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.
- 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.
Company has implemented some changes in its internal infrastructure and is in the process of interviewing lobbyists.