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Makers of fast-moving consumer goods have several key steps they must take to weather the sector's current challenges.

Rohan Sajdeh is the global leader of Boston Consulting Group’s Consumer practice and the global co-leader for sports. He founded BCG’s differentiated Demand Centric Growth approach.

Since joining BCG in 1995, Rohan has worked extensively in fast-moving consumer goods in over 20 food and beverage, personal, and home care categories. In addition, he has served consumer clients in segments including apparel, durables, airlines, retail, and theme parks. His topic expertise includes corporate and business unit strategy, Demand Centric Growth, innovation, marketing, and go-to-market topics, and he has a track record of generating unique insights for transformative impact. He is a published co-author of a BCG book on growth for consumer companies (“Rocket").

Rohan also has over a decade of experience working in sports globally, for leagues, teams, governing bodies, media companies, and PE firms. That work has covered cricket, soccer, motorsports, basketball, football, baseball, and golf. His work has focused on growth creation with implications for fan development, media strategy, commercial/revenue maximization, sporting structure (including rules, schedule, salary models, competitive balance), profit improvement, and competitive bid strategies.

Rohan brings a global perspective to his work, having studied and worked in Sydney, Mumbai, Cambridge (UK), and Chicago. He has advised clients across six continents—in both developed and emerging markets—on a variety of country-specific and global issues.

Rohan has played professional-level cricket in England and Premier Division field hockey in Sydney.

AREAS OF EXPERTISE

EDUCATION

  • MBA, Kellogg School of Management
  • MA, international relations, University of Cambridge
  • BBA, University Medal, University of Technology, Sydney

Publications and Videos

Solving the $290 Billion Care Crisis

Solving the $290 Billion Care Crisis

The US care economy is broken. Getting it right is vital to economic prosperity and societal well-being.
To Fix the Labor Shortage, Solve the Care Crisis - Rectangle

To Fix the Labor Shortage, Solve the Care Crisis

The US desperately needs workers. Workers desperately need help taking care of their children and (increasingly) their parents.
Navigating a Diverse World of Consumer Mindsets and Choice

Navigating a Diverse World of Consumer Mindsets and Choice

Global clusters of like-minded consumers are surprisingly rare. And even among countries with similar consumer attitudes, needs can differ sharply by product category.
Unlocking Operations Competitiveness in Emerging Markets

Unlocking Operations Competitiveness in Emerging Markets

Multinationals have a tendency to default to their usual practices, like building large, future-proofed plants. It's time for them to rethink their business model in emerging markets.

Rohan Sajdeh on How Companies Can Achieve True Customer Centricity

Excelling at customer centricity drives growth and helps companies simplify business processes. But to capture these benefits, companies must master several capabilities--and manage customer touch points in new ways.

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Pay TV Still Has Room to Grow

BCG’s Demand Centric Growth methodology can help providers find new audiences despite the threat from streaming services and other insurgents.
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To Boost Impact, Tailor Touchpoints to Customer Needs

BCG offers a single methodology with which to manage the entire customer journey, from prepurchase to consumption, rooted in a deep understanding of consumer demand.
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How Big Consumer Companies Can Fight Back

Despite the declining advantages of scale, global giants can compete against their smaller, nimbler rivals. But they need a new playbook.
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Identifying the Sources of Demand to Fuel Growth

An approach called demand-centric growth helps companies boost revenues and profits and reverse declining sales and margins. It can be applied wherever consumers make choices.
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Eight Lessons to Secure Infinite Growth

Apostle brands like Apple, Amazon, and Starbucks represent a new class of brand winners. They also highlight important lessons for converting customers into die-hard followers and ardent advocates.
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Brand-Centric Transformation

The best approach to brand transformation is both creative and disciplined. It touches all parts of the organization—and every facet of the customer experience.