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Growth Strategy

Accelerated Growth with Technology

Accelerating Growth with Improved Pipeline Management Technology

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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