Success Story 2

As Inter-Governmental Organization (IGO) Satellite Communications provider, our client did not have the need to for a strong marketing and sales function as much of its business was sustained through a constant stream of government orders. However, legislation passed which transformed this IGO into a competitive communications provider which resulted in a complete change to the way the company would need to conduct business. Specifically, the organization needed to develop a marketing and sales function that could successfully operate in a competitive environment. As the client’s executive team discussed this evolution, it became clear that company would need to first develop a sales and marketing strategy where it would determine how it should pursue this development. Key questions were postulated to determine positioning within the communication space, profiles of existing customers, profiles of potential new customer, what those customers expect related service, account management, and pricing.

Our consultants assisted this organization through this activity which began with the development of a sales and marketing vision and mission, to an understanding and development of a subsequent Customer Experience Strategy, through the identification of current business capabilities that would help achieve that strategy. Through a series of workshops, interviews, and best practice assessments, this project guided the client to the development of tangible projects that helped bridge the gap in business capabilities that would help them achieve their new found Customer Experience Strategy.