Rainmakers is pleased to present the following case study: The Client Profile: A nationally recognized business and technology management consulting firm that primarily serves mid-sized manufacturing and distribution companies. The Client Concern: After losing several significant "business process effectiveness" opportunities to competitors with similar services at lower fees, our clients needed help to differentiate their traditional services - without sacrificing their traditionally high gross margins. The Market-Path Approach: Two Market-Path Partners worked closely with client senior managers to determine high value extensions and additions that would be both satisfying to clients and different from competitors. Service Extensions: Our research interviews with buyers showed that they wanted to know about organizational implications of major process reengineering projects. MarketPath recommended an approach to concurrently evaluate organizational issues while performing traditional process analysis activities. Using this extension our client could offer its buyers insights about operational changes and implementation considerations - all prior to implementation. Development Assistance: Market-Path helped prepare consulting delivery materials to extend the client's methodologies. These materials included all presentation templates, learning resources, teaching guides and field application guides. Market-Path Providers even accompanied field consultants in their first engagements involving the new services. Marketing Support: Market-Path worked closely with the firm to refresh their practice marketing plans and strategies. The firm adapted executive briefings as a way to demonstrate superior client value. The Partners assisted them in development of proposal boilerplate and pricing guidelines. Client Feedback: "Our competitive losses have decreased while the proposal to close ratio tracked by our firm has improved markedly. Most important, gross margins have stayed the same - or risen slightly for "business process effectiveness" engagements. Equally important, we've recorded its highest levels of client satisfaction since the practice was formed. We're now working with Market-Path on additional differentiating modules in their process effectiveness methodologies." purpose & promises | services | partners | clients & case studies | resources common questions, uncommon answers | ideas you can use | homepage site design by grupomarin.net | © 2001-2007 JONCORR, INC. All rights reserved.