Truck Rental Company Wins Market Share
Mid-sized refrigerated truck rental company faced strong competition from larger firms offering wider product range and greater service coverage. Customers perceived the company as a rental resource of last resort, leaving them with the most difficult, least profitable business opportunities. Relationships were transactional and short term.

Our Solution
Develop a new value proposition based on demonstrating the value of flexible, highly responsive service solutions. Business opportunities were prioritized by the severity of the customer’s business challenge and the company’s ability to provide differentiated solutions and build a relationship to advance the sale. Weak opportunities were quickly flushed out of the sales pipeline, giving sales executive more time to focus on high margin long-term opportunities.

Results
Client sales outpaced market by 7%. Annual churn of rental turnovers dropped from 43% to 27%. New client partnerships resulted in flexible, balanced plans delivering mix of rental, lease and purchase options. Sales outpaced larger competitors within the first year and exceeded corporate performance goals.

Private Equity Firm Retools Tech Company
An investor group acquired a small systems technology-company with an industry-changing product stuck in the R&D pipeline. The goal was to quickly ready the product for market to gain early-to-market advantage and quickly sell the company to a larger company with stronger marketing capabilities.

Our Solution
Freeze ongoing product development to bring the product to market quickly. Repackage the large, inflexible systems into smaller evaluation size systems to reduce initial price and make installations less disruptive to client operations.

Results
Fifty percent reduction in sales cycle time and easy integration into existing client operations. Several evaluation systems were successfully installed and the company was acquired by one of several suitors.

Container Shipping and Logistics Company Grows Global Accounts
Global company faced severe customer acquisition challenges compounded by container shipping industry downturn. Low cost competitors and logistics niche players began eroding market share with their most profitable clients. Products and services were becoming commoditized.

Our Solution
Deploy On-Demand sales coaching and training focused on value based demand creation to global key account team Implement strategy to replace annual procurement department rate negotiations with multi-year bundled offerings that competitors could not match. Refocus sales teams on retaining and enhancing client relationships with most profitable clients. Company wide sales processes were simplified and deployed within the customer relationship management system.

Results
During 2006 container shipping business downturn, revenues from key accounts increased to 107% of goal. Penetration of key accounts increased and investment in marginal accounts was substantially reduced. The annual rate competitive bidding contest was replaced with a new value proposition combining multi-year shipping and logistics contracts with measurable financial impact that effectively blocked competitive entry.

Public Sector Organization Sells Assets
A public sector organization with no prior private sector marketing experience acquired a large portfolio of marketable assets they wanted to return to the private sector.

Our solution
We helped build sales teams and modify asset inventory systems to support sales functions. We employed auction techniques to establish market value and create a marketplace that would not disrupt the private sector.

Results
The result was sales in excess of $450 million in first two years and resolution of the entire portfolio in seven years. The techniques were replicated in throughout the country with similar success.

IT Infrastructure Company Fights Low Cost Competition
As margins eroded and sales declined the company reacted by aggressively responding to all bid requests with decreasing rates of success. Their services were clearly superior but their value was being discounted because it was not included in the bid specifications.

Our Solution
Establish, coach and support sales pursuit team focused on high-value deals that fit go-to-market strategy. Increase sales pipeline efficiency by purging deals that do not fit sales criteria. Establish revenue review board to monitor deal progress and oversee best practices developed. Invest in targeted marketing campaign to pre-condition select accounts. Engage clients in pre-bid dialogues to establish bid specifications aligned with capabilities and position value within the context of customer business challenges.

Results
Within 90 days a $4M contact was signed and within 6 months the decline in sales had been reversed.

B2B Service Provider Recovers from Strategy Misstep
A successful regional business-to-business service provider invested heavily in emerging technology. They created a new operating unit with a separate brand and sales force selling into an untested market. The result was faltering start-up of the new unit and severe cash drain on the parent company.

Our Solution
Combine the two brand images to build credibility for the tech unit while adding new life to the existing brand. We recommend integrating product lines and sales teams to quickly provide full range services to existing and new customers alike.

Results
A shared-incentive program promoted cooperation between the new and existing sales teams, reduced cost of sale and resulted in double digit quarterly sales increases for the new operating unit.

◄ Back | What We Do ►