Tatiana Goncharova

Tatiana Goncharova helps organizations accelerate profitable growth by transforming how they go to market, serve customers, capture value and innovate. Ms. Goncharova brings more than 15 years of consulting and industry experience identifying growth opportunities and building the strategies, capabilities and operating models required to realize them.

Ms. Goncharova has advised leading consumer goods, food and beverage, retail and hospitality companies, as well as organizations in financial services, telecommunications, logistics, healthcare and technology. Her experience spans North America, Europe and Asia Pacific and includes growth strategy, customer value optimization, pricing, product and proposition development, sales transformation, customer experience and commercial operating model design. She partners with executive teams to translate growth strategies into actionable initiatives, combining strategic vision with hands-on implementation across complex organizations.

Throughout her career, Ms. Goncharova has led multidisciplinary teams on large-scale commercial transformation and growth initiatives, from identifying new customer value pools and developing propositions to redesigning sales models, optimizing pricing and building commercial capabilities. Her work has included launching new products and services, improving customer lifetime value and creating new revenue streams.

Prior to joining FTI Consulting, Ms. Goncharova was a Principal at Kearney and a founding member of its Ignite growth and innovation practice in the Americas. Previously, she held strategy, analytics and business development roles at American Express, The Walt Disney Company and Google, focusing on customer analytics, marketing strategy, digital innovation and commercial growth.

Relevant Experience:

• Led the redesign of the innovation and product commercialization process for a Fortune 500 consumer goods company, reducing time-to-market by 50%
• Redesigned the sales model for one of the largest U.S. packaged bakery manufacturers through customer segmentation, channel strategy and tailored sales processes
• Developed the vision for transforming a Fortune 500 retailer’s pharmacy business into a customer-centric growth engine, identifying opportunities to improve profitability 
• Designed a commercial operating model for a MedTech company connecting marketing and sales around a single customer view, increasing marketing ROI by 30%
• Developed customer segmentation, product bundling, pricing and personalization strategies for a leading telecommunications company, identifying opportunities to generate an additional $300 million to $500 million in annual revenue
• Identified new customer value pools for a global e-commerce company, supporting approximately 40% growth in its global gift card business over four years
• Led the redesign of sales incentives and compensation for one of Eastern Europe’s largest banks, increasing sales by 20%