Implementing Financial / Sales Strategy

Background:
Client sought to expand its presence in the North American market, operating on a recurring revenue model. To maintain a consistent cash flow, completing implementations on schedule was crucial. In response, a structured pricing model was developed, encompassing implementation fees.

Strategy:
To enhance cash flow and expedite contract execution, I implemented a dual-pronged pricing strategy. This involved charging an implementation fee, which could be reduced by 50% if a client signed the contract by a specified date. Additionally, we established clear project milestones, waiving the remaining implementation fees if milestones were met as planned or if delays were not the client's fault.

Implementation:
This approach incentivized both the client and their customers to focus on timely contract execution and milestone completion. By aligning these interests, maintaining clear communication, and adhering strictly to timelines, we ensured that projects were completed efficiently and effectively.

Results:
This strategy directly contributed to signing 5 of the top 10 retailers, 3 Fortune 25 manufacturing conglomerates, 3 quick-serve restaurant groups, and multiple strategic channel partnerships within the first 18 months of operation. It also led to a significant improvement in key performance metrics, including On-Time Delivery Rate, Milestone Completion Rate, and Percentage of Project Milestones Achieved on Schedule. Ultimately, implementation duration was reduced, leading to increased customer satisfaction and enhanced financial performance.