Case studies

We work for blue chip technology and services clients in Europe and the US, including EDS, Capgemini, Microsoft, Adobe and Siemens.

> Positioning: improving awareness and consideration

> Attracting: building an integrated approach

> Winning: effective support to key bids

> Monetising: profit-focused transformation

> Maintaining: building and managing successful relationships

> Retaining: key account development

A leading services company was finding financial targets harder to reach because of bitter competition within its key accounts. Instead of growing, they were having to focus on defending current business against competitors.

We helped account leadership to prioritise business they had a fighting chance of winning, while pulling back from areas where heavy investment was certain and payback was not. This targeted business development effort stopped losses in a range of key accounts while making significant breakthroughs in others. Within the largest sector, the result was a return to growth and profitability in the first year, and a surprise for some over-confident competitors.