Summary

• A 10-year-old Midwest-based client sought a growth strategy for their business, which lacked oversight, data-driven decision-making, and streamlined processes.
• We implemented a customized cloud-based CRM tool to establish consistent and predictable sales and service processes, enabling flexibility for future adjustments.
• The CRM solution provided pipeline oversight and control, empowering leadership with improved data capture and transparency for informed decision-making.
• By connecting strategy with execution, the solution transformed the client's mindset, fostering a culture of change and continuous improvement.
• The client experienced over 300% growth in the next five years, with the CRM solution serving as a foundation for scalability and future expansion.

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Client Description:

The client, a pioneer in the Midwest geographic market, had established themselves in their industry over a span of 10 years. While they had proven their business model, they lacked a clear strategy for further growth.

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The Problem:

The client faced several challenges that hindered their potential for expansion. They lacked oversight to forecast deals and cash flow, relied on a startup culture that resisted change, had no insight into optimizing staff utilization, and made decisions based on intuition rather than data.

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Our Process:

To address the client's challenges and enable their growth, we embarked on a project to select and implement software that would enhance their sales, service, and management capabilities. Throughout the engagement, we provided guidance to leadership on setting forward-looking strategies and evaluating the impact of change initiatives on company culture. These efforts laid the foundation for substantial growth of over 300% in the subsequent five years.

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The Solution:

1. Pipeline Process:
   We customized a cloud-based Customer Relationship Management (CRM) tool to create consistent and predictable processes. By tailoring the CRM to the client's specific needs, we achieved flexibility for future adjustments while maintaining a structured approach. This streamlined the sales and service management workflows, enhancing efficiency and scalability.
2. Pipeline Oversight and Control:
   Improved data capture and transparency were crucial components of the solution. The implemented CRM enabled the client's leadership to access comprehensive and accurate information about the sales pipeline. With greater visibility into deals and cash flow, they could make informed decisions to drive growth and optimize resource allocation.
3. Connecting Strategy and Execution:
   The solution served as a catalyst for change within the organization. By integrating technology and process improvements, we facilitated conversations between leadership and employees. This created a testing ground for implementing and embracing technology as an enabler of strategic objectives rather than a one-off event. The alignment between strategy and execution empowered the client's workforce to embrace change, fostering a culture of continuous improvement.

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Results and Future Outlook:

By streamlining sales and service management processes, providing oversight and control, and connecting strategy with execution, the client experienced significant growth of over 300% in the following five years. They transformed from a startup mindset to a mature organization with data-driven decision-making capabilities. The implemented technology solution acted as a foundation for scalability, enabling the client to seize new opportunities in their market. With a solid strategy for growth in place, the client is well-positioned to continue expanding their business in the future.

In conclusion, our engagement with the client resulted in the successful implementation of a technology solution that streamlined their sales and service management processes. By embracing data-driven decision-making and leveraging technology as a catalyst for change, the client achieved remarkable growth and established a strong foundation for future expansion.