The Situation: Ferrazzi Greenlight helps companies transform their corporate cultures. Using a proprietary approach and well received thought leadership, including two best selling books, they’ve managed to land a number of high profile, multi-million dollar flagship accounts. However, while the basic philosophy behind each engagement has been the same, lately the team has felt like they had to reinvent the wