Case Studies
Getting it right improves opportunities for plane sailing
Interim One
Case Example
A technology and services company serving the EMA markets was providing turnkey IT solutions with ‘spiking’ unpredictable cash flow and losing money. The business model, product and services, support, promotion, sales processes and administration were reviewed under the gap analysis process and a new model created and executed levering the services over the web. Also a monthly recurring fee price model was created with long term contracts. This resulted in business turnaround, simplified sales and support processes and high margin, consistent sales growth into international markets and an accurate sales forecast with more dependable cash flow.
Interim Two
Case Example.
This technology company was providing hydro mechanical products to the aerospace and commercial sectors. Its plan was to expand and move into a new and complimentary market offering microprocessor based equipment running applications software for analysis of their and their competitors products data output. Our services included creation of a marketing plan with pricing model. The plan was accepted and successfully executed on time and with predicted results. The existing team remained focussed on existing business. Additionally the existing team learned from working along side us, gaining first hand experience and knowledge of the new technology and sales process needed to win new business.
Interim Three.
Case Example.
An established IT company with a major presence in the financial and government sectors was looking to move their high value hardware, (newly acquired) applications, service and support solutions into the Manufacturing sector. These ERP (enterprise resource planning) solutions required a new sales approach. The solution included working with the top five consulting firms and the parallel creation of customer trust and company credibility along with the new products and solutions benefits. The services provided led to the first sale of the new solution within three months, proving the value proposition. The work also included profiling the competition and evolving an effective and repeatable sales process. This foundation resulted in the further building of a strong sales and support team and business sector.
Interim Four
Case Example
An established customer had a change of management and focus which led to the existing longstanding ongoing services agreement being terminated with little or no discussion between supplier and customer or referral to the contract. We provided both mediation, and bridging in re establishing the value proposition and walking through the contractual obligations. This resulted in continuance of business and existing team members were not side tracked or embroiled in a situation which may have a knock on effect into other customers.
Interim Five
Case Example
A rapidly expanding technology company selling IT security solutions lost their sales director at short notice. Within days a team meeting was held and credibility built with the team and company senior management. Forecast sales and margins continued to be met and business momentum maintained. Also our work included the recruitment of the permanent replacement.