Changing the Fortunes of E.ON’s Corporate Customer Business (A)
Subject
Finance, Strategy and Entrepreneurship
Authors / Editors
Jacobides M;Merrick A
Biographies
Publication Year
2011
Abstract
This case details UK energy supplier E.ON’s business turnaround from 2008. The company operated generation, distribution and retail businesses, with separately run sales and customer service operations. Following the departure of the heads of the sales and the customer service divisions, Adrian Merrick was tasked with bringing the two areas of the business together, running corporates as an end-to-end business and dealing with the issues faced by the business as a whole. In essence, this entailed resolving three key questions: What was the right strategy for E.ON in the corporates market? How could profitability be improved in the short term? How could the steady increase in debt be stopped?
Topic List
Business model transformation, Business strategy, Corporate turnarounds, Leadership
Industry
Energy
LBS Case Number
CS-11-041
Location
United Kingdom
Publication Notes
Publication Research Centre
Institute of Finance and Accounting
Available on ECCH
No
