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Case Studies

​Business Forecast Accuracy and Delivering Results

Background:
This UK based company prepares, files, maintains, and stores regulatory documentation required to manufacture and distribute pharmaceuticals and devices in over 57 countries around the world. Their clients ranged from start ups to major pharma giants like Pfizer and Merck. They have 12 dedicated sales people, and dozens more employees managing day to day relationships on projects with clients on an Excel spreadsheet shared by all employees.
​Role:
Phase I:
     - Data clean-up/analysis
     - Process design for sales pipeline management.
Phase II:
     - RFP, negotiate, contract
     - Install and train on new CRM tool SalesForce.com

The Challenge:
Key project milestones were being missed by margins of +/- 100%. The challenge was to improve forecast accuracy, deliver planned results, and install a Customer Relationship Management (CRM) tool.


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Results:
After two fiscal quarters under the new CRM process
milestones were being met to within a margin of +/- 5%, SalesForce.com went from RFP to installation in just under three months and was fully operational by the fourth month.

​Product Expansion Sales Prioritization

Background:
Tiber Creek Consulting (TCC) specializes in custom-designed quality information technology products and services. They supply tailored web-accessible, secure technologies. TCC wanted to prioritize new software offering that could have significant commercial sector potential.

​Role:
To design independent market research to verify the new offering value, features, and target market. Target companies for the survey were identified, a survey created, and executed. The results were analyzed and go to market features prioritized based on the target customer recommendations.

The Challenge:
Validate the market for a new Security Check Software* including prioritizing the features for the new offering. (*cyber security technology products with the NIST 800-171 compliance specification)

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Results:
TCC successfully developed and launched new software offering. The product has led to growth with both current and new customers.

​Strategic Growth Services

Background:
SPARK is a function-focused product design firm that brings functional and manufacturing design and engineering expertise to clients.

They have an extensive client portfolio and over fifty patents which include known brands such as Honeywell, Lowe’s, and Intel as well as universities like UVA and Johns Hopkins.
​Role:
Phase I:
     - Strategic Planning for Accelerated Growth. A full operational evaluation of the current SPARK business value versus 18 operational and market drivers.
Phase II:
     - Five Bold Steps plan which was generated by conducting market research; developing a financial business case analysis and partnership opportunities; and developing a ongoing marketing and sales process for lead generation.

The Challenge:
The firm was exploring opportunities to grow and not sure how to get started. The firm had no internal or external sales team and wanted to understand the best approach for increasing the number of clients.


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Results:
Clients stated that this approach was more comprehensive - bringing together values, sales, and finances into a single plan. The Client is anticipating a significant increase in business after these efforts.