REAL ESTATE SaaS
GTM Strategy - Talent Development - Employee Experience - HR Consulting - Sales Team Training
Client: Commercial Real Estate SaaS
Challenge: Client developed innovative app to serve commercial leasing agents nationwide and faced considerable pushback from potential customers committed to paper-based systems.
Project: Create new GTM strategy for business development and trade shows; assess current team members for fit and performance in roles; make hiring suggestions and shift team roles and responsibilities based on assessments; train sales team on email, phone and in-person sales techniques.
Lauren’s Notes: This client had significant internal HR challenges that impacted development, deployment and sales of their app. Once the team was re-organized to focus on their core strengths we spent time on a new GTM that took into account the psychology of various stakeholders in the target customer companies then trained the sales teams on new approaches to educate and then convert each of those demographics.
IT SaaS
HR consulting - Leadership Coaching
Client: Global IT SaaS
Challenge: The client had a completely remote workforce with the exception of one office in India and found remote management ineffective. Their goal was to increase both engagement and productivity of their team as well as create a more cohesive leadership vision.
Project: Assess current team for performance and fit; make strategic personnel recommendations; leadership coaching for global CEO.
Lauren’s Notes: This client faced an increasingly common challenge in managing a remote work force: productivity and on-site leadership. We addressed cultural differences and expectations as well as gave the founder/CEO new tools to help him manage, delegate and lead his teams worldwide.
MANUFACTURING SALES
CX - Sales Strategy - Sales Team Training - Marketing Strategy
Client: US Manufacturer- consumer product packaging components
Challenge: Client was a small player in an industry dominated in the US by a massive global incumbent. Their goal was to increase market share by a few percentage points each year, equip their team with new business development skills and shift their reputation in the market to one of technical excellence and superior customer service.
Project: Assess current team for fit/roles; Make strategic personnel suggestions; create new Customer Experience map based on psychographics of decision-makers; create new annual marketing campaign and PR strategy; train sales team in custom sales processes built for their technical needs.
Lauren’s Notes: This team was a delight to work with because actual manufacturers are a rare breed these days. We were able to increase their sales, improve market share and pick up some key national clients from their top competitor. They have also been named to the INC 5000 list since our work together. The team was more engaged, confident and successful on the road. Our work even coincided with the European parent company’s leadership assessment and training (by accident) and resulted in a better working relationship between parent company and subsidiary.
Client: Capitol city newspaper owned by Media General
Challenge: Declining ad revenues and subscription rates
Project: Create compelling advertorial sections of the newspaper
Lauren’s Notes: This project spanned several years and included the creation of a fashion and culture advertorial column that drove ad sales across sections. After year one, we expanded the advertorial content into its own full color section of the paper to create article-style advertorials with editorial-style layout combined with the announcements of engagements and weddings. Suddenly the newspaper had an entire section that drove readership online, offline subscriptions, and ad buys.
MEDIA GENERAL
Sales - Marketing Strategy
MULTI-NATIONAL RETAILER
Employee Experience - HR Consulting
Client: Multi-national specialty store- men’s and women’s RTW and accessories
Challenge: Staffing stores across the US given rapid expansion
Project: Assist NY based team with new guidelines for hiring and onboarding team.
Lauren’s Notes: Client needed a multi-cultural approach with emphasis on psychographics to identify, recruit and retain talent in major metropolitan areas.