Case Study: Scale to Sale
Industry and Description: Professional Services, 18yr old $30M research marketing firm with clients ranging from fortune 50 to private businesses.
Owner Challenge: Founder involved everywhere with a small team, wanted to scale the business without adding headcount and position it for a max value sale in the future.
Noted issues: The firm’s work was 100% project based, the founder was constantly traveling, pitching, and working in the business, and the sales process was unpredictable and slow.
Solution: Digitized their client communication channel to allow tracking, 24/7 access, and increased speed; transitioned their fee structure from project to subscription based, and hired an operations manager to run the daily.
End Result: Dramatically enhanced the client experience, transitioned the firm’s relationship with its clients from hired gun to a trusted partner involved on all their projects allowing for a 27% increase in fees, created longer term predictable revenue, giving the owner time to focus on long term strategic planning, added 3 new clients with bandwidth for more, and increased their EBITDA value by $2.3M.
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