Strategic Consultancy to a Small IT Company

Process orientation – A pathway to business success aligned to Vision

The Project

A data analytics and cybersecurity company was growing at a fast pace, however, most of the new business continued to be sourced by the promoters. The Business Development (BD) team had not been very successful in getting new business. The Impact Multiplier team analysed that while the BD team had very good technical knowledge, they did not have relationship orientation which is of critical importance in B2B business. The BD team was organised basis technical solutions the enterprise offered. To overcome the weak spot of lack of relationship orientation, Impact Multiplier suggested to reorganise the BD team as Account Management teams with individuals responsible for a defined set of key customers.

The Impact

This change to Account Management set up brought greater accountability for those key accounts and given the technological strength of the team members, each member was able to offer the complete bouquet of product solutions without any hitch. A sales management team has been set up to work with the BD team to provide data analytics on BD efforts and review those efforts using the funnel approach. As an outcome, the BD team is now on a growth path.