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ManufacturingHow are global pricing trends affecting this industry?Our client wanted to understand the market forces behind price trends in manufacturing in the paper industry. The emergence of new international suppliers has stabilized formerly cyclical input prices... or has it? Finding out was our job. Our Response: Leveraging our industry relationshipsFor this request, we wanted experts not only with strong paper-industry experience, but also people who could speak with authority about global trends. We turned to our already established relationship in the industry. Within hours, we provided two people to answer our client's questions — both well-regarded in the field. One expert had 30 years experience in the industry, running processing plants and selling inputs to the paper mills. His company sold on five continents, giving him special insight into the global paper market. The other was a professional consultant to the paper industry, known for the quality of his market studies.This was not enough. We knew we could leverage our network to give our client more. Through our relationships, we were put in touch with a number of additional experts over the next few days. After screening these individuals, we passed along three of the best. One was a seasoned manger of paper mills; the other two were established economists who specialized in paper-industry analysis. Our already established relationships in the industry put us in touch with a deep bench of expertise. Our client was able to talk with five sought-after experts, which ultimately gave them the capacity to make better investment choices. Return to Case Studies |