We enable middle market businesses to choose a more strategic and financially rewarding path to growth.
The privately-owned company was a distant #2 in their specialty, competing against a private equity backed market share leader. With smaller upstarts nipping at its heels and buyout by the market leader eliminated as an option, the owner’s assessment of the situation was that they must either grow or risk perishing. The company began heavy reinvestment of its operational cash into demand generation, anticipating it would substantively drive growth and create the free cash flow to attract investors and expansion. While demand did initially respond to aggressive marketing spend, it quickly plateaued and could not be explained. Frustrated by his limited visibility into his own company’s performance, he hired KGK to optimize salesforce as needed and to develop dashboards that kept him up to date on what was really happening in his business.
While demand did initially respond to aggressive marketing spend, it quickly plateaued and could not be explained.
As work begun, KGK quickly discovered some unexpected findings and brought them to the owner’s attention:
A candid conversation with the owner revealed that the business had grown in slapdash fashion. He acknowledged that these were entirely appropriate insights, and was open minded to the “fixes” which would put his company “back on a growth track”.
Performance at each stage of the business funnel was largely unattended to. By way of example, we found only 30% of those requesting appointments secured an appointment time in their unwieldy process.
While there were numerous IT pain points to address, KGK recommended a few actions that would deliver short and mid-term value:
Although the company’s data was scattered across various systems and formats, KGK was able to unearth significant solutions which, within 6 short months raised revenue by 37% and earnings from 8% the prior year to over 13%. Simply put, we exceeded all expectations. Additionally, KGK addressed and solidified the following:
Energized by this success, and a more certain future, the owner requested KGK’s end-to-end assessment of his business, including, but not limited to;
Within 6 short months raised revenue by 37% and earnings from 8% the prior year to an annual run rate of over 13%.