OUR WORK:

• BUSINESS    ADVISORY

• UNISYS

• KPMG

• PGW

• INFORMATION   TECHNOLOGY

• STRATEGIC   MARKETING

• CLIENTS

PHILADELPHIA GAS WORKS
Business Ally Network:



The Philadelphia Gas Works (PGW), faced a number of challenges in serving its accounts within the City of Philadelphia.  It experienced conflicts with builders and designers over code-compliant meter placement, as well as frequent delays in service initiation. In addition, PGW was looking for ways to increase its market share.  To meet PGW’s challenges, MFR was contracted to recommend the best way for PGW to bring its business and trade allies into a central forum and create a “Business Ally Network”. MFR proposed a three-phase approach to forming a successful Business Ally Network. 

In Phase 1, MFR researched the best practices of utility companies in managing large accounts and partnering with trade allies. To gather this data, MFR interviewed key PGW staff to examine their current state, then underwent an extensive internet search and interviewed executives from 15 other utility companies to determine the best practices in the industry. 

In Phase 2, MFR conducted three focus groups to specify the objectives of the Business Ally Network for the potential business allies and to determine how to align these objectives with those of PGW.  MFR narrowed in on the key topics identified in Phase 1 during the focus groups and gathered the necessary information to define recommendations for the optimal structure and operating platform for the Business Ally Network.   

Phase 3 consisted of telephone surveys focused on the two key business ally groups (1) Major Accounts and (2) Residential/Commercial allies. The surveys helped determine:

• Relative priorities of objectives for business alliances with PGW;    Preferences for the structuring of a Business Ally Network;    Likelihood of participating in a PGW Business Ally Network
• Perceived benefits of participating in a PGW Business Ally     Network