© 2017 Planck Quantum Consulting.

OUR FAVORITE STORIES

IT

CONSULTING COMPANY

Marketing Growth Strategy

Environment

A privately owned IT services and consulting organization was struggling to differentiate themselves in a competitive market.  And there was little corporate understanding or how Marketing could help the bottom line.  Additionally revenues were stagnating, and the cost of sales was high.

Solution

  • Defined a clear marketing strategy designed at raising brand awareness through a clearly defined brand image, product definition, marketing collateral - including a multi-language website, marketing communications and events.

  • Designed and implemented a partnership strategy which focused on industry user groups to expand the client base.

  • Designed alternative lead generation methods from those traditionally engaged in (cold calling).

  • Established and executed a customer satisfaction program.

Result

  • The company experienced increased visibility and brand recognition in the industry vertical.

  • New markets were opened up, and revenue increased by 20+% the following year.

  • The cost of qualified lead generation was reduced by over 45%.

  • New cross-selling and up-selling opportunities were uncovered through the customer satisfaction program which drove revenue up.

IT

CONSULTING COMPANY

Marketing Growth Strategy

TRANSPORTATION LOGISTICS COMPANY

Operational Growth Strategy

Environment

A privately owned transportation logistics servcies company offered a service which was high volume, low margin, and with fierce competition.  In order to grow they needed to increase efficiency while decreasing operational overhead costs.

Solution

A shared services center was established, with a full phased role out plan, for training and management of the new center.  A matrix management system was set up with line mangers and local management to ensure continued quality, and quantity of operations, and to establish employee engagement in the new shared service center.

Result

The revenue grew by 11% year on year, operation costs were reduced by 15%.

STARTUP NEARSHORE OPERATIONS COMPANY

Operational Growth Strategy

Environment

A privately owned nearshore services organization, headquartered in the US, had a young nearshore office without mature leadership, and were experiencing challenges such as a lack of process, high staff turnover, challenges in attracting the right talent, and customer satisfaction issues.

Solution

  • Established all formal operating procedures and processes including HR, Finance, operational delivery, and corporate governance and reporting.

  • Implemented employee programs including benefits, appraisals, career paths, and performance driven compensation.

  • Established project management processes for operational teams and customer interaction standards.

  • Established local branding initiatives designed to raise the profile of the organization locally to improve recruiting drives efficacy.

Result

  • Employee attrition was reduced by over 35% and employee engagement increased.  Attracting the right talent became easier.

  • Customer satisfaction improved, and clients in danger of being lost were saved.

  • The worth of the company increased and it became a take-over target, and was ultimately sold.

SOFTWARE SERVICES COMPANY

Business Development and Operational Growth Strategy

Environment

A privately owned nearshore software development services company was preparing for sale to an international player.  They significantly increasing the annual sales targets despite the fact that they were struggling to meet the old targets.  Furthermore, the organization suffered from a high attrition rate resulting in customer dissatisfaction.

Solution

  • Adopted a holistic approach and worked together with the sales, HR, and operations delivery teams to address the challenges.

  • Defined and implemented a sales process including use of a CRM and a lead management process.

  • Introduced the concept of Account Management and hired a technical sales account manager.

  • Worked with the HR team to implement a multi-path career plan, together with an applicable training program.  Also, hired a full-time recruiter and implemented an Applicant Tracking System.

Result

  • Employee attrition was reduced by 25%.

  • The revenue run rate increased by of 60% in a six month period.