~ President, IT recruiting company
This $40M company was overly exposed and dependent on a short list of low-margin, high-volume clients. They were too busy in the weeds of trying to deliver to a limited group of all-consuming clients, and without a dedicated sales team, they couldn’t break out of this unstable situation.
The big idea? Found a sweet spot—a higher margin, niche service that required little investment and less staff to deliver. We built a new story around this offering, then found a list of target clients who would appreciate hearing it.
The results? Our client is on track to hire dedicated sales positions and increase sales with a new category of clients by 15% in 2010 and double their business within three years—without wearing out the staff!