Client description:
The client was one of the first to enter the midwest geographic market for its services. At only 10 years old, they had proven their model but didn't have a strategy for growth.
The problem:
How could we streamline processes for sales and service management around a strategy to achieve the firm's potential for growth?
- no oversight to be able to forecast deals and cashflow
- operating with a startup culture that had already locked-into a mindset of "it's the way we've always done it"
- no insight into how staff should be utilized
- decision-making was only based on gut-feelings instead of clear data
Our process:
We engaged to select and implement software to improve the maturity of the firm's sales, service, and management capabilities. Along the way, we guided leadership in how to set forward-looking strategies and assess the impact of change initiatives on company culture. These activities laid the groundwork for over 300% growth in the next 5 years.
The solution:
Pipeline process
- by customizing a cloud-based customer relationship management (CRM) tool, we were able to create consistent, predictable processes with the flexibility for adjustments
Pipeline oversight and control
- with improved data capture and transparency, leadership could make informed decisions for the growth of the company
Connecting strategy and execution
- conversations around the solution provided a testing ground for leadership to see technology implementation as a catalyst for change rather than a one-off event
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