Summary

  • Medium-sized business
  • Limited time available
  • Fluctuating delivery timelines
  • Insufficient capacity

Exploit Your Intellectual Property : Productising a Consultant’s Expertise

 

 

The Situation

A medium-sized consultancy and research business, where a few key experts undertook all pre-sales, research analysis and client communication for some of the main UK retail brands.

 

IT services

The Problem

The knowledge and skills of the main consultants were not easily scalable, so their time was always limited. 

When they were busy delivering projects, there was no capacity to undertake marketing and sales activity leading to significant fluctuations in the sales pipeline and client delivery leadtimes. 

Several large opportunities lost due to insufficient capacity and ability to accurately access the potential of sales leads and to respond in a timely and appropriate manner.

Support Stack’s Intervention

We worked with the consultants to develop an “expert system” that significantly sped up the data analysis and recommendations processes. 

We then embedded this expert system into an online application that could be accessed by prospects to build the credibility of the company’s expertise.

 
 
“The Support Stack team delivered a professional software solution using their specialist expertise. They offer good value for money and are decent people to do business with. I would recommend them as an IT solutions supplier.”

Philip Adcock – Shopping Behaviour Xplained Ltd

IT services

The Results

  • Reduced time and cost for the data analysis process – Freeing up the consultants availability for other tasks
  • A streamlined pre-sales approach that increased the sales pipe-line, automatically qualified prospects and enabled sales discussions to be significantly more focused
  • Increased sales from both new customers and additional projects from existing customers 

Return on Investment:

1 new large client acquired in 2 months, which covered all development costs!