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Case Study SMB Technology

Australian Go To Market Strategy

aerial of a city in rush hour - lei group go to market strategy

The Brief

Initially Leading Edge Group approached Best Case Scenario to assist them with their Go to Market research phase to launch into the Australian market as LEI Group, their Australian arm for their lean education and training initiatives. 

They approached Best Case Scenario because of their knowledge and insights into Australian local government, healthcare and relevant associations and universities, who represented their key target audiences

Best Case Scenario conducted a detailed research phase, and once completed, formed the basis for a decision to ‘go or no go’ for business expansion.  As a result of the findings the Leading Edge Group then commissioned Best Case Scenario to create a sales and marketing plan to effectively launch LEI Group to both Local Government and Healthcare industry sectors.

"Best Case Scenario supported our go-to-market research phase where they leveraged their expert market research skills, local knowledge, and strong network to make important connections with our audience, as well as forge long-term partnerships with associations and key thought leaders".

Joe Aherne, Founder & CEO, Leading Edge Group
The Solution

Go to Market Strategy Framework for Growth

It was important for Leading Edge Group validate early market assumption and understand if there was a market product fit and what partnerships to forge for a successful launch.  In addition, a need there was a to understand if a state-by-state expansion was the most effective approach to enable growth.

The research conducted helped feed into a framework for growth as well as make an informed ‘go or no go’ decision for expansion into the Australian Market.

  • Research target audiences and shape target personas via primary and secondary research
  • Understand if the Australian market is big enough and assess the market-product fit
  • Undertake a detailed competitor analysis including pricing analysis, target audience and marketing effectiveness to feed into refining LEI Group’s USP
  • Educational delivery formats – explore the demand for online v’s face to face training v’s hybrid formats
  • Validation – Test key assumptions such as outsourcing business development efforts on the ground and explore opportunities of hiring people first on the ground and recruiting great talent
  • Business matchmaking – research and prioritise which associations and universities would be best to partnership with for a successful market launch.
  • Education accreditation – understand the accreditation landscape for both Local Government and Healthcare educational programs and their importance for a successful launch
  • Present the learnings and make recommendations from the research conducted to the Leading Edge Group’s board members

Sales and Marketing Plan for a Successful Lauch

Develop a comprehensive sales and marketing plan to launch LEI Group lean training to Local Government and Healthcare sectors to include:

  • SWOT analysis
  • Market sizing
  • Sales targets
  • Persona development
  • Value and messaging for each persona
  • Education certification selection
  • Grant research to assist launch
  • Key competitors research – revisit top 3
  • Identify market challenges and how to service them
  • Develop effective marketing mix
  • Content marketing schedule
  • Message testing via an online panel discussion marketed to key target personas within local government
  • Financial forecasts
  • Sales strategy

The Results

  • As a result of the initial Go to Market research conducted by Best Case Scenario, Leading Edge Group commissioned Best Case Scenario to develop a sales and marketing plan to launch their Lean training solution to Local Government and Healthcare Providers.
  • Primary & Secondary Target Audience research – Best Case Scenario researched 10 competitors all with varying degrees of educational methodologies and formats. This helped determine which educational format was most effective and understand opportunities.
  • Target audience pain points were also researched in depth via primary and secondary research enabling LEI Group to valid and shape a market-product fit. As a result of these finding, Best Case Scenario were commissioned to create an educational panel discussion between Australian Local Government representatives and industry experts to discuss pain points such as operational efficiencies. This involved selecting the most effective topic based on research, selecting and inviting panel experts and securing an attentive audience made up of local Government representatives.
  • The panel discussion assisted with generating awareness for LEI Group among local government and resulted in a number of potential opportunities within local government. View panel discussion here.

The panel discussion topic: How a strategic investment in lean methodology leads to great efficiencies.

LEI Group Australia logo
The Client

Leading Edge Group, is a global leader in the provision of Lean education and training, continuous and process Improvement programs and digital transformation initiatives.


LEI Group is their Australian arm, delivering services to local councils, SMEs, large corporate and healthcare organisation.

