Case Study

CASE STUDY IN BRIEF


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BUSINESS TYPE: ACCOUNTANCY FIRM
Case Type: Revenue Growth

The Challenge

Our clients, two experienced partners at a Hertfordshire based accountancy firm were acquiring new customers at a very slow rate. The firm’s revenue growth had become stagnant since early 2016.

The Approach

On analysing the company, we quickly realised that the partners were highly qualified and skilled in their field; however, they had invested very little time and money in marketing and sales.

Our main objectives were to improve the visibility of their practice, generate more new leads, build trust and offer a wider range of services.

The Results

After the implementation of our growth plan, inbound calls & email enquires increased dramatically, and the partners began closing more sales.

BUSINESS TYPE: MEN'S CLOTHING STORE
Case Type: Customer Experience

The Challenge

Our client is the owner of three Men’s clothing stores in Greater London. Two stores were performing well whilst the third was very quiet in comparison to adjacent clothing stores. The shop’s location was ideally situated accompanied by a high footfall.

The Approach

Our focus was on the customer’s behaviour whilst in the store. Our study showed that the customers spent less than 15 seconds browsing before leaving and would rarely explore further than the first 25% of the shop floor.

We worked with the client to reduce the number of products on display and do away with the claustrophobic bottleneck layout. A new layout design along with eye-catching displays and better lighting were introduced to entice the customer to flow through the store.

The Results

A combination of changes saw the store’s revenue increase by 150% in the first three months and is on course to outperform one of the other two stores by month eight.

BUSINESS TYPE: GYM EQUIPMENT WHOLESALER
Case Type: Performance

The Challenge

Our client, a long established online gym equipment wholesaler, required improvements to productivity and operational performance.

The Approach

Working closely with owners, it was clear that many of the problems were rooted deeply in the culture of the business. We engaged frontline leaders in measuring operational performance and driving continuous improvement through training processes. Quality issues were addressed by developing a culture of daily problem solving, root cause analysis and establishing goals.

The Results

With the processes in place, performance was transformed.
Lead time was reduced by 25%, productivity was increased by 20% and Right First Time was improved by 15%.

BUSINESS TYPE: SUBSCRIPTION SERVICE
Case Type: Pricing Strategy

The Challenge

Our client developed a subscription pricing model that failed to attract new customers or interest from existing customers.

The Approach

We gathered competitive insights to provide context to existing data & help gather new key data. A market research survey was compiled to better understand the implications of the existing pricing models, strategy and structure. Individual marketing campaigns were implemented, targeting new and existing customers.

The Results

The failure to attract customers stopped and reversed. New subscriptions improved quarter on quarter and are on track to hit year-end projected targets.

BUSINESS TYPE: IT COMPANY
Case Type: Profitability Growth

The Challenge

Our clients business was experiencing good revenues but was in decline due to very low profitability, resulting in significant ongoing cash flow problems.

The Approach

After an in-depth analysis, we identified that staffing costs were crippling the business. The action plan implemented included restructuring management roles and establishing clear reporting lines and delegation tasks. Non-managerial staffing roles defined and evolved, and headcount reduced to match business needs.

The Results

Profits & revenue increased significantly, and cash flow issues had been resolved. Since the restructuring of staff roles, our client reported a positive change in moral and enthusiasm amongst all staff members.

BUSINESS TYPE: RESTAURANT
Case Type: Feasibility Study

The Challenge

Our client contacted us to conduct a feasibility study for a large unit they had been planning to convert into a restaurant.  The unit’s location was situated at a retail park as opposed to a high street

The Approach

Produce a detailed business plan including projected financials.
Gather & analyse local and regional demographics & statistics, traffic data & competition.

The Results

Although costs were high due to the start-up, overhead and renovation costs, we believed the long term opportunity was so high due to the prime location, lack of food & beverage facilities, neighbouring prestigious retail brands, high footfall, and free parking. The decision was made by our client to proceed with the project.

BUSINESS TYPE: CALL CENTRE
Case Type: Employee Retention

The Challenge

Our client operates a call centre employing 25 agents but was plagued with high levels of employee turnover and retaining good staff was a challenge.

The Approach

Our focus was to compile honest feedback from staff members regarding employee satisfaction, loyalty, and unmet needs whilst measuring employee perception and satisfaction. We ensured the employees that written responses were sealed and anonymous and conducted by a third party.

The Results

Certain factors were crucial in influencing employees’ intention to leave, i.e. high-stress levels & emotional burnout. By introducing flexible working hours, managerial support, training & development, realistic targets & incentives, and promotion opportunities, staff retention improved.

 

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