SITUATION: The Company had "plateaued" in its growth due to an outmoded sales process. Target marketing consisted of hit and miss. Both sales effort and results were not being tracked effectively. They did not have an accurate costing/pricing system or operations cost reporting resulting in some customers generating profits and others causing losses.
SOLUTION: A sales and marketing plan was designed and implemented. Target marketing focused only on those prospects who would generate profitable business. Costs were analyzed and reflected in a new pricing model resulting in more accurate and profitable pricing. Sales processes were implemented which could be monitored and managed which resulted in greater sales productivity, thus lowering sales acquisition costs.
RESULTS: The Company generated just under a 100% increase over their existing sales volume in new contracted business during the engagement.