Case Studies:
Case Study 1:
The Events Management Startup
Case Study 1: The Events Management Startup
The Challenge
A solopreneur with a full plate of client operations was concerned about future pipeline beyond current deals, a lack of sales planning, and an absence of sales and marketing tools and collateral.
The Solution
A project based engagement focused on creating sales materials including a presentation deck, proposal templates, one-sheet collateral, and other tools to enable meaningful client engagement.
The Results
The solorpreneur provided insights, approved designs, and was otherwise able to successfully manage current operations while we provided a new suite of sales and marketing tools and collateral to enable engagement with new prospects.
Case Study 2:
The Resort in Transition
Case Study 2: The Resort in Transition
The Challenge
A boutique luxury resort had recently left a global brand to operate as independent. Both the asset and team were world class, but having previously relied on a global brand for strategic direction, they lacked a cohesive commercial strategy incorporating marketing, sales, and revenue management.
The property had a loyal golf following, but lacked popularity among leisure travelers and had poor awareness in the meetings and events segment, despite being an ideal setting for corporate retreats, executive level meetings, and golf-focused inscentive travel.
The property also needed to hire a new commercial leader into its vacant Director of Sales and Marketing role.
The Solution
A six-month, direct management solution where Second to Won led the sales and marketing areas in a full-time, hybrid approach (20% on-site).
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We engaged an outsourced strategic revenue management expert for pricing and distribution strategies. Together, marketing, distribution partners, and sales strategies were refined to lift guest room sales results.
Further, with detail on the requirements to set up the property for future success, we revised the Director of Sales and Marketing job description and consulted on the recruiting and interviewing for the open position.
The Results
We moved the property from reactive to proactive, with a new focus on data-driven decision-making on marketing, sales, and revenue management.
New solutions, including call center solution to manage voice channel and upgraded CRM tools were investigated, selected, and implemented.
Finally, a new, highly skilled Director of Sales & Marketing was identified and recommended for the role.
With the role filled, future year budget and marketing plans built, the engagement ended with expectations for 20%+ YOY growth. We identified areas for future work including further brand development in the independent luxury resort space, enagagement with rates such as AAA, and the need to development talent in a Revenue Management leadership role to drive sustainable growth.
Case Study 3:
Data-Driven Expansion
Case Study 3: Data-Driven Expansion
The Challenge
A client who enjoys preferred vendor status with a key account sought to increase share and move their account closer to an exclusive partner engagement.
They were not quite sure how to go about engaging their account stakeholders, what would resonate, and what would motivate them to deepen the relationship.
The Solution
As consultants, we led discovery with our client and sought to learn how they service their accounts.
Through discovery, we identified some potential areas that, if strengthened, could drive more market-share with their accounts.
We devised an end-user focused workshop to identify their needs and plans for actioning them.
The Results
The needs assessment informed a solutions design phase, in which we identified that our client's accounts would benefit from improved reporting tools. For instance spend, savings, risk profiles, heat maps, and other KPIs would provide our client's accounts with insights needed for decision making.
Our client's competitors within the account were not offering a robust reporting tool. We were able to action limited reporting immediately as there were limited data points available. And there was an opportunity to create a base year of full data as we were just 30 days from the new fiscal year.
With this differentiation added to their excellent service, we are confident that our client can move from vendor-status to true trusted partner and advisor.
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