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CLIENT: A UK Company with a turnover in excess of £70m, which is part of a European IT Service Group
(turnover £500m+).
BACKGROUND: The UK company was struggling to win major new accounts and was relying on existing accounts
to meet growth targets.
APPROACH: SRA performed their situation assessment applied to sales and marketing.
OUTCOME: SRA established that the company was wasting resources responding to ITTs that they could
not win. SRA introduced the client to a new opportunity where they could position themselves to take a lead and win
substantial new business.
RECOMMENDATIONS: SRA recommended
- A strategy and value proposition to exploit the client's well-known consulting skills in the
retail sector
- Deployment of a new (outsourced) sales resource with strong hunter skills
- Partnering hardware and software vendors to compliment their consulting expertise and position
themselves to provide a complete retail solution
- named partners with strong differentiated offerings for the target market
IMPLEMENTATION: SRA continues to be committed to
- Close partnership agreements with target vendors
- Providing scaleable, top quality sales resource
- Winning a specified number of major new accounts in year one
- Develop qualified pipeline for years two and three sales to meet growth targets
- Closing new account business to deliver 107% overall growth in year two and year three
COMMERCIAL: SRA and client agreement for
- Shared risks and reward rolling term Service Level Agreement with specified milestones and KPIs
- A program to save 30% direct cost of sale against an in-house option
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