CASE STUDIES
CASE STUDY 1
EIGHT PERSON, $4M TECHNICAL SOFTWARE TESTING FIRM LOOKING FOR NEW REVENUE STREAMS
EIGHT PERSON, $4M TECHNICAL SOFTWARE TESTING FIRM LOOKING FOR NEW REVENUE STREAMS
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SCENARIO:
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Multinational/multicultural with offices on the East Coast, USA and Russia with very technical owners but limited sales instinct wanting to increase their business but without any concept of what was needed for growth, even though their current clientele had given them strong market recognition
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TASK:
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Create a new sales revenue stream for client:, develop in-depth business model and provide strategic/tactical sales advice to drive growth, going after sales targets such as large medical payers like Blue Cross Blue Shield and Cigna
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ACTION:
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Through research, learned that the World Health Organization (WHO) had mandated that large healthcare payers such as Cigna and BlueCross/Blue Shield (BCBS) be current with ICD coding classifications. This updated WHO classification allowed for more than 14,400 different new payment codes while permitting the tracking of many new health diagnosis
Due to the WHO mandate, we created a strategy to connect my client with major decision-makers within Blue Cross Blue Shield. to sell high level performance testing services which Blue Cross Blue Shield uses coding to test new ICD coding throughout the complex implementation. This testing is critical to ensure that BCBS's ICD-10 coding complies with the new standard. |
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RESULT:
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Client is a trusted technical vendor for performance testing for Blue Cross Blue Shield’s ICD-10 implementation.
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CASE STUDY 2
TWO PERSON SOFTWARE AND SERVICES STARTUP WITH UNDERPERFORMING SALES RESULTS
TWO PERSON SOFTWARE AND SERVICES STARTUP WITH UNDERPERFORMING SALES RESULTS
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SCENARIO:
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Job skills software and services company with an existing product but unsure about the true demographic of their market, buyer or pricing structure
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TASK:
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Determine sales market, develop in-depth business model and provide strategic/tactical sales advice to drive growth
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ACTION:
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Found a grant funding niche market within the government side for their business
Through numerous calls and emails, arranged a meeting with the Undersecretary for Department of Labor in Massachusetts to discuss entry into a pilot program at one of the state workforce offices; Prepared client for their meeting and attended the first couple of meetings Submitted financials to get on a preferred vendor list and prepared a pilot at one of the state workforce offices Through additional research, found 46 companies as prospects, that also received state funding grants Showed client how their job skills product could support these companies’ requirements to report back to the state on the enhanced employee skills that had been acquired since they received the funding Provided principles with basic sales training and coaching |
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RESULT:
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Client now has several prominent opportunities in both the public and private sectors of Massachusetts, and the surrounding states.
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CASE STUDY 3
15 YEAR OLD, $3M COMMERCIAL LIGHTING CLIENT, LOSING MARKET SHARE, AND CASH FLOW ISSUES
15 YEAR OLD, $3M COMMERCIAL LIGHTING CLIENT, LOSING MARKET SHARE, AND CASH FLOW ISSUES
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SCENARIO:
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Lagging sales, loss of market share, low team morale for a provider of lighting systems for schools, commercial companies, malls, ball fields and non-profit organizations; two very hands-on owners with passion and expertise for their business but not strong in growing sales numbers or creative approaches to target new sectors or grow margins
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TASK:
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Refined process issues, provide current sales training, build team cohesiveness to eliminate inner-office politics and create suggestions for improved web site and social media interaction with existing and new clients
Improve overall client engagement, interaction and customer involvement and feedback during the whole sales cycle Wrote a new business plan to leverage existing business and to identify find new vertical markets to target |
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ACTION:
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Identified new company prospects from the property management markets who require large lighting investment
Introduced concept of brand enhancement lighting upgrades for malls/retail show rooms for productivity/energy savings issue; Taught client taught to promote new lighting as a business asset to their customers Arranged meetings with one of the largest General Electric facilities in the Northeast targeting large lighting facilities |
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RESULT:
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Client has expanded their customer base; increased their sales closed percentage; streamlined their sales processes; and lowered their cost of business, to increase profit margin.
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