Case Studies
We have a unique perspective on revenue generation; our methodologies break through traditional thinking and doing on how to grow your revenue base.
We serve those who truly seek a different perspective and an innovative source of energy to help them achieve an accelerated revenue position — even during a market downturn.
We are providing revenue expertise to keep our clients growing despite the flat and declining trends of their competitors and the current economy.
To read more, click on any of the case studies below.
Opportunity
Time pressures and resource restraints prevented this consulting company from focusing on business development in a constant and consistent manner. Additionally, the majority of their focus was in responding to requests, rather than creating new opportunities. As a result, opportunities for incremental growth were not fully realized.
Implementation
Included a method to evaluate opportunities in order to align the right opportunities with the right resources, automated technology that deploys a custom selling methodology to acquire new business with a focus on the enterprise needs of this company's clients, and a systematic means of follow-up. The infrastructure changes are being augmented with professionals continuously improving their focus, business development skills, techniques and approaches through regular coaching sessions, strategic planning sessions and performance development workshops. As well, conducting on-going strategy sessions with the business owners focused on creating new revenue streams with new applications/services into existing and new markets.
Results
23% growth year-to-date with infrastructure, processes, strategy and coaching that will create sustainable revenue growth.
Opportunity
With the manufacturing industry in economic slow-down (less than 4% growth), this manufacturer needed "sales best practices" to attract and penetrate new client accounts, in a bid to increase sales by 10% over a 12-month period.
Implementation
Included a lean sales assessment, strategy workshops, infrastructure processes, outsourced sales expertise, ongoing professional coaching, individual business plans, and negotiation skills development.
Results
Sales up by 28%, profits up by 11% with a pipeline of new projects to achieve or exceed the goals for the new fiscal year.
Opportunity
This professional service firm was comfortable inside their current success, resulting in minimal desire to drive additional revenues. However, being in a highly competitive industry, owners recognized a need to gain their fair share of the market, and sought outside expertise as a way to grow. They were growing at a 5% growth rate while the CPA industry was growing at a 12% rate.
Implementation
Included business development workshops that provided the basis for on-going coaching session of senior professionals. Instituted monthly coaching sessions that focus on innovative and pragmatic ways to expand current client relationships, cultivated new business opportunities and built a loyal referral network. Additionally, created and implemented a program to develop the next generation of partners and leaders.
Results
44% increase in growth rate along with active identification and development of 2nd generation business developers that will enable future revenue growth.
Opportunity
Although highly skilled technically, economists inside this firm did not possess the necessary across-the-board skills or knowledge to actively seek out new business opportunities. Their technical abilities have earned them the distinction as the best firm in their field in North America. However, they need additional opportunities to present their capabilities and expertise to new prospective multi-national companies.
Implementation
On-going advising and coaching of senior professionals across the U.S. and internationally to secure new opportunities and clients. Manage production and circulation of e-newsletters and other communication campaigns to promote this firm's expertise and contribution to/attendance at worldwide events. Strategic involvement, facilitation and coaching of professionals to their individual business development plans. To serve as a leader for new revenue generation.
Results
Secured new multi-national clients who represent a sustainable stream of revenue over an extended period of time. Formed strategic relationships with key referral sources, which has resulted in new incremental revenue streams.