Background and challenges
Our client had completed several recent acquisitions, transforming itself from a regional provider of niche services into a leading national provider of environmental site investigation and remediation services with a broad range of service and technology capabilities.
Given the pace of its acquisitions, the company had only been able to partially integrate its new assets and needed help streamlining its commercial operating model in order to drive growth. As part of this, the company was seeking to develop a more cohesive go-to-market approach which would fully leverage the company’s broader service offerings and facilitate cross-selling opportunities.
Approach and recommendations
L.E.K. Consulting helped the company to pinpoint the root causes of its go-to-market challenges. We worked closely with the management team to define an integrated and streamlined organizational model, as well as to redesign its commercial go-to-market processes. We also developed an activation plan to guide the company in its transition to a fully integrated organization, including defining initiatives, timeline and financial implications.
The company realigned its commercial organization and go-to-market approach based on our recommendations and was able to generate significant revenue growth as a result.