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| Case Studies |
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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. |
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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. |
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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. |
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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. |
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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. |
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Sales Training and Motivation |
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Excellence is an art won by training and habituation. We do not act rightly because we have virtue or excellence, but we rather have those because we have acted rightly. We are what we repeatedly do. Excellence, then, is not an act but a habit." — Aristotle
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If you could create a team of highly engaged people with all the competencies to do their jobs well, would your results improve?
Many staffing companies stopped investing in training during the recession. As a result, there may be no focus on training and developing talent as business picks up and more is required of the team. Today more than ever, it's critical that everyone have the competencies to do their jobs well, and be fully engaged at work (in fact, we believe engagement is so connected to results that we wrote an article about it).
If one or both of these essentials is lacking in your organization, you may be leaving business on the table. We can help. |
"Amy Bingham is probably the best Sales presenter we have had... we will continue our relationship with her and expand her session next year." — Connie Stafford
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 BCP’s Step Up Sales suite of sales training and motivation programs ensure your team has the knowledge to be successful and is fully engaged to achieve the right results. We know the last thing you want is for your customer-facing team to use the same strategies as the competition, so our programs aren't one size fits all. We customize them for each organization we work with, so your firm's training is as unique and distinct as the company’s value proposition.
In partnership with our clients, we lay out a training agenda focused on addressing specific gaps in competencies. If your team is new to sales, we’ll take them through basic sales process in the classroom. If they understand sales process but struggle to articulate the firm’s value proposition, we may conduct a virtual workshop focused on creating differentiation to increase close rates.
And beyond training, we'll help you keep the team motivated to produce consistently.
- Step Up Selling in the Staffing Industry
- Step Up Selling From the Service Desk
- Step Up Direct Hire
- Step Up Everybody Sells
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Here's what participants of BCP training say:
“Amy is a great and very motivating teacher. I will take the strategies and plug them into my everyday sales experience.”
“Amy was great…a real expert. Now, the members of my service team are better equipped for selling. Some have never had any sales training.”
“I gained a better understanding of how I can contribute to the marketing/sales (in the office).”
“A great facilitator, Amy struck a good balance between lecture and discussion. She kept us alert, engaged, and interested in the content.”
“Energized and easy to listen to, Amy makes it fun.”
“Amy was great. She is a very engaging, motivational instructor who brought personal experiences and truth to the course.”
“Amy is committed, enthusiastic, and animated. She effectively meshes knowledge with personal stories, humor, and instruction.”
“Excellent energy. (Amy) easily helped us understand how we can apply the principles learned.”
“High energy, articulate, relevant. Very thorough with great examples to help apply the learning.”
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