In 2019, a medium-sized consultancy contacted Beste Mensento increase revenue and its market presence. Its ambition was to enter the market's top five by attracting more clients. A Beste Mensen Wingman strengthened relationships with inactive clients and developed new connections, helping the business make substantial progress towards that goal. Beste Mensen had already successfully supported the consultancy with operational projects. Its director and owner then engaged a Wingman to address demanding targets and limited time and capacity. Following up leads and managing sales take time. A sales-support Wingman brought the required expertise, qualifications and track record.
Taking stock
The Wingman got started immediately. The first two weeks focused on understanding the opportunity. Wingman David Ruiz explains: “I interviewed employees and explored sales opportunities across the active network and inactive client base. I researched, identified opportunities and mapped everything out so the organisation could concentrate on growth.” The Wingman acted as a full partner throughout and beyond the project, doing the preparatory work needed to move towards the company's goals. “Calling clients, visiting them, building a network, helping colleagues understand the value of their contacts and documenting everything: taking on these activities relieved pressure on the organisation.”
Awareness of the full service offering
The Wingman focused on both new and inactive clients. “Clients often do not know the full range of a company's services. They may use other suppliers for work the consultancy could deliver. My aim was to raise awareness of the complete offering and turn a professional conversation into a clear opportunity.” Together, they developed a roadshow: one day each week, they visited three clients to present the company's strengths and full portfolio with expertise and enthusiasm.
Persistence pays off
The project required patience and perseverance. Client contact remained persistent, professional and calm. “You might think after a few calls that it is time to give up. But staying in touch means that, when a client needs your expertise, you are more likely to be the company they remember.”
Goal: revenue growth through active relationship management
Surprising existing clients
The Wingman revitalised relationships with current and former clients and introduced new clients to the network. “Existing clients were often pleasantly surprised by the additional solutions available. We built strong relationships with a substantial number of new clients, resulting in new assignments and appointments.”
A boost to revenue
Revenue grew and the consultancy made significant market progress, bringing its top-five ambition within reach. The Wingman established the foundations for effective relationship management. “When the client later needed additional ongoing support, someone from our network joined the company permanently.” Service businesses with longer sales cycles can particularly benefit from a sales Wingman focused on revenue and relationships.
Every organisation has projects that stall or never get started. A Wingman helps them move forward by bringing focus, a fresh perspective and senior experience. An equal co-pilot who accelerates change without taking centre stage, helping you succeed. A Wingman works towards tangible, lasting improvement, with trust and an understanding of social dynamics. Unlike other interim professionals, a Wingman actively connects with the team to strengthen trust and move forward together. Beste Mensen · Zuiddijk 412, 1505 HE Zaandam · info@beste-mensen.nl · +31 20 662 6674
In 2019, a medium-sized consultancy contacted Beste Mensento increase revenue and its market presence. Its ambition was to enter the market's top five by attracting more clients. A Beste Mensen Wingman strengthened relationships with inactive clients and developed new connections, helping the business make substantial progress towards that goal. Beste Mensen had already successfully supported the consultancy with operational projects. Its director and owner then engaged a Wingman to address demanding targets and limited time and capacity. Following up leads and managing sales take time. A sales-support Wingman brought the required expertise, qualifications and track record.