Some recent success stories.
Service tiers frameworks for the world’s favourite file sharing business.
Orchestrated global commercial strategy and enablement for a $150M+ file sharing platform.
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- The business's rapid growth led to inconsistent client servicing
- Teams lacked a unified structure to prioritize, support, or scale key accounts
- The absence of a tiering model created inefficiencies, unclear ownership, and challenges in deal-making and resource planning -
- Led cross-functional value audit with global sales team, account management, product, finance, creative, and marketing
- Built service tier model (XLS), internal playbook (PPT), and service level calculator
- Designed deal-making framework and governance process to ensure consistency -
- Delivered a scalable framework adopted org-wide to guide the sales and account management team
- Improved internal alignment, accelerated time to close, and reduced senior management involvement in dealmaking
- Enhanced client experience through consistent service and structured engagement
- Contributed to operational maturity that supported the business's successful sale to Bending Spoons in July 2024
3-Year sales enablement roadmap for multinational building services conglomerate.
Delivered a 3-year global sales enablement roadmap, covering 10 international markets, with recommendations on content, messaging, value propositions, tools, and strategic initiatives - built to scale, and tailored to local realities
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The business was looking for a consultant to help their global and regional marketing teams develop more impactful sales enablement materials/tools that can support sellers around the world. This project focused on 7 markets chosen to reflect the diversity of our business around the world.
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- Designed custom questionnaires and led over 100 hours of in-depth interviews with frontline sellers, marketers, and channel partners to uncover pain points
- Conducted thematic analysis to surface shared challenges and shape a focused, actionable enablement strategy
- Built a Sales Enablement Maturity Model to benchmark each country’s strengths, gaps, and opportunities
- Validated findings through targeted surveys and focus groups, ensuring alignment and buy-in across markets -
Delivered a 3-year global sales enablement roadmap, covering 10 international markets, with recommendations on training, process, KPIs, reporting, content, messaging, and enablement tools - built to scale, and tailored to local realities.
Helping a medical communications group differenciate in a noisy marketplace.
A leading healthcare medical communications group in the US approached The Growth Consultancy to provide guidance around the go-to-market strategy for their newly developed suite of AI-powered analytics tools.
What if your business had something truly groundbreaking to shout about? Is it possible to distance yourself from the noise?
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After significant investment in the new tools, the business needed to develop sales and marketing messaging and establish how the tools would bolster the business’ wider proposition.
The term artificial intelligence (AI) is becoming commonplace in marketing circles. It's a buzzword thrown around willy-nilly. It sometimes feels as though businesses are talking about AI simply to ride the current wave of interest without having a great deal to say.
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The first step was to define their ideal customers. Using a combination of desk research and insight from client teams we started to profile customer’s key challenges, metrics for success and possible barriers to purchase at each stage the drug development lifecycle. In parallel with this exercise, we mapped each of the product’s key benefits in relation to solving client challenges and creating value.
The information from both of these exercises was mapped to find the points that 'click' between how the products create value and the challenges/goals potential customers use to measure success.
Once we’ve established fit, the information is fed into a matrix to start prototyping messaging and positioning. Competitor messaging is also referenced at this point to ensure we're distancing ourselves from their language and aide with differentiation. The first draft is shared internally for feedback and initial sense check. Three rounds of revisions and improvements are made before we can move on to testing.
The new messaging was built into print advertising, digital display, and content marketing initiatives, and different versions were tested for effectiveness. This led to revisions and helped focus the benefits of the new tools into the business’ wider proposition.
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Checking back in with the client 6 months after completing the project and the new messaging is integrated across the business and its marketing activity and they are starting to see results.
Optimising lead generation for the UK’s leading SAP Consultancy.
We were engaged by a UK mid-market PE fund to run a customer segmentation and complete a strategic review of lead generation activity for one of their portfolio businesses, Edenhouse Solutions.
