Consumer Marketing Services Company
The revenue performance of this company’s international division was significantly underperforming competitors in their industry. We assessed their revenue engine and recommended a new growth strategy and prepared an actionable implementation plan. Our supporting financial model demonstrated a growth rate that would allow them to begin capturing market share. The CEO believes our recommendations can also be applied to their US operations.
Business Office and Promotional Products Company
The company’s go-to-market strategy focused on major retailers was not generating the desired revenue growth. We identified new channels, a new e-commerce business line and customization capabilities that resulted in immediate improvement in profitable revenue growth.
Customers are dealing with tighter budgets and some business services are becoming discretionary purchases (varies by type of service, of course). The sales challenges for most Business Services companies are significant—ROI thresholds are higher and in many cases the decision maker is now a more senior person within the company (who may be unknown to the company’s sales force).
As Business Services companies try to raise their game to match the challenging selling environment, they need to segment their customers, focus the sales and marketing organizations on the most fertile ground, shape their messages to each customer segment and find ways to deal with customer back pressure on pricing.
What messages need reshaping? Are sales teams prepared and trained to deal with changed customer behaviors? Are sales tools sufficient? Is account planning adequate? Are pricing policies and practices and guidance sufficient to win business and protect margins now…and in the future?
Using our proprietary tools and experience we quickly identify the most pragmatic steps for improving revenue performance within the context of these market challenges. Our suggestions can then be implemented, either by the company or with our help, to move the dial in the areas of lead generation, win rate, customer retention, cross selling and/or pricing.