We Help Companies Grow Faster.
Using pragmatic approaches, our consultants and industry specialists focus exclusively on accelerating profitable revenue growth - the primary driver of value creation.
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Blue Ridge Partners Serving as Knowledge Partner with PEI for their London Forum
As Knowledge Partner and six year sponsor of this largest European gathering of Operating Partners, our Managing Partner Jim Corey serves on the Advisory Board and we are counseling on program development and speaker recruitment. At the May 21-22 Forum, Jim Corey will discuss commercial transformation issues with several CEOs and Managing Director Moti Shahani will chair a panel on multi-channel sales strategies in a digital world.
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Who We Serve
We primarily serve mid-market and Fortune 500 companies across seven broad industry sectors. Every industry and each client within the industry is unique.
What We Do
Our services are aimed at accelerating profitable revenue growth and, as a result, improving earnings, cash flow and valuations.
What’s New
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In the Detail of Sales Execution, “How” Matters
In his earlier article “Why Can’t Good Companies Grow Faster?”, Kevin Kennedy identified 15 choice points in sales operations that are instrumental in creating value. When their execution at these points is misaligned, the result is under-performance of expectations and disappointing growth. The primary difference between the two lies in maintaining alignment between the intent […]
Our Impact
Process Industries
Specialty Chemicals Distributor
Sales function analysis and market insights identified six initiatives to generate nearly 75% organic growth in the next five years.
Healthcare
National Provider of Interventional Radiology Services
Created growth plan to increase traditional service revenues by 10% in first year and newer procedures by ten times in three years.
Business Services
Construction Equipment Rental Company
Refocusing sales and marketing, implementing new pricing processes, improving in-bound call processing and targeting primary customer values increased valuation by over $250 million in 18 months.
Financial Services
Global Payment Processor
An insightful customer survey program provided insights and action items to revamp and maintain successful customer relationship strategies.
Industrial Products and Distribution
International Packaging and Equipment Manufacturer
A sales transformation including organization roles/responsibilities, sales management, incentive compensation, training, channel management and pricing positioned the company to face intense competition.
Healthcare
Specialty Pharmacy
Through structural, procedural and performance metric changes we helped to fully integrate diverse legacy sales forces into a unified sales organization.
Business Services
Human Resource Outsource Provider
Defined approach for effectively pursuing strategic partnership options, diversified go-to-market strategies and supplemented sales force initiatives.
Technology, Media and Telecommunications
Communications Equipment Company
Revenue expectations were met through increased brand awareness, leveraging the parent's strong industry position and aligning sales approaches with buyer processes.
Healthcare
Revenue Cycle Management Solutions
Improvements in pricing disciplines, customer engagement, internal functions coordination and sales practices yielded substantial revenue improvement in the next two years.
Financial Services
Global Credit Card Company
Implementing a preemptive lead generation approach secured selection earlier in the issuer buying process.
Consumer Products and Services
Sporting Goods Manufacturer
Implementing an aggressive sales force effectiveness program, clarifying brand strategy and completing leadership initiatives for the key product suite led to a large sales rebound.
Process Industries
Global Chemicals Company
Increased brand awareness; strengthened channel partner, distributor and OEM relationships; and dedicated sales and technical personnel provided path to increased market share.
Industrial Products and Distribution
Distributor of Flow Control Products
Restructured sales organization and back office support, improved compensation programs and stronger management personnel and processes provide base for accelerated revenues.
Healthcare
Outpatient Physical Therapy Provider
Reversed a negative growth rate in patient visits by implementing a focused referral marketing program, making internal structural changes and improving messaging.
Business Services
Hospitality Amenities Provider
Growth rates improved with restructured sales teams aligned with critical account groups and improved incentive compensation programs.
Financial Services
Fleet Payment Solutions Provider
Timely response to previously unsuspected areas of customer dissatisfaction reversed growth decline.
Healthcare
Toxicology Laboratory
An improved sales model with realistic goal-setting, sales processes, accountability and incentive programs resulted in an immediate revenue performance improvement.
Consumer Products and Services
Consumer Electronic Accessories Provider
Revenue improved with innovative ways developed to drive product through a complex channel including big box retailers as well as direct on-line.
Technology, Media and Telecommunications
Broadcast Media Company
Streamlined sales processes, refined customer segmentation, a new cross-selling strategy and better training freed up sales time and provided focus for accelerating revenues.
Industrial Products and Distribution
Steel Service Center
Improved assignment of sales teams based on skill sets and revised customer segmentation on buyer values provided for customer retention, differentiated pricing strategies and improved margins.
Healthcare
Regional Hospital
Closing service gaps, relationship building focused on a subset of referral physicians and leveraging medical staff outreach efforts provides base for regaining growth and market share.
Business Services
Global Provider of Technology Industry Market Intelligence
Identified specific market sector and product growth opportunities in the core business; developed new U.S. coverage model aligned with growth potential.
Process Industries
Exploration & Production Equipment and Services
Communicating key offering developments internally/with the market, standardizing sales approaches and developing improved pricing models to spur growth and margins.
Healthcare
Medical Device Manufacturer
Refined market knowledge provided the basis for identifying improvements to the company's sales structure and channel management and pursue share gain.
Financial Services
Financial Asset Management Services
Focusing on three strategic issues will allow the company to expand trust services and successfully leverage it's current capabilities.
Consumer Products and Services
Automobile Service Chain
A revised approach to gain repeat business and improvements in marketing and discount pricing paved the way to higher growth rates and increased revenues.
Technology, Media and Telecommunications
eLearning Solutions Provider
Revised sales organization business development support and sales prospecting process doubled success rate of new account contact. Pilot region revenue exceeded plan.
Industrial Products and Distribution
Packaging Equipment Manufacturer
Improved distributor selection and tiered service levels coupled with improved sales materials and processes jump-started annual revenue growth in to the double-digit range.
Healthcare
Outsourced Clinical Services
Before launch, we identified and helped correct gaps in a proposed new sale model that led to a 60% organic growth increase in the following year.
Business Services
Global Integrated Logistics Services Provider
Uniform account team roles, responsibilities and staffing cadres; improved segmentation; and, new management processes, metrics and cadence laid the foundation for reigniting growth.
Technology, Media and Telecommunications
Colocation and Data Center Provider
Revised go-to-market organization model, new value proposition, enhanced lead generation process and standardized sales process and management playbooks boosted revenue.
Healthcare
Home Health Care Firm
Identifying and then correcting sales force training, coaching and monitoring issues contributing to poor growth returned affected office locations to good performance levels.
Financial Services
Commercial Insurance Broker
Restructuring the sales organization, developing a sales playbook and improving branch management effectiveness allowed the company to leverage its leadership position.
Consumer Products and Services
Apparel Manufacturer
Aligning the sales force with revised customer segments and improving sales force management and effectiveness is restoring sales growth.
Process Industries
Energy Exploration Materials Supplier
Redefined customer segmentation, aligned messaging, added skills and account planning and management provided base for driving high-margin premium product growth.
Industrial Products and Distribution
Metal Finishing Products Manufacturer
Analyzing the underlying causes of revenue decline identified corrective actions and provided insights on the impact of a new multi-channel go-to-market strategy.
Healthcare
Medical Device Manufacturer
Our research and financial modeling focused on cross-selling and sales productivity impacts from two potential acquisitions provided key topics for deal discussions and structure.
Business Services
Marketing Services Company
Our probing analysis of a proposed new offering provided input for successfully modifying critical aspects before launch.