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Brian Henstorf

Senior PartnerDallas

Drives top-line growth and margin expansion at consumer companies through successful commercial transformations

Brian leads McKinsey’s Consumer Packaged Goods and Retail Practices in the Southern United States and coleads McKinsey’s consumer digital and analytics work in North America. He primarily helps companies drive significant performance improvements across commercial functions. Throughout his work, Brian focuses on building lasting client capabilities to ensure sustained impact.

Examples of his recent client work include the following:

  • designing a holistic revenue-growth-management transformation for a leading consumer company, helping to achieve significant performance improvement across price, promotion, and assortment
  • developing the complete digital strategy and industry-leading loyalty program for a Fortune 200 retailer
  • leading a large-scale sales-force transformation for a leading consumer company, delivering significant efficiency and effectiveness through predictive analytics, easy-to-use digital tools, and lasting, frontline behavior change
  • developing comprehensive category and channel strategies for a leading consumer company, helping to achieve industry-leading growth
  • supporting a talent transformation at a leading consumer company, delivering a step-change improvement in workforce-planning and talent team capabilities

Published work

“,” McKinsey & Company, August 2023Pivot to growth Top marketing spend efficiency levers to unlock growth

How consumer-packaged-goods companies can drive resilient growth,” McKinsey & Company, October 2022

The new marketing model for growth: How CPGs can crack the code,” McKinsey & Company, September 2021

Rapidly forecasting demand and adapting commercial plans in a pandemic,” McKinsey & Company, April 2020

Solving the digital and analytics scale-up challenge in consumer goods,” McKinsey & Company, March 2020

Make the Most of Scarce Data-Mining Talent,” Harvard Business Review, January 2014

Past experience

Manager, global security policy & risk



Harvard Business School
MBA, management

University of Arizona
BSBA, operations management, management information systems