppliers. Activities include structuring processes, campaigns, sales materials, CRM, customer engagement journeys, and analysis routines.

Monitoring

Monitoring examines results and guides adjustments to improve performance.

Alongside execution metrics, it considers effects on acquisition, conversion, revenue, retention, and experience. The analysis incorporates lessons learned and adapts the work to market and customer responses.

What deliverables the company can expect

Deliverables need to match the agreed objective and be applicable to your company's day-to-day work. They include:

• Assessment of the market, customers, and operations.

• Mapping of segments and commercial opportunities.

• Positioning and value proposition.

• Market entry, or go-to-market, strategy.

• Structuring products, offerings, and revenue streams.

• Marketing, paid media, and content planning.

• Customer base segmentation and relationship, retention, and expansion strategies.

• Sales playbooks and organization of CRM processes.

• Performance metrics and analysis routines.

• Implementation and monitoring plan.

Each deliverable should make its purpose, supporting evidence, and application clear. A segmentation study, for example, needs to guide which companies to approach, with which offering, through which channels, and with which arguments.

What is the difference between business strategy and intelligence and Business Intelligence?

Business Intelligence, or BI, brings together practices and technologies to organize, analyze, and make data available to support management. Reports, dashboards, and performance analyses are among its applications.

A business strategy and intelligence consultancy can use BI and broaden the analysis with market research, customer interviews, and assessments of positioning, experience, and sales strategy.

A BI analysis may identify differences in renewal rates across segments. The consultancy can explore the reasons for those differences and guide changes to the offering, customer relationships, and the experience delivered.

The two approaches complement each other. Each provider's scope determines which analyses, recommendations, and implementation activities will be carried out.

How the consultancy works with internal teams and agencies

The consultancy can work alongside the teams and partners involved in operations, with responsibilities established at the start of the engagement.

In a B2B acquisition project, for example, the consultancy may analyze the highest-value segments, develop the sales proposition, and guide channel strategy. The agency handles campaign production and execution, while the sales team manages opportunities and records results.

Monitoring connects these contributions to understand which audiences, messages, and offerings generate contracts with the desired customer profile.

The arrangement varies with the company's structure. Some operations need direction and expert guidance. Others require ongoing involvement in management and implementation.

Examples of applications in digital and service businesses

Technology company with recurring revenue: A software company wants to increase revenue per customer. The analysis brings together customer base profiles, purchased plans, feature usage, customer service, and renewal history.

This information shapes segment-specific offerings, improvements to the initial user journey, contract expansion initiatives, and acquisition adjustments to attract companies that are a better fit for the product.

Expanding B2B service company: A service company wants to serve a new industry. The work assesses demand, the buyers involved in purchasing, available alternatives, and the evidence this audience values.

The direction includes adapting the offering, developing sample case studies, specialized content, partnerships, and a sales approach tailored to the segment.

Trade show and conference organizer: An organizer seeks to increase revenue and renewals across its portfolio. The analysis connects exhibitor mix, audience profile, sponsorships, experience, and the results participants perceive.

The project introduces new commercial assets, improvements to visitor quality, matchmaking, and ways to demonstrate the value delivered to each exhibitor.

How to choose a business strategy and intelligence consultancy

The choice starts with the consultancy's ability to understand your company's objective and present a proposal suited to its circumstances.

When evaluating a consultancy, examine:

• Applied experience: experience in comparable situations and clarity about its role in the projects presented.

• Breadth of analysis: ability to connect market, customers, product, marketing, sales, and data.

• Methodology: an explanation of how the assessment guides the work and how recommendations are put into practice.

• Scope and responsibilities: deliverables, team involvement, timelines, and monitoring methods.

• Results: case studies with context, including time frames, metrics, and each party's contribution.

• Knowledge transfer: materials, guidance, and training that strengthen internal capabilities.

A sound proposal explains what will be done, why those activities contribute to the objective, and how the work will be evaluated.

Frequently asked questions about business strategy and intelligence consulting

Which companies is this work suited to?

This work is especially useful for digital and service businesses that need to connect market, acquisition, relationships, product, and revenue, including technology, SaaS, subscriptions, B2B services, and event organizers. Suitability depends on the objective, operational complexity, and the ability to implement the work.

Do I need to have all my data organized?

The consultancy assesses the available information and determines which analyses it supports. Organizing data and obtaining additional information may be part of the scope.

How long does a project last?

Duration depends on the breadth of the assessment, research needs, the number of functions involved, and participation in implementation. The proposal should present stages, deliverables, and timelines suited to these conditions.

How do you measure the consultancy's results?

Metrics follow the agreed objective. They may include sales conversion, average deal value, revenue per customer, renewals, retention, return on paid media, and profit margins. The evaluation considers the starting point, the execution period, and other factors that influence results.

Does the consultancy participate in implementation?

That participation depends on the scope. At Kronos Experience, the work may include management, guidance, and training, as well as monitoring initiatives and results.

About Kronos Experience

Kronos Experience is a Brazilian business strategy and intelligence consultancy focused on market, customer, product, and revenue intelligence for digital and service businesses.

We work to increase your company's value to the market and its customers, turning that value into competitive advantage. Our work connects market strategy, positioning, brand, acquisition, paid media, and sales with customer intelligence, experience, product, data, retention, and monetization.

Through assessment, direction, implementation, and monitoring, we structure opportunities to increase returns on your brand, customer base, channels, products, and infrastructure, while developing new offerings and revenue streams.