Categories
Case Study Government SMB

Global Trade Market Mission

women entrepreneurs from Sri Lanka being assisted by The export council of Australia's global virtual market mission

The Brief

The Export Council of Australia (ECA) partnered with Best Case Scenario to design and manage the Sri Lankan Women Trading Globally program’s virtual events, aimed at businesses expanding into the Australian market.

The core objective of the program was to provide valuable information, key takeaways, and the necessary tools needed to undertake cross-border trade for 25 women entrepreneurs based in Sri Lanka who were taking part in the program.

There were two engagements organised and managed by Best Case Scenario in conjunction with Export Council of Australia (ECA):

  1. Virtual Trade Missions – This session focussed on setting up the cohort for success. Two panel sessions allowed for an interactive format, helping prepare their business for expansion into Australia.
  2. PitchFest – This session focused on preparing and presenting a business pitch, providing a platform to present in front of an expert panel. The panel provided real-time feedback to each Sri Lankan entrepreneur, focussing on polishing their skills for future pitches.

Our deliverables included:

  • Assist women entrepreneurs from Sri Lanka to enhance their international marketing and business pitching skills.
  • Design the format, structure, and content for two virtual events.
  • Provide virtual delegates with an engaging experience.
  • Deliver seamless technical delivery.
  • Support all panelists and speakers presenting.
  • Craft and communicate pre-event details to cohort members and guests.
  • Post-event follow up materials and resources provided to the cohort.

"We engaged Best Case Scenario to co-deliver sessions on doing business in Australia for Sri Lankan women entrepreneurs. BCS expertly managed the virtual platform and arranged the participation of inspirational industry speakers. In the final PitchFest, the women entrepreneurs demonstrated their enhanced confidence and skills to take on global markets. Thanks to Luli and her team for their enthusiastic support of these women."

Arnold Jorge, CEO, Export Council of Australia
The Solution

Best Case Scenario Marketing worked with the Export Council of Australia (ECA) to assist women entrepreneurs from Sri Lanka to enhance their international marketing and business pitching skills.

The cohort of 25 women-owned businesses, based in Sri Lanka, were either in the fashion, food and beverage, IT, packaging, consulting, or personal care industries. They participated in the Australia Awards Women Trading Globally (WTG) program funded by the Australian Department of Foreign Affairs and Trade and managed by the ECA, assisting women entrepreneurs from developing countries to undertake cross-border trade.

The first event of the program, Virtual Trade Missions, included two panel sessions: ‘Doing Business in Australia’ and ‘Effective Selling’ and were joined by six expert panellists here in Australia:

Kaveeta Ram, Senior Export Product Specialist | Woolworths Group

Clare Menzies, National Sales Manager | Australian international traders

Dr. Pavel Reddy, Managing Director | Clearpoint Ventures

Lara Chrystal, Founder & Director | Matchstick Marketing

Alexi Boyd, Chief Executive Officer | Council of Small Business Organisations Australia (COSBOA)

Julie Trell, Country Lead | SheEO™

The second event in the program ‘PitchFest – Delivering Your Pitch’ was open to any Australian-based organisations, investors, or business leaders interested in watching some exceptional entrepreneurial businesses looking to expand into the region. The PitchFest session provided an opportunity to see each business pitch live with the ability to interact with the cohort.

We were joined by industry experts who shared their insights with the Sri Lankan women entrepreneurs. The experts included:

Julie Trell, Country Lead | SheEO™

Dr. Pavel Reddy, Managing Director | Clearpoint Ventures

Elizabeth Mulhall, Entrepreneur in Residence | Startupbootcamp
Tom Tindall, Director | ORIENTIQUE

Kaveeta Ram, Senior Export Product Specialist | Woolworths Group International

Amy Cheung, CEO | Con Moto and Halls Global

Albert John, Director | Oceania Impex Australia

The Results

Operational Outcomes

  • Assisted in sourcing content – identify speakers, topics and key take homes.
  • Successfully coordinated multiple panellists based in Australia and 25 women entrepreneurs based in Sri Lanka across two virtual events.
  • Seamlessly delivered 2 x 2-hour virtual events with varying technical requirements, including panel sessions, group audience participation, Q&A sessions, and remote screensharing capabilities.
  • Successfully managed the marketing engagement

