Client context

For a large global FMCG brand, creating one overarching strategy of e-commerce was relatively ‘simple’ - but making it work in different regions was a different challenge. Each market needed its own local approach, shaped by specific consumer habits, competitive conditions, and e-retail platforms.
The teams’ knowledge and experience also varied widely across countries.

What we did

• We designed a hybrid program that combined capability-building with hands-on strategy development. At its core was a competitive business game simulating real-world e-retail decision-making.

• Teams worked with “imaginary countries” and a set of practice cards covering key e-commerce domains, designing optimal local strategies, presenting them to a jury, and competing for best results.

• In parallel, we shared insights on global e-commerce trends and best practices, and coached over a dozen country teams to adapt strategies for specific local markets.

Results

The program delivered both immediate strategic outputs - locally-tailored e-retail strategies - and longer-term benefits in skills, shared language, and confidence across global teams.