We were engaged by a client in the Oil and Gas industry to build and execute a business strategy to capitalise on a dynamic market and step up sales performance. The scope of our project involved developing a business strategy and a prioritised business action plan, as well as implementing a defined professional sales process and providing leadership coaching.
When we first started working with our client, we were facing several challenges that required a comprehensive approach to rebuilding the client’s strategy and sales process. A new and inexperienced senior management team was at the helm. The team lacked formal sales processes, role responsibilities and there was no performance management process. The organisation had recently experienced a change of ownership to an overseas private equity company and a recent market share decline due to the loss of key accounts, resulted in the failure to gain small clients.
We helped the company create a strong and detailed strategic business plan, which was well received by the international owner. That praise was also reflected in his feedback to the Managing Director. Over 18 months, market share increased by 12%. Governance processes and management rhythms were implemented, while a sales plan was also put in place to win new clients, retain existing ones, and grow margins. To sum up, the company achieved increased accountability through clear staff goals, performance reporting, and regular meetings.
