Our Clients > Case Study
KPMG
Client Situation
The Financial Services Practice of this Big 5 public accounting
and consulting firm was experiencing increasing competition, a lengthy
sales cycle and significant pressure on pricing. Their offerings
were also increasingly viewed as commodity services by the market.
KPMG had invested heavily in sales and marketing initiatives in
the past with very limited success. Few practice personnel were
actually involved in sales activities. Finally, though, the leadership
wanted to grow the practice.
The Results
In less than a year, an SRG Executive delivered substantial increases
in revenue from new and existing clients. Large account capture
was also substantially improved, resulting in a number of profitable,
large account wins. Sales cycle time was cut by two-thirds and practice
personnel became actively engaged in a highly successful, repeatable
sales process.
How We Delivered Results
In collaboration with the practice leadership, we crafted and delivered
three elements:
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Growth Strategy Architecture: We quickly identified
the targets that were not only the most desirable from a revenue
perspective, but those that would create the most market momentum
for the firm. We then "changed the rules of engagement" by
tailoring positioning statements, value propositions and a
variety of field communication tools that clearly differentiated
the firm from it's competitors. Finally, we determined the
ideal mix of resources necessary to capture these targets
in the shortest period of time. In this case we chose to deploy
a group of revenue teams, each consisting of top-drawer sales
professionals and of practice personnel.
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2.
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Sales/Revenue Process: For this organization, we installed
an end-to-end, predictable and repeatable sales process that
produced a win rate of over 80%. We also implemented proprietary
methods for transforming client and target relationships in
such a way that competitive threats were largely eliminated,
thus shortening the sales cycle. Finally, we put in place
all of the necessary administrative processes to ensure continued
sales acceleration including lead generation, relationship
management, tracking, reporting and the like.
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3.
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Implementation/Revenue Acceleration: In this case
we deployed a series of revenue teams, each led by an OverDrive
Certified® Sales Professional. We installed several key sales
accelerators that shortened the sales cycle by two-thirds
and won large engagements with competitors' anchor clients.
We also developed several coaching modules to improve practice
personnel performance. Taken together, these made possible
the energized sales culture that the leadership had sought,
as well as creating a very large virtual sales force.
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From the Client's Perspective
"I was very impressed with the power this sales process brought
to our practice. Instead of reacting to the market by chasing RFP's
as we'd always done before, we learned to focus very clearly on
what had to be done to win the best clients quickly, and with little
or no competition."
"This experience taught us that Sales is not only a science, but
a competitive weapon. They brought us cutting-edge thinking and
real sales leadership. They also took us into opportunities we wouldn't
have seen otherwise, and substantially improved our ability to win
against other Big 5 firms."
- Former Partner In Charge, Global Assurance Services, KPMG
International
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