Context

Our client was a consumer-focused branded confectionery and snacking company on a mission to bring a smile to everyone’s face by becoming the #1 satisfier of “munchy moments” — enjoyable snacking occasions in between meals.

At the time, the snacking market was evolving rapidly. Consumption occasions were becoming more frequent, more spontaneous, and spread throughout the day. Meanwhile, health, wellbeing, and nutrition were becoming increasingly important drivers of consumer choice. The client engaged us to help identify their next significant growth opportunity.

Mandate and Approach

We supported the client team through a comprehensive “need state” mapping exercise. This involved analysing various snacking occasions and uncovering the underlying behaviours and preferences shaping consumer choices.

Building on these insights, we reviewed potential growth platforms — exploring categories the client could credibly enter and assessing the extent of change each opportunity would require. In parallel, we evaluated inorganic options and defined selection criteria for acquisition targets that could deliver step-change impact.

Deliverables and Impact

Our work provided the client with a refreshed understanding of market dynamics and consumer needs, while also fostering internal alignment around a clear growth ambition and strategic direction.

We identified three suitable acquisition targets that aligned with the client’s objectives. The client initiated early-stage conversations with each. In a surprising turn, one target expressed strong interest in the client — and ultimately went on to acquire them, recognising a shared vision and complementary strengths.

This project not only uncovered new growth pathways but also catalysed an unexpected and transformative outcome for the client’s long-term future.