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Changing the Fortunes of E.ON’s Corporate Customer Business (A)


Finance, Strategy and Entrepreneurship

Authors / Editors

Jacobides M;Merrick A

Publication Year



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



LBS Case Number



United Kingdom

Publication Research Centre

Institute of Finance and Accounting

Available on ECCH


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