We helped a $100m corporate health services firm build a national solution that differentiated it from local best-of-breed competitors

The Challenge

After many years of consistent growth, competitive intensity and customer attrition were beginning to increase. At the same time, the executive team wasn’t sure that it had the right sales talent and org structure to take the business to the next level

What We Did

• Interviewed customers, researched market trends and analyzed internal data to understand the scope and causes of the attrition problem
• Improved customer data quality and developed an account management framework that created a process and metrics for proactive relationship building and up-selling

Results

• A concrete action plan was put in place to drive growth with clear priorities and metrics to keep the business on track
• A new org structure, new sales leadership and compensation plan were implemented to make reps more accountable for performance