Sector:
Commercial Services
Service Lines:
Growth Strategy, Commercial Excellence
Client Situation
A Private Equity firm recently closed on the acquisition of a third-party logistics company, which needed help to develop a strategic plan to realize its ambitious growth goals. The company also need to scale up its commercial capabilities to support its growth plan.
How We Helped
The project was completed in two phases.
Phase 1:
Prepared an overall approach and helped to define key strategic issues to address
Collaborated with the management team to identify and evaluate a range of growth opportunities – vertical markets, new services, operations needs
Conducted multiple workshops, helped to draft business cases and detailed execution plans
Prepared a Board presentation for approval
Phase 2:
Collaborated with the client to baseline current sales and marketing practices
Developed a detailed customer segmentation that aligned with the growth strategy
Prepared a target customer prospect list for immediate use by the sales team
Drafted new sales and marketing roles, reporting structure and decision rights
Modelled sales resource needs over 5 years
Designed sales incentives plan
Updated sales KPIs and tracking tool
Result
Growth plan received Board approval
Management team is moving aggressively to execute the plans
Client adopted recommended commercial solutions and moved forward with implementation quickly