Projects - Mid-Market Technology Services Go-To-Market Plan
Overview: Brand Equity, Marketing, Business Development, & Go-To-Market
Situation Audit:
- Mid-market technology services provider
- Industry focus: Energy, construction, business services, consumer services, professional services, real estate, and education/non-profit
Objective:
- Create steady and profitable sales, delivery, and back office functions; i.e. repeatable and sustainable mid-market business from a small business (i.e. business would run with minimal downtime if people, process or systems were lost)
Milestones
- Management: Create mutually agreed upon 1 page role description for all employees (objective, metrics, responsibilities, milestones) | Month 1 Completed
- Back office: Implement time tracking system (all hours worked must be tracked including sales) | Month 2 Completed
- Back office: Implement bimonthly metrics review as part of management meeting (profitability review for each account) | Month 2 Completed
- Brand Equity: Research customers, partners, suppliers and reposition the firm | Month 3 Completed
- Sales: Implement customer loyalty referral program for top 20% (Eliminate bottom 20% of customers) | Month 4 Completed
- Marketing: Build lead generation and sales funnel pipeline of opportunities | Month 4 Completed
- Sales: Increase sales 400 percent per FTE (full-time equivalent) | Month 7 Completed
Metrics
- Sales / Employee
- Sales / Hours
- Billable hours / Total hours (delta of time to spend on new business)
- Referrals / New customers
- Customer retention percentage by month (exclude bottom 20% of profitable clients)
For further information please contact Charles Bedard at Ephor Group.
Ephor Group
10400 Westoffice, Suite 114
Houston, Texas 77024
(713)) 977-3600 office
(713) 977-3610 fax
ephor[at]ephorgroup.com
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