Edenhouse specialises in the sale, implementation, support, and hosting of SAP products and services to mid-sized businesses.
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Their lead generation activity was underperforming, and their marketing spend wasn’t delivering a sustainable return on investment.
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The first step was to carry out a thorough audit of all marketing activity.
Where are leads coming from?
What are current conversation rates for each product set & lead source?
Average lifetime value (LTV) for each product set?
Content and messaging
What do we have?
What’s working and what isn’t?
How is current content marketing aligned to the customer journey?
Audit competitor content and messaging.
We took this information and developed a new lead generation strategy, customer segmentation, and refreshed messaging.
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The final deliverable was a detailed c-suite-ready report and presentation with actionable recommendations to improve performance. This included a sales enablement roadmap. 12 months after the project was completed the business was successfully acquired by Accenture.
Multi-year interim management for a growing international digital marketing agency.
We support the senior management team of the UK’s #1 international digital marketing agency with ongoing business development strategy and execution.
We’re also part of their external advisory board focused on growth strategy.
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The agency was looking for an experienced business development consultant to support their next phase of growth. Their ambition was to drive double digital growth YoY.
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We work together on an ongoing basis delivering strategic guidance, mentoring, and training for more junior business development team members. We also support them with more hands-on activity including managing the pipeline, leading pitches, and new business meetings. We also work with marketing colleagues to support lead-generation activity.
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The relationship is now in its 4th year and continues to go from strength to strength. We’ve seen double digit growth year on year and have recently expanded the team.
Growth strategy for macro-risk consultancy launching new offer.
A start-up global research firm was looking to expand after a period of growth.
We were engaged for a consulting project to create a growth plan and support the firm’s partners with implementation.
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The client was looking for help from an experienced business development leader to develop and execute the business development strategy.
They already had a number of flagship clients, but their next stage of growth meant targeting a broader range of companies and functions.
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Over the course of 6 weeks, we developed a business development strategy for their new offering. This encompassed the entire sales cycle from prospect to close and included guidance on marketing/lead generation activity.
The second phase of the project saw us support with the roll-out of the plan. Essentially banging the drum and keeping the team accountable.
At the heart of this are fortnightly meetings where we cover pipeline, lead generation, targeting (new lists / areas of focus), marketing (social media, content etc) and networking. The output of these sessions generates actions/goals to work on ahead of the next meeting.
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The strategy was delivered with clear implementation guidelines. We continue to support the senior management as they roll out the plan.
Strategy and business development leadership for ambitious new creative agency.
Working with a new breed creative agency that helps brands shape culture.
In its short history, the agency had accumulated an impressive portfolio of work but they were largely flying under the radar.
They wanted this to change.
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The founder had successfully grown the business organically but needed additional support and guidance to move onto the next phase of growth.
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On an ongoing basis, we work with the senior leadership team to plan and execute a robust new business strategy.
Strategic counsel was important but more hands-on support with collateral creation, pitching, and filling the pipeline was essential to ensure we delivered real impact.
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In year one we delivered 75% revenue growth and helped them win work with several large, multinational brands. We’re coming towards the end of our second year and are on track for high double-digit growth again.
Filling the pipeline for London based production company.
A growing production company with an already impressive roster of global clients was looking for an experienced, on-demand New Business Director to represent them and develop relationships with potential clients.
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Help the founders expand their reach and win new work with brands and agencies in the UK.
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For 3 years we worked as a fractional business development director targeting the UK agency market and brands across sport, FMCG, and lifestyle.
We led on strategy and were hands-on with filling the pipeline and closing projects.
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We helped them achieve double-digit growth for the 2 years we worked together and in the second year, increased turnover by 70%.
“The work James did with us directly resulted in a number of new client wins with high-profile brands.
He brought a fresh perspective to our new business strategy and helped us shape a compelling proposition, allowing us to differentiate in a competitive market.”
Clare Holmes, Managing Director at Red Creative
Let’s collaborate.