International Energy Industry Leader

Sales Account Growth Planning Engagement for Outsourcing Partner

Business - Digital - Professional Services

Client Need

The client account management team for the outsourcing partner of an international energy industry leader needed support to develop a sales strategy for growing a $420m account. The team needed independent challenge to introduce fresh new ideas to help grow and expand the account from the outsource vendor’s perspective. The maturity of the account team's relationship with the client needed to be examined as well to identify areas where the relationship could be improved to bring about the change required.

Our Approach

Our approach focused on looking at six key sales strategy areas (1) ITO optimization (2) Applications transformation to the cloud (3) New ways of working (4) Planning for journey to a business outcomes based relationship (5) Contracting for a business outcomes based partnership and (6) Co-Innovation. to deliver the outcomes below it was recognised that the account team had to improve its (1) strategic relationships (2) Portfolio re-alignment to the clients priorities (3) Strengthen its level of client engagement (4) Improve its operating model (5) Improve its knowledge Management approach and leverage technology more effectively.

Outcome Delivered

The strategic account growth plan was constructed and the client account team took ownership and responsibility for its implementation. An additional short to medium term pipeline of over $500m was identified from a short, sharp eight week engagement. A value release of 17% was identified in the long term that would deliver estimated savings of $3.74 Billion through a transformational partnership. The strength of the relationship continues to improve building on the foundation laid by this short, sharp intervention.