Examples from our Experts
Business Turnaround
From losing £1.7M per year to profit in under 3 years
Service organisation supplying new equipment, overhaul services, engineering support and site services.
​
Improvement in result was achieved by a an overall team performance and some key components:
Understanding previous 3 years performance
Understand the good and the bad
Staff engagement, team motivation
Improved processes
Improved Sales and Marketing to key industries where Company had a true added value
Change in focus, promotion of RFT and OTD
Improved productivity and efficiencies across the factory floor
Monitoring/measurement of warranty and defects
Implementation of lessons learned process to remove future defects and warranty work
Focus on customer satisfaction
Recovery of Falling Service Contract Base
£1.4M Swing from Financial Forecast
With a rapidly reducing service contract base of over £1M per year for the last three years, due to economic downturn in their customer base, and a forecasting another loss, something had to change.
The service organisation was forecasting to lose £1.2M from its £16M contract base. With some changes to the business set-up, managed to not only halt the attrition rate but managed to grow by just under £200K.
​
We got involved to look at the contract team set up to try and reduce the negative impact, this could only be achieved by changing how this area of the business operated. The team were focused on new business which did not give the required results. We put in place a change management process to redirect the focus of the roles and responsibilities of the contract management team. Rather than new business, the strategic plan was now retention and consolidation.
​
When times are tough one of the first thing companies can do to save money "short term" is removal of any service contracts. The focus was changed to show customers the value that their service agreements delivered and also the risk to the customers business if they were without one.
​
This change in focus, not only helped secure the existing contract base but provided a slight growth. Within the approach, we provided customers a more cost effective offering which then meant they consolidated other contracts together which gave us more of their equipment and in turn provided growth on those agreements. This along with some new business allowed the turnaround of £1.4M from what was forecast for the year.
International Sales Expansion
Year on Year Growth for New International Sales Team
This was achieved by implementing a structured sales strategy with business development managers focusing on certain industries across evaluated regions.
​
Evaluated the market
Truly understand the company USPs
Build the team (this was done with people already internal within the business so no noticeable additional cost)
Marketed the products and services applicable to that region
Built up local relationships to work on our behalf.
Apply consultative solutions selling to give true added value proposition.
Measure and monitor performance of region and BD teams.
​
Team became closer to the clients, better understanding of the markets, better knowledge of the types of work to tender, tender costs reduced and win rations increased. Team now achieving in excess of £3M order intake per annum.
Margin Gain and PBT Growth within Manufacturing Business Unit
From losing £1M per annum PBT to beak even in less than 2 years
Long established manufacturing business was struggling to produce products to a margin so we had to look at ways to change this. The team worked together to look at the overall operation and made tangible improvements.
​
Understand the current operations
Understand why and where margin erosion takes place
Developed and implemented processes
Enquiry to Order
Pre-Bid Evaluation
Project Handover
Project Execution
Better Management of production timescales
Implement lean principles into the operation to improve efficiencies
Staff Engagement pre bid, pre set up and post project to assist with lessons learned
Emphasis and remove warranty work
Attack the market for the correct products that can achieve margin
Remove offering for non profit making products
​