- Love0
- August 11, 2012
The Scenario
As with many new businesses the early years were spent learning how to deliver a high quality product and service into a small number of clients. This success of course brought its own challenges when the further growth of the business was required.
This successful start up business after the first 4 years has established a niche market for itself which has seen increased revenues year on year with new clients primarily coming through referrals and old contacts (these will always remain the most cost effective and best routes to new opportunities).
During this period the business had also seen the cost base of the business grow to serve these vital clients however the workflow was not consistent and the need for more new clients to help to both spread the revenue flow and grow the business further were required.
Despite several attempts the business could not find a consistent and successful way to find, win and retain new clients.
Tyler Consultants Resolution
First was to audit and understand the company’s products, market and USPs. Then to look at the sales personnel available and to understand the proposition and routes to market.
Also important was get clarity around the sales goals and requirements of the business and then to tailor those requirements against some outbound activity to attract new opportunities.
To then ensure that these opportunities are evaluated to ensure they match the businesses needs and the businesses ability to deliver a successful end product.
A process of showing and teaching a process that enabled the sales people to ensure they understand the client’s needs and requirements and to be able to match those against the businesses ability and ultimately deliver the new business.
Within 2 months the company saw a number of new client wins and to see them contributing revenue and profits to the company. Over the next 18 months continued success in new business wins, profit and revenue being delivered on the back of an organised and structured sales effort.