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Case Study:
Publishing Services Company Grows Revenues

Overview of Project
A publishing services company that writes articles for national consumer companies and then publishes them via free distribution to media outlets was not where the CEO believed it should have been with regards to top-line growth. Manchester assisted the company in better understanding its market and clients and in implementing a new marketing, sales, and customer service process.

The Challenge
Our client's closing ratio for cold calls was very low, and they also had other market segments they wanted to reach but did not know how to prioritize their opportunities or how to sell into them.
The Engagement
Manchester was engaged to conduct a mini-assessment of our client's situation by evaluating their sales, marketing, and customer support teams, to conduct an external market analysis, create an integrated go-to-market plan, communicate the plan to internal functions, and assist client in implementation.

The Solution
Manchester conducted a three-phase project: 1) high-level internal assessment and external findings; 2) in-depth internal and external assessment for products "A" and "B"; and 3) developed and rolled out the new plan to improve revenues.

The Impact
Within three months, our client increased their closing ratio on cold calls two-fold and were effectively penetrating their new market.

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