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Obstacles can’t stop you. Problems can’t stop you. Most of all, other people can’t stop you. Only you can stop you...

Jeffrey Gittomer

How Thinkbox gave a struggling company new direction and built a thriving, successful team.

The Client

An 11-strong technology company based in Hampshire.  With a turnover of 1.3m, the organisation has been in business for 14 years.

How life was

When we first met the Managing Director, he struggled to deal efficiently with the day to day running of the business, worked longer hours and took fewer holidays than anyone else in his team as he was also the company’s number one sales generator.

He admitted to working too much time “in” the business and not “on” the business and spent his day’s fire-fighting rather than developing a roadmap and plan for future growth. Sales were stagnating, profits were falling and costs were barely being covered. The sales team had no clear direction, objectives, regular development or understanding of why they were losing deals and what could be done about it. There was no strategic marketing plan in place or process for driving and converting new business prospects. A customer relationship management (CRM) system was barely in place and there was no pro-active follow up or appraisal of customer service.

The Thinkbox Process

With the help of the entire team, we assessed and redefined the vision, goals and core values of the businesss. This meant that everyone had full awareness, ownership and understanding of what would be required to achieve successful outcomes and positive change.  Next, all employees were asked to write up their own job descriptions and appraisals were completed for everyone in the company, documenting where they were and the skills necessary for progression.  We also introduced Personal Development Plans (PDP) for all employees .

A sales manager was appointed and we introduced a simple visual system updated daily, so that everyone knew at any given point where the business was against its monthly target.  All customer facing sales people completed our Presentation, Negotiation and Time Management training and as a result £27,072 profit was added to the bottom line in the first 8 months. A clear and attractive bonus scheme was implemented and a new recruitment process was adopted that has cut down time spent interviewing potential employees by 76% and also improved staff retention.

How life is now

Thinkbox worked with the client on these challenges for 18 days over a 7 month period and are still engaged with them today, now working on increasing average order values and client retention.

The business now has a strategic marketing plan for the next 12 months, sales calls are now pre-qualified and as such the conversion rate has doubled.  The Managing Director has taken his first 2 week family holiday in 5 years and the business has hit its targets for three quarters in succession.

Thinkbox Flash Summary

  • As the business owner you have to lead from the front… you can’t do that from the trenches or if you are too involved working “in” the business.
  • If you don’t know where you’re going, all roads lead there – have a clear plan and route map to get you to your destination, review regularly and make sure the
    business “engine” knows where you are heading too.
  • Set sales targets and update your progress regularly, so that your entire team know exactly what is required to achieve the companies goals.  Create simple visual systems, so this information is always visible.
  • Invest in the development of your team… they are the lifeblood of your business.
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