Business Services Client Story

SUMMARY

Industry: Business Services

Deliverables:

• Sales Negotiating Training
• Delivered throughout North America

The situation: Despite holding the leading position in the market and having a strong reputation for quality and reliability,our client was experiencing slowed growth, reduced profits, and client losses. This Fortune 1000 company launched a new strategy to reinforce its global leadership position in Food Services; accelerate growth in the Facilities Management Services sector; and become the global leader in Service Vouchers and Cards. RED BEAR was asked to help change the way this company sold and marketed to its customers and build a new sales discipline in order to:

• Double revenue growth within 11 years with an annual revenue growth of 7%.
• Accelerate profitable organic growth through new client acquisitions, improved client retention, and increased sales to existing client sites.
• Improve operating profits and cash flow.

The challenge: Our client sought our help implementing its strategy to address these key challenges faced by the sales team:

• Buyers reluctance to change Facilities Management Service providers.
• Increased competition for the business from lower-priced competitors.
• Significant price pressure resulting in margin erosion.
• Decreased spending by customers in certain segments.
• Customer pressure to get more product and service for less money.