Red Bridge Strategy

Client: Global IT services firm with 7,000 employees.

Situation: The company’s sales organization, located in offices around the world, was poorly integrated with the operations and delivery organization, based primarily in India, resulting in lost business.

Project: The project centered on designing a multi-pronged strategy to improve alignment, communications, and processes between sales and operations:

• Developed toolkit for sales reps visiting India facilities to support effective and successful client visits, leading to sales wins
• Implemented coaching sessions and working guidelines for sales and lead generation teams
• Established ongoing sales reporting compliance process and worked with CRM team to integrate it into new CRM system functionality

Results: The work resulted in

• More effective relationship between the sales staff, lead generation and sales operations staff
• Improved management visibility into early stage sales processes
• Consistent and reliable new client sales forecasts