Project Description

TEK Systems

SITUATION


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

OUTCOME


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.