The Challenge

Improving new business development and succession planning. The founder and CEO was looking to streamline marketing and sales and to set up a timetable for him to spend less time in the business in favour of pursuing some new ventures.

Our Approach

Initially we introduced a more structured approach to sales management including management of sales meetings and external training in the Customer Centric Selling model for solution sales. This was paired with a marketing focus on four vertical markets where the company had competitive advantage.Over a two year time frame, an advisory board framework has been formally established along with the continuous development of a succession plan for the business.

Outcome and Client Benefits

A more streamlined business and a Leadership/Governance model that has allowed the founder to step back from a strongly performing business and to focus more time and effort into new ventures.