Bingham Consulting Professionals :: Staffing Industry Articles

Capture Market Share

Client: <$1MM non-profit commercial staffing firm in a major metropolitan market.

Challenge: Management needed a plan to increase market share.

Solution: BCP conducted a market research in the 17 counties beyond the existing location that the organization had license to do business in, determined best opportunities for growth, and then designed an expansion plan covering 6 targeted counties with the greatest growth potential.

Results: This strategy will increase client's market share from .04% to 1.34% by 2015.

Make Strategic Vision
a Reality

Client: $150MM Professional Services Firm.

Challenge: Implementing a cross-functional strategic plan across multiple disciplines.

Solution: BCP conducted a tactical planning workshop with the leadership team during which strategic plan objectives, enablers, tasks, and resource requirements were identified. We then assumed a project management role, assembling a project plan and leading status calls through the execution of over 300 tasks across four business units.

Results: The firm completed 95% of its initiatives on schedule.

Mitigate Direct Cost
Increase

Client: Multi-billion dollar National Staffing Firm.

Challenge: Developing strategy for and rolling out a nationwide price increase to address government-mandated employee cost increases which jeopardized the firm's gross margins.

Solution: BCP enaged with a task team team, working under tight deadlines to develop and execute a plan to position the firm as subject matter experts in employee costs. We crafted the message to clients and developed field communication tools including letters, scripts, and presentations, as well as informational resources for clients to learn more via the company's website.

Results: The firm met its target, increasing rates in 70% of national accounts and over 90% of small to mid-size accounts.

Grow Pipeline

Client: >$100MM Professional Services Firm.

Challenge: Sales team was underperforming and the organization had no sales management process. A sales force automation tool had been installed, but user adoption was low, rendering the tool ineffective.

Solution: BCP customized the sales force automation tool to provide visibility to the firm's key performance indicators. We designed and implemented a repeatable sales management process enabling senior leadership to inspect what was expected, increasing sales effectiveness in a flat organization made leaner by the recession.

Results: In 90 days: Pipeline grew 24%, number of sales opportunities grew from 0 to 130 with 40 prospects at >40% close rate.

Showcase Brand

Client: $30MM Commercial Staffing Firm

Challenge: A new CEO and leadership team lacked the time to research employment trends and create thought leadership material to enhance the firm's new brand.

Solution: BCP was engaged via retainer to ghost-write thought leadership material on behalf of the CEO and select executive team members. We outlined a content plan and publishing calendar, and produced new white papers and blogs each month for the client's website.

Results:The firm increased its exposure in the virtual world with white papers and blogs picked up by others in social media. Senior leadership was able to focus on business generation versus writing.