Case Studies
Financial Services
Financial Services account that had been established with the founding of the organization. The continued decline in revenue year over year. High effort account. Resource intensive.
Developed account-based financials to understand the true cost of running an account. The account was operating at a negative contribution.
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Identified contractual obligations
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Reduced staffing based on agreements already in place.
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Negotiated reduction in “resource creep” based on existing agreements.
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Leveraged Account Based financials to inform client of new structure. In many cases stakeholders had no idea of what team was requesting.
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Improved account margin to 37% and increased contribution to $635K from a $40K cost .
CableTelevision/
Telecom/Advanced-Advertising
Cable television /Telecom / Advanced-advertising account had quickly grown from $13M to $27M in revenue.
Client was unhappy, service levels were challenged, and business was at risk. Account Margin was loosely tracked, but lots of effort not being tracked. Each new piece of revenue resulted in additional hires and lower client satisfaction.
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Established dedicated Account-Based leadership team. Looked at resources globally instead of SOW by SOW.
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Created detailed account review process for internal stakeholders. Executive leadership had visibility into strategy.
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Improved account margin to 42%.
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Increased overall account revenue to $37M
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Achieved the highest Net-Promoter score across competing firms. *