* IT Services firm wants to increase rate of growth
* Most engagements are one-of-a-kind
* First engagements have longer sales cycle, steeper learning curve, lower margins
Goals:
* Standardize service offerings to leverage experience and increase margins
* Make sales process faster and more repeatable with less time from billable staff
SpringSmart role:
* Determine what constitutes a product based on expertise and opportunity
* Articulate clear definition, differentiation, key messages and support
* Support development of internal and customer materials
* Define the sales strategy and process
* Train sales team
Results:
* More effective use of resources in selling process
* Repeatable business in targeted practice areas
