Introduction
Burwood Partners, a leading executive search firm, was approached by a Management Consulting client who was struggling to find new ways to generate revenue growth in their business. The client was looking for a strategic solution to address their revenue challenges, and Burwood Partners worked with them to identify the root cause of their issues and develop a plan of action to help them achieve their goals.
Challenges
The client was facing several challenges that were affecting their revenue growth. They lacked a mature sales organization and had poor sales processes to support the work their Partners were doing. The client's sales pipeline was not being managed efficiently, resulting in lost opportunities and revenue. They were also struggling to manage their accounts effectively, leading to missed opportunities and lost revenue.
Solution
After a thorough analysis of the client's challenges, Burwood Partners recommended that the client hire a Chief Commercial Officer (CCO) to professionalize the way they manage their sales pipeline and account management. The CCO would be responsible for driving revenue growth by developing and implementing sales strategies and processes, managing the sales pipeline, and overseeing account management.
Burwood Partners conducted a comprehensive search for a highly qualified CCO with a proven track record of success in driving revenue growth for organizations. The search focused on finding a candidate who had experience developing and implementing successful sales strategies and processes, managing complex sales pipelines, and leading high-performing sales teams.
Results
Burwood Partners identified several highly qualified candidates for the CCO position and presented them to the client. The client ultimately hired a highly experienced CCO who had a proven track record of success in driving revenue growth for scaling organizations. The new CCO was able to professionalize the client's sales organization, implementing new sales processes and strategies that led to significant improvements in their sales pipeline management and account management.
As a result of the CCO's efforts, the client was able to drive revenue growth and improve their bottom line. The client was also able to improve their overall competitiveness in the marketplace and position itself for continued success in the future.
Conclusion
Burwood Partners helped our client address their revenue growth challenges by challenging them to think differently about how revenue could be created and rather than hiring another revenue generating Partner we recommend the hiring of a Chief Commercial Officer. The CCO was able to professionalize the client's sales organization, implementing new sales processes and strategies that led to significant improvements in their sales pipeline management and account management. The client was ultimately able to instill a best-in-class sales function to run alongside their consulting organization which has given time and resources back to it's Partners leading to increased revenue growth across the firm.
