Introduction:

This case study shows how we helped our client overcome historic relationship issues to significantly increase sales of governance, risk, and security consulting services.

Faced with ongoing delivery issues, we led the practice on an interim basis to quickly fix delivery issues, address historic perceptions secure the exclusive arrangements that we needed to drive revenue growth.

The Client's Challenge

The client was a preferred supplier to a larger consultancy and outsourcer and wanted to dislodge increasing competition that was threatening to drive a decline in revenues.

The challenge was that their service was increasingly being perceived as expensive and negatively by end clients, and were struggling to construct credible and compelling offers as a result.

Our Approach

We were engaged to fix the problem. Briefly leading the practice on an interim basis. We worked with the client and their end clients to better understand the required improvements while raising the bar for delivery performance and talent management internally.

Our key activities included:

• Interim practice management

• Customer account planning and management

• Cross-functional operational improvement

• Business development, proposal and negotiation

The Result

We were able to help the client address historic issues and facilitate exclusive arrangements with a key client that drove a trebling of practice revenues in 5 months.

Tags:

#ProfessionalServices, #Commercialisation, #Transformation, #Sourcing, #Contracting, #Negotiation