Customer Profile: A medium sized IT Services Company
Problem: The founders of the organization after 8 years in the business realized that the business had gotten into a rut of body shopping. The areas in which they were working were increasingly becoming commoditized. There was a pressure on the billing rates and the profitability of the business was steadily going down. There was a need to redefine the future direction of the organization.
Solution: We closely studied the nature of projects done by the organization and based on the trend seen over the last 8 years the company was strong in a few business vertical. The strategy of sales was changed from that of a technology services driven organization to that of a business solutions focused organization. This radically changed the sales focus and the engagement focus resulting in a completely new set of customers.
Benefit: The client has gone from strength to strength. While the traditional businesses continued to grow, a new stream of business with newer deals and more profitable engagements has also started.
Developing A Pivot For Business Turnaround