We helped a $75m marketing services firm identify a customer segment where they could win against global competitors

The Challenge

New global competitors and consolidation among key clients were causing margin pressure and customer attrition in a firm that had previously been an industry pioneer

What We Did

• Analyzed customer data and industry trends to identify the root causes of attrition and margin compression
• Established a unique integrated selling proposition that leveraged the firm’s broad capabilities

Results

• A new, high growth, high margin target customer was identified whose needs were better aligned with the firm’s capabilities
• A new org structure and solution approach to account management were created to better leverage the firm’s broad capabilities