Challenge:
Company was suffering from a lack of integration and cooperation between government relations and public sector sales personnel. Furthermore, lack of political engagement, heightened sales activity by competitors and a changing landscape in multiple state purchasing infrastructure were reducing market share.
Stateside Solution:
- Evaluated the situation in-depth, researched competitor positions and market conditions.
- Made recommendations to change the corporate structure in support of public sector sales; to use GROUPS to mitigate lack of political involvement and make strategic hires of in-state lobbyists to promote a vision of procurement at a higher governmental level and create new case examples of success to be shared with other jurisdictions.
Results:
Company has implemented some changes in its internal infrastructure and is in the process of interviewing lobbyists.