Context: Clients and Case Studies
Case Study
EntryStandard
Situation
An international IT consulting firm had established a solid global presence, but was increasingly losing ground to competing firms in key markets. For the first time, the firm had failed to renew long-term client engagements and their win rate in competitive situations had tumbled to an all-time low. They needed to elevate their pursuit approach quickly and hold themselves accountable for truly playing to win, rather than just seeking to be among the competing firms selected.
Engagement Focus
Divine Consultants began Account Management Coaching by working with the senior leadership of the firm to assess the firm’s existing pursuit practices. Through this process, Divine captured pursuit best and worst practices for the firm and its closest peer group, and was able to clearly articulate what adjustments needed to be made in order to improve the firm’s win rate. We then customized a coaching system for winning large opportunities based on this understanding, and worked with sales executives leading several of the firm’s largest pursuits.
Outcome
Teaming with Divine Consultants, the firm was able to capture their first strategically significant win in nearly two years. This win produced a strong momentum shift for the firm. As a result, the firm’s leadership fully embraced the new pursuit methodology, enabling rapid culture change throughout the organization and several additional strategic wins.