Global Professional Services Firm Develops Sales Plan to to Acquire New Clients
A global Professional Services firm needed to develop a sales strategy and plan to migrate from farming large and loyal clients, to hunting new clients in a very competitive market.
ProjectLead conducted a market research phase to construct a profile of the market and identify potential high value client targets.
ProjectLead designed and developed a sales strategy and plan including target metrics to measure ongoing performance.
ProjectLead developed a new client acquisition process focused on utilizing Business Development Managers to discover new opportunities and then shepherd the appropriate firm resources to win new business.
RESULTS
More New Clients
The sales plan, after an initial learning ramp, resulted in the addition of new clients in both top tier and middle market accounts.
Change in Sales Model
Sales shifted from "order-taking" to being capable of competing with both local and other global firms to win new business.
Shift in Services
New clients provided new opportunities for a broader range of work. This enabled the acquisition of new types of talent in the firm - which led to more sales of these services.
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