Professional Services Firm, Large Sales

A global professional services company desired to develop a target account from initial meetings to sustained multi-million dollar relationship.

CHALLENGE

Global Tire OEM—located in same city as a global professional services company’s HQ—had been targeted for many years, yet had never been engaged for any meaningful projects. The project was to develop a strategy for initiating a relationship and building the relationship into a sustained multi-million dollar series of projects.

To help the new CIO transition into his new company and new role, we built a Porter 5 Forces Model for the tire industry, as well as several other items.
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SOLUTION

Target client’s change of CIO, and dissolution of their historical relationship with a rival professional services firm due to a failed global ERP implementation over previous 3 years, created an opportunity for engagement. Initial service was pro-bono assistance in launch as new CIO with best practices white papers and advice on how to recover failed ERP implementation. Initial paid project opportunity was a small IT project, which was delivered under-budget and ahead of schedule. Third project was a Vitria middleware project for about $1,000,000 which also was delivered under-budget and ahead of schedule. Two years after initial engagement, client was engaged for $20 million major global implementation of eProcurement software and process changes, completing the successful creation of a sustained client relationship.

  • Leverage a change in leadership to engage

  • Provide valuable services and information (inexpensive to provider, valuable to recipient) gratis as ice breaker and to create chances to engage

  • Over-staff initial project with outstanding team to ensure over-delivery against project targets

  • Build on success of initial project to successfully deliver larger and larger projects

  • Use hard-won reputation for successful delivery to land major strategic project

  • Over a three year period, the relationship was built from $0 per year to $10+ million per year with high satisfaction

The first major project was an IT architecture definition project, which would set the guidelines for evaluating IT projects going forward.
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The repeated successful delivery of projects enabled winning the global eProcurement design and implementation, a $20 million project.
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