Who are they?

They’re a global environmental engineering firm who sell their expertise and new ideas in the environmental engineering space. Their customers range from mid-size businesses to globally held, publicly traded companies that are household names.

Why transform their business?

Apart from the obvious reasons of sustainability, cost-cutting, and a marketplace competitive advantage, they were looking at significant reduction in revenue on finance reports having been affected by the economic recession of recent years. Making some quick decisions and figuring out how to collaborate on sales opportunities was no longer just a smart idea--it was crucial for the success of their business and their own livelihoods.

Homework

Bluewolf sent our Strategy Services team to understand the essence of our new client’s business. What does this mean? We needed to have a 360 degree POV of their goals, successes, processes, shortcomings. Jim Fisher leads Bluewolf’s Sales Effectiveness Practice, hence guided our team to take a deep dive into our client’s existing solutions. Did they have sustainable technology in place to support their business? Were their business processes as effective and efficient as they could be? We made recommendations and together with the client, came up with a road map to Agile Business Transformation. Next step: execute.

Delivery

Bite by bite, Bluewolf’s delivery team laid the technology groundwork to set our client down the path to transforming their business. A disparate, old Lotus Notes system was scrapped for the good parts/data and a single, sustainable, cloud-based CRM solution was custom configured to support and streamline our client’s business. With the new solution, they have visibility into their business at a global level that they have never had before. In re-evaluating and automating some of their processes around managing their largest, highest revenue-yielding accounts, they’ve cut the time and overhead put into those accounts by roughly 20%. They have more control over their sales cycles. They have insight into performance management that did not previously exist.

Focused maintenance and management

Technology changes daily. The marketplace (as we’ve all witnessed) can turn on a dime. Your business grows and changes. How do you make sure that all of the elements stay aligned over time? There are several options. They could hire a few folks dedicated to continual innovation and upkeep. They could hire contractors. They ultimately chose to bring our Bluewolf Beyond ongoing consulting program on board to capitalize on a breadth of services, a powerful consulting knowledge base, and access to the same minds and knowledge that have been involved in their business transformation from the start.

Given that we measure our own success by the success of our clients, we’re pretty proud of this client and look forward to all of the rewards that such a strong partnership is sure to bring.

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