Examples of Work with Clients

For a major privately-held equipment rental company,
we used external intelligence to revamp its pricing
strategy resulting in significant revenue growth that
supported an 3x increase in company valuation in
2 years. In addition, we assisted it in modifying the way
add-on services are sold, enhancing its differentiating
sales messages, using more effective sales aids,
conducting periodic B2B mystery shopping to measure
improvement in selling skills and identifying new
measurements of sales performance. During our
engagement the value of the company has more
than doubled.

For a number of REITs, we have analyzed the performance
of sales activities and then collaborated with management
companies and operations staffs to implement
improvements in sales and marketing processes.

For an international consumer goods company
headquartered in Europe, we are working on many
sales and marketing elements to improve effectiveness.
These elements include:
· performance analysis and measurement,
· segmentation and targeting,
· revenue-improvement pilot development and
                            management,
· and communications program development
                            and evaluation and evaluation.

For a major services firm, we helped enhance the
performance of a critically important third party
referral channel and analyzed the root causes of
turnover among high performing sales associates. Based
on this turnover analysis, we recommended changes in
its sales environment that helped reduce turnover by
40% and provide for a more motivating
and supportive sales culture.

For a major Internet services company, we identified
the most effective methods for measuring and
monitoring sales performance. This included the
definition of sales metrics and defining the process
for analyzing performance.

We have worked with two major clients to develop and
optimize models for selling on-line advertising as
a new way to generate revenue.

We have worked with a number of private equity-backed
companies to improve performance in advance of
exit events.

Our Identification of Best Practices

We analyzed the revenue generation performance of over 70 major companies over the past two years. These analyses compare each company's practices to best practices within and across industries.

In many cases, our analysis included quantification of the improvement opportunities available for specific companies. For example, in the personal computer industry, we determined that current sales techniques applied to small businesses regularly fail to capture 70% of available revenue. We identified how application of best practices could capture that revenue for a specific company.

In a similar fashion, we identified best practices and the amount of 'revenue left on the table' by current industry practices for B2B revenue generation in: commercial banking, commercial equipment rentals, health care, internet advertising, lodging, mobile communications, office products, outsourced administrative services, small package delivery, steel products, and truck rentals.