Case Studies
Below are just some examples of the types of services we have provided over the years for companies across a number of industries, including clean tech, IT, financial services, retail, non-profit, and government. If you are facing any of these challenges (or similar symptoms), contact us today.
Sales & Marketing Process Improvement (BPM) Training Programs
Sales Program
Brought in to rejuvenate sales program for an established retailer. Worked with President and sales team to analyze and assess pricing, packaging and placement. Created new commission plan and contracts with independent sales reps, including wholesale and retail accounts. Also helped design new e-commerce website, drafted and designed new paper sales brochure and order forms.
Sales Presentations
A struggling sales organization suffered low conversion rates. Identified the key competitive advantages - customer benefits - and created new sales presentation for sales team. Saw immediate increase in sales and reduced sales cycle.
Channel Development
Small company with limited resources had trouble breaking into new markets. Helped develop an affiliate sales program and negotiated agreements with initial strategic partners. Sales through affiliates surpassed direct sales within first few months.
Partner Development
A number of players in a crowded space all provided services to similar markets. While the organizations were not truly competitors, the appearance of overlap created friction and, more importantly, confusion in the market place. By leading a new partnership program, we were able to help everyone "see the light" and begin a new era of cooperation and collaboration the benefited everyone.
Cross-Functional or Dysfunctional?
"What we have here is a failure to communicate." When different departments did not work together, we helped negotiate the end to the turf war. Through a combination of new programs and small projects, we were able to break down silos, increase collaboration and increase revenues.
Opening New Markets (Revenue Diversification)
Highly regarded organization suffered stagnant growth. Through deep financial and market analysis, discovered large opportunity within previously untapped segment. Worked with cross-functional executive team to create new program within organization to capitalize on the opportunity. Program exceeded goal by 200% within first year.
New Program Development
How do you do something new and innovate within a conservative organization? Carefully combine the old with the new to achieve results everyone can take pride in. Within three years, a new program we created and implemented represented the lion's share of the company's documented successes.
Complex Negotiations
"Can you help me talk with them?" Seven words that can separate the "big talkers" from the "doers." We have both helped executives prepare for major negotiations and actually sat next to them and participated in "make or break" negotiations with much larger counter parties.
Training Program
"We can't expect them to know that!" If you need them to know it in order to do it, you need to teach them how. We were asked to create broad-reaching education program for key audiences, including presentation scripts, schedule and handouts. The program far exceeded any expectations and became the model for future training programs.
Revenue Stabilization
When revenues vary wildly from month to month, it is hard to run a business. We helped a company develop a more stable, predictable business model, which then allowed it to accelerate growth.
Event Management
We've helped companies handle almost every element of events, from planning, handling logistics, to recruiting speakers, to emceeing. In addition, we have helped companies develop and implement new strategies to increase returns on existing event expenditures.
Promotional ROI
While it may be true that "you gotta spend money to make money," it is important to know how much money you are making for every dollar you are spending. We developed an innovative system to better track ROI on a promotional program with unclear value. With better tracking came better management, which resulting in increased profitability.