Sector:
Industrial and Commercial Services
Service Lines:
Commercial Organization
Client Situation
A $300M outsourced facilities services company was experiencing a slow down in sales growth following a major acquisition a year prior
The company’s field service organization, which was responsible for sales account management and service delivery, was not integrated well
Together with its Private Equity owner, the company needed to put in place a more scalable field service organization and improve sales performance
How We Helped
Developed a detailed fact base on sales, services, customers, field service delivery performance and margins
Interviewed management, business develop and field service teams to gather views on challenges and opportunities for improvement
Analyzed field service delivery performance, including the organizational approach, sales and margins, customer satisfaction, and resource levels
Draft several new organizational models to improve accountability and governance of all sales efforts, and the field service team’s role in selling and service delivery
Conducted workshops with the client team to review, refine and prioritize drafts
Collaborated on an action plan to support implementation
Result
Client adopted a new commercial organizational model that clarified the field service team’s role in both account management and delivery from a business development team’s role
Results included significant cost savings, exceeding client’s estimates, with some consolidation of layers, and a higher performing commercial organization