Developed Product Line to Highly-Profitable Level

Mid-size Outsourcing Company

The Problem

This company wanted to establish a new product line to supplement its primary business.

An initial contract for the new product had been signed, and the means of delivery and ongoing operation needed to be developed.

The Solution

Carolyn Picciotti led the team to:

Define the fundamental requirements of the product

Use as many of the company's current capabilities as possible

Work with company and client teams to complete the installation.

After successful fulfillment of the initial contract:

Product descriptions, collateral materials and business development plans were created with the sales and marketing staff

Additional contracts were negotiated and fulfilled

Regional operations offices were established to support the unique scope of work and requirements in four geographic

The Result

Product line grew to $18 million in revenue with 28% profitability

Make-market, sole-source environment evolved into a competitive one, requiring responses to Requests for Proposal and more sophisticated product pricing

Technology changes and marketplace expectations grew, and delivery and product features were modified accordingly

Client relationships were nurtured, and every contract was renewed