Business Optimization Case Study

Janitorial services firm was struggling to generate topline revenue growth. Pursant identified why and helped right the ship.

Challenge

A $35M janitorial services firm was not growing.  The company had an experienced sales team in place, led by a respected director of sales, and yet topline revenue was trending flat, if not declining.  Pursant was brought in to shed light on this performance problem.

Insights

By conducting a Deep Dive and evaluating sales data, Pursant identified a revealing fact: the company’s salespeople were “farmers”—very capable at generating revenue from existing client relationships, but ineffective at hunting for new business.  Growth had slowed to a halt in part because the sales team had milked its portfolio for all it was worth.  The company was not structured for new client acquisition.

Solution

Pursant helped the janitorial services firm design and execute a sales strategy, which included developing detailed plans for penetrating targeted verticals, market share goals, sales pipeline metrics and more.  In order to equip salespeople to effectively differentiate in a commoditized market, Pursant also developed a compelling value proposition for the firm.  Finally, Pursant helped the firm build a new sales team to complement the account management team already in place, starting with the hiring of a new “hunter” oriented Director of Sales.  Since implementing these changes, the client’s sales have risen more than 100% in two years.