Blue Ridge Partners was founded as a niche consulting firm with deep expertise and focus on profitable revenue growth-the primary driver of long-term value creation.
Our professionals have extensive experience both as revenue growth consultants at major firms such as McKinsey & Company, Accenture, and Braxton Associates and as line business executives with direct responsibility for revenue growth. These experiences led us to four guiding principles which govern our work:
Significant improvement in revenue (and margin) performance can result from relatively small changes in Sales and Marketing
Most of the insights that lead to these changes cannot be found inside the company—they require looking back at the company through the eyes of the market, including current customers, former customers, lost prospects, channel partners, competitors, etc.
Making change happen in Sales and Marketing is frequently a delicate task which causes some paralysis—less than 5% of CEOs have experience leading Sales and Marketing during their careers so they are unfamiliar with the cultural dynamic of these organizations
Many Sales and Marketing organizations do too many things and their lack of focus prevents them from achieving high performance—they chase too many unqualified leads, resources are not allocated to the sweet spot of the market, customers are treated the same while too many customer relationships produce zero or negative profitability, etc.