DIAMOND IN THE ROUGH
Turning a Mature Business Around

There was no doubt about it – this piece of the client portfolio was old – over 30 years old.  But in spite of being virtually ignored for many years, it continued to provide high margins and untapped market potential. 

Leadership decided to revitalize the business and set aggressive goals for growth. But 3 years and 2 executives later, they were unable to turn aspirations into results. Leadership asked me to bring my unique capabilities to the challenge.  

To maintain team focus while diagnosing the situation, I initiated a parallel approach:

  • Driving the achievement of short-term revenue goals
  • Launching a 90-day Growth Strategy Assessment

The assessment revealed four:

  • Lack of market understanding
  • Misalignment of the offering portfolio vs. the market needs
  • Organizational capability & alignment gaps in Product Development, Product Management and Sales
  • Lack of investment for growth

GAME PLAN:
Collaborating with our global teams, we transformed my strategic hypothesis into an actionable plan with 4 priorities:

  • Make strategic hires in key functional roles
  • Enhance market positioning & awareness
  • Invest in strategic Product Development for current offering improvement & new offering creation
  • Improve sales productivity by integrating portfolio sales efforts & implementing performance management

OUTCOMES:
In 12 months, an inspired and empowered team emerged, making the “old” new again.  As a bonus, our efforts enhanced the broader business portfolio & led to further growth via strategic acquisition.  Outcomes were:

  • 55% Sales Productivity improvement
  • Top-line growth of 31%
  • Maintained 48% pre-tax margins while increasing investment
  • Generated 50% of business unit earnings
  • Enhanced market relevance & achieved 218% increase in warm leads

PROGRAM HIGHLIGHTS:

  • 55% Sales Productivity improvement
  • Top-line growth of 31%
  • Maintained 48% pre-tax margins while increasing investment
  • Generated 50% of business unit earnings
  • Enhanced market relevance & achieved 218% increase in warm leads

DEFINING COMPETENCIES:

  • Vision
  • Strategic & “Out of the Box” Thinking
  • Intuition
  • Stakeholder Engagement
  • Leadership
  • Marketing
  • Change Management