Engagement Outcomes

  • High engagement – 23 out of 25 cohort members participating in the ‘Virtual Trade Missions’ event.
  • Over 60% attendees were actively engaged in the Q&A sessions.
best case scenarios business partner includes the export council of australia
The Client

The Export Council of Australia are the peak body representing every player in the ecosystem of international trade. Their members are individuals, small, medium, and large enterprises, coming from different industries and sectors. Their member exporters are involved in both the manufacturing of goods and delivery of services in a variety of industries, exporting into a diverse range of markets across the world.

The Export Council of Australia partner with organisation who provide marketing and legal advice, arrange logistics and transport services, and facilitate information flows to ease trade processes. They also collaborate with government departments at the federal, state, and local levels to advance issues that have impact at scale.

The Australia Awards Women Trading Globally program funded by the Department of Foreign Affairs and Trade under the Aid for Trade budget was designed to assist women entrepreneurs from developing countries to undertake international or cross-border business.

Categories
Case Study Finance Government Industry Associations SMB Technology

AIIA NSW Government Special Interest Group

Group of people at AIIA NSW Government Special Interest Group Conference

The Brief

Frequent breakfast briefings and a flagship forum attracting hundreds of key executives.

The brief within NSW, the Healthcare, Government, Banking & Financial Services Special Interest Groups (SIGs) each host three breakfast briefings and a flagship forum event throughout the year. The breakfast briefings attract on average 100+ attendees and the flagship forum events bring in an audience of 200+ attendees per event. These typically consist of a keynote speaker address, followed by a panel discussion with 3-4 esteemed industry and government executives.

In addition to the SIG focused events, the AIIA run national flagship events that are aligned to their strategic initiatives and policies. The national events will vary from full day conferences to award ceremonies and gala dinners, with an audience of 200-250 attendees.

The Solution

Best Case Scenario’s responsibilities include pre-event planning comprising of creating and managing the NSW event calendar, budget management, developing event content and speaker recruitment in collaboration with the SIG and AIIA, marketing, sponsorship sales, operations, on-site management and support, speaker and sponsorship liaison, delegate generation and management, coordination of SIG and Council meetings, management of delegate surveys and post-event analysis.

Planning multiple events requires tight processes and quality control. The Best Case Scenario team developed a series of key processes to prevent and anticipate any issues that may negatively affect the events.

For example:

  • Detailed workflow spreadsheet that outline number of task days left, alerts, roles, and responsibilities.
  • Speaker profile and tracking documents: used during speaker recruitment and confirmation to provide potential speakers with an overview of event theme and focus. It also tracks submission of biographies, session descriptions, photos, etc…
  • Sponsorship tracking: tracks sponsor profile, sponsorship opportunities and fulfilment of sponsorship deliverables.

The following are just some of the Government Special Interest Group events Best Case Scenario manage:

AIIA NSW Briefing: Ministeral Update - Best Case Scenario Event Management

The Results

  • NSW SIG has the strongest event programme across AIIA
  • One of the most well attended SIGs
  • Supports member retention and assists with new member acquisition
Australian healthcare and hospitals association logo
The Client

Best Case Scenario is the NSW event partner for the AIIA and have been for the past eight years – we were instrumental in evolving the AIIA’s Special Interest Group (SIGs) program from a few people catching up for a coffee once a month, to what the program is today, regular events attracting 100’s of key executives. Within NSW, the Healthcare, Government, Banking & Financial Services SIGs each host three breakfast briefings and a flagship forum event throughout the year.

The SIGs are aligned with the AIIA Strategic Framework and provide a practical implementation of the AIIA values, but each SIG defines its own purpose, goals and activities.  These Government Special Interest Groups focus on working with state and territory governments to improve digital policy and use of technology. The NSW Government SIG works with government to improve Digital policy, projects, procurement and SME access.