Fortune 500
A U.S.-based, Fortune 500 company struggled to
achieve organic growth and suffered from an annual loss of 10% of their existing
customers. Multiple acquisitions fragmented the teams and hindered
progress. The Geode Group collaborated
with the client's sales and operational teams nationwide, and designed and
implemented a plan that resulted in incremental revenue of $161 million. Client
retention benefited from the process as well, reducing the annual
"churn" by more than 3%, retaining $200 million in existing revenue.
Accounting & Professional Services
Caught between larger firms with robust offerings and smaller, more nimble
firms, a regional audit and tax client partnered with The Geode Group, working
closely with the Director of Business Development, partners and client service
teams to design and implement a plan to differentiate the firm. As a
result, Business Development achieved 112% of targeted revenue goals and the
firm increased its close rate with larger, publicly-held clients. In the
first year, they experienced a ROI in excess of 10 times the cost of the
process.
Biotech & Pharmaceutical
A Territory Sales Manager for an international
pharmaceutical company, although successful at selling existing clients,
disliked prospecting and it showed in her results. After investing time with a
Geode Group associate, she applied tools and methods which resulted in a cold
calling “hit rate” from less than 3% to nearly 50% in two months.
International
An international organization, headquartered in the
Midwest with remote offices in Europe, the Middle East, Asia, Canada and Mexico
faced growing competition in all corners of the globe. They utilized a custom
Geode workshop which enabled all team members, regardless of their cultural
differences, to passionately differentiate themselves and their organization. The
teams united to create and defend a powerful differentiation factor that stood
out in their client's eyes.
Law Firm
A 500 attorney legal firm, in need of a proactive
business development effort, asked The Geode Group to facilitate business
development planning meetings. An approach unique to the Geode Group, where
assessing each attorney’s personality traits and preferred communication style
quickly accomplished what most firms still struggle with – strategic and
marketing plans that are most effectively executed by the
attorneys. Individual coaching sessions delivered before and after normal
hours and during actual client sessions, not only maximized billable hours,
they quickly increased revenue and cross-practice business development.
Manufacturing
The CEO of a $12 million manufacturer realized his team’s lack of structure
and skills was negatively impacting their ability to survive in a fiercely
competitive and changing environment. The Geode Group personally coached the
CEO and provided him with the direction and confidence needed to lead his team
back to profitability. Easy-to-use
revenue/expense tracking tools were jointly created and quickly galvanized the
sales, operations and key management teams. The Geode Group facilitated the
company's first executable business plan in their history and within 12 months
annual revenues more than doubled.
State Government - Economic Development
With increased competition among states to attract and expand
businesses, this state's Department of Economic Development needed a proactive,
professional sales effort. A one year, five-phase custom workshop was designed
and implemented for domestic and international personnel. Within three months of the project’s
conclusion, over a thousand jobs were created, increasing the state’s tax base
and providing a measurable return on the state’s investment. Parting words from
the state? "The Geode Group
set a new standard for economic development training."
Telecommunications
A national supplier of telecommunication products
and services asked the Geode Group to break down the walls between their high
tech field engineers and sales team through workshops focused on the
fundamentals of effective communication. After the teams showed initial
progress, a second phase delved deeper into the psychology of communicating and
selling, helping the teams to understand not only each other, but why customers
act and react to various selling approaches. The Geode Group counseled the team
to improve their internal and external negotiating skills. Today, the engineers
and sales teams understand and leverage their individual and combined skills.
Manufacturing
A family-owned, $4 million specialty tool and die company needed a solid
plan to grow their business. Having
a team of eager team of salespeople but no formal sales process, the President
worked with The Geode Group to create a “bottom-up” sales plan, which included
the necessary structure and professional skills training to enable the sales
team to focus on the company’s $10MM revenue goal.
Wholesale/Retail
After attending a Geode Group workshop, the Controller of a regional wholesale
and retail products company asked The Geode Group to facilitate the “Knowledge
Quest” team exercise. The President of the company was so impressed with the
outcome of the session that he altered his own style and ultimately the
company's culture to make decisions based on fact rather than assumptions.