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Stefan Rickert

Partner, Hamburg
Coleads our consumer M&A work globally, serving clients across a wide array of consumer industries and previously coled our global pricing work and built our revenue growth management capability

About Stefan

Stefan works to deliver growth, operational excellence, and commercial transformations for consumer companies. He advises clients on M&A topics ranging from M&A strategy to merger management and integration to divestment and IPO readiness. In commercial transformations he supports clients to deliver above-category growth through best-in-class commercial strategy, customer and revenue management. He has worked for 10 of the 30 leading global consumer-goods companies on growth acceleration. He works widely in the consumer sector—with recent engagements for food, alcoholic, and non-alcoholic beverages, consumer-health, personal-care, beauty, and consumer-electronics clients.

Stefan writes frequently about topics pertinent to the clients and industries he serves. He has published several articles on growth strategy and commercial transformation in industry publications. His articles have covered McKinsey’s approach to M&A, revenue growth management, consumer healthcare, commercial excellence, and advanced analytics.

Stefan’s professional experience is wide ranging:

M&A

  • integration of two leading consumer companies with $billion value capture and operating model redesign
  • carve-out of consumer-business unit for leading global pharma company
  • divestment support for regional business for leading beverage company
  • M&A strategy for leading consumer companies in food, beverage, personal care, and beauty sectors
  • more than 50 strategic due diligences

Growth strategy

  • developing growth strategies and go-to-market models for several food and non-food fast-moving consumer-goods (FMCG) companies in Europe, Middle East, and Africa
  • business building for newly acquired challenger brand
  • designing go-to-market strategies for several emerging-market organizations

Operating model

  • designing agile operating models for a consumer-products company along business-growth drivers
  • creating in-market operating models for several consumer companies to optimize marketing, shopper marketing, and sales and move toward integrated planning

Commercial transformation and revenue management

  • optimizing pricing, promotions, and trade-terms management for global consumer companies
  • creating trade-marketing programs to help clients win in growing channels
  • executing a segmented sales program across a variety of industries

Published Work

The next normal in consumer: Implications for M&A,” McKinsey & Company, June 2020

The next normal: Retail M&A and partnerships after COVID-19,” McKinsey & Company, April 2020

At the heart of a crisis: How consumer-health companies can lead in the time of coronavirus,” McKinsey & Company, March 2020

The next wave of consumer M&A: Executing for value,” McKinsey & Company, October 2019

New prescriptions for the consumer goods business,” McKinsey & Company, March 2018

The next growth curve”, McKinsey & Company, February 2018

An industry reinvents itself” McKinsey & Company, January 2018

Marrying science and business judgment to drive growth in consumer packaged goods,” McKinsey & Company, December 2016

The sales practices of Europe’s leading consumer-goods companies,” McKinsey & Company, November 2016

New frontiers in customer and channel management—learning from the winners” (PDF–1.52MB), McKinsey & Company, October 2016

A perfect storm brewing in the global beer business,” McKinsey & Company, June 2015

Pinpointing the markets with the highest growth potential” (PDF–121KB) McKinsey & Company, 2013

The power of advanced analytics in revenue management” (PDF–68KB), McKinsey & Company, 2013

Education

University of Bremen
PhD, business administration, customer equity management

Christian-Albrecht University of Kiel and McMaster University
MA, econometrics, management