Consulting Firm Posts 330% Growth

A nationally recognized consulting firm had a lot going for it… brand awareness, market share, offices in over thirty major markets, but it suffered through seven straight years of less than 3% revenue growth. Why? When the team at Motum analyzed the problem, we found a number of causes. Marketing was predominantly word-of-mouth. Its consulting resources were viewed strictly as a commodity pushing average selling price downward. All sales was being done by client-delivery resources that had no selling background or training, no standardized messaging, no tools and no direction.

We worked with them to create a marketing strategy to properly segment their market, position a series of niche offerings supported by strong messaging, and launch a coordinated series of inbound and outbound marketing activities. We created selling tools and delivered sales training to each and every member of the firm. Market leaders were assigned growth targets with dotted-line responsibility to a new Chief Revenue Officer. Sales force automation was installed.

The result was unbelievable. After seven years of flat revenue performance, the firm grew more than 300% organically. The firm’s resources became widely recognized as the best of their kind, and average rates increased by more than 100%. If you need insights or professional help in improving your revenue growth, get in touch with us and we’d be glad to assist you.