After facing 2 years of declining sales, this IT staffing organization retained Cosgrove Partners to help them achieve consistent and scalable revenue growth.
COSGROVE PARTNERS ACTION
CP facilitated a thorough assessment of the IT staffing market, the competitive landscape, and customer needs as well as a comprehensive analytical review of the existing sales and marketing organization. The assessment revealed the IT staffing industry was in the midst of a dynamic shift in terms of customer expectations.
Specific actions included:
- Development of new competency models for the entire sales organization
- Development of a new sales management operating system
- Creation and deployment of a new sales training program
- Design of a new Emerging Leaders Program
- Creation of custom curriculum for each level of the training program
- Development a new forecasting process
- Design and implementation of a comprehensive Annual Operating Planning System
The company experienced substantial sales and margin improvements over the following 5 year period. In addition, Cosgrove Partners spun off and sold a separate training business (ForceManagement) in support of the ongoing training and development needs of this customer.