The Challenge of Achieving Growth in a Bid-Driven Industry
Another Interesting Case Study to Read
Sales Management Made the Difference
A national facilities management company were challenged with growth. They had some success in winning smaller new sites; however, their strategy was set on large-scale contracts for new sites. The competitive bid-driven-industry faced multiple challenges to win.
The business underwent significant cultural change across several business units as the sales efforts were aligned to growth rather than service/sustainability.
Outcomes:
- Restructured the sales team, enabling all team members to focus on business development full-time.
- Customisation of CRM provides full transparency, enabling management to manage the team effectively and have meaningful reporting.
- Reduction of costs associated with bidding team and operational personnel contributions to bids.
- Increased new business from 10% to over 40%, providing planned growth of their business strategy. Existing contract retention remained consistent.
- Increase in win rates on bids and tenders to 60%.
- Increased profitability from the alignment of sales effort and reduction in the cost of sales.
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