Achievements: ICT Consulting
|
Challenge
A Dutch MBO of a leading ICT think tank transformed into a successful IT data structure consulting company. They managed to grow slowly in 10 years time, but faced a seemingly unsurpassable gap to propel further growth. Being dependent on one large customer (responsible for 85% of revenues), hardly any marketing presence, and present in a single industry segment, the company desperately needed restructuring. Engagement Cohen & Simons and Associates addressed the situation with a marketing programme capitalizing on 6 main issues, new business development, and hands-on sales management for a division designated for growth. From a situation of relative insignificance in the market place the company faced a turn around in market presence, leading to multiple takeover discussions with leading European ICT companies, in just over two years time. Sustainable Value We grew the company from 110 to 185 employees. The largest customer contributed 15% to revenues. Two new industry segments were developed towards 40% of total revenues. Brand awareness had grown to unparalleled heights. And the company started negotiations for a trade sale to a large ICT group, resulting in the acquisition 2.5 years after the start of the engagement. |
