Rapid Response Sales Team

Big Services Bids

The Customer

Business Unit of Large Corporation.

The Challenge

The client was a trying to change its business from selling primarily products to more managed services and outsourcing contracts. While this was a stated corporate objective, formal internal processes and support mechanisms were not in place. The client was competing directly with IBM who had a mature and effective services business, and indirectly with its partners for client revenue and control. The client’s organisation operated a complex country and regional matrix management structure and was finding it difficult to make a full transition to a services-centric structure quickly enough to respond to customer demand.

The Solution

Creating a virtual ‘Rapid Response Team’ for the client business unit, focused on developing and closing big managed services deals and acting as an ‘incubator’ for wider corporate transformation. Out-task the running of the ‘Rapid Response Team’ to a specialist external organization, working closely with internal resources, with a remit to a.) Close big services deals, b.) transfer knowledge and expertise internally, c.) create a blueprint for wider corporate transformation.

STL Advantage

STL rapidly created a virtual team of senior outsourcing specialists, who had managed similar transformations at other organizations in this sector. STL created a ‘Tiger Team’ methodology that built on industry best-practice, but that fitted the structures and culture of the client. STL created ROI justifications for the client to use internally to support the initiative. STL acted as facilitators of the sales and delivery processes, including selection and negotiations with fulfilment partners, and created mechanisms to transfer knowledge internally.

The Result

The client can now compete effectively in its market, and is repositioned as a business partner with its key customers. It has a clear route to sustainable revenue growth and a methodology it can roll-out to other business units.