Sector:
Industrial and Commercial Services
Service Lines:
Growth Strategy, Go-to-Market Strategy, Commercial Organization, Salesforce Effectiveness, Strategy Execution, Exit Readiness
Client Situation
A $1.5B global call center outsourcing services company was struggling to grow profitably despite favorable market conditions and a good position
The Private Equity investor had owned the company for much longer than it planned, and wanted to exit without investing more capital
The company needed to refresh its growth strategy and quickly improve sales and profit growth
How We Helped
Developed a robust fact-base on commercial performance – sales, margins, customers, services, segments, end markets, salesforce productivity
Completed interviews with current and former customers to understand their experiences, and with market participants to assess opportunities and trends
Interviewed sales and marketing teams and key stakeholders to get views on challenges and opportunities (internal and external to the company)
Collaborated with the client to develop several growth strategy options, and modifications to the Go-to-Market approach and commercial organization
Helped to prioritize and generate consensus on the path forward
Supported the client with implementation, including changes to the sales org, sales processes, tools and change management to execute the strategy
Result
Client successfully executed the new growth strategy and realized meaningful improvement in sales pipelines, customer wins and renewals, and margins
Morale improved significantly as frustrations were alleviated with key changes
With a strong turnaround in sales, the Private Equity owner sold the business a year after the project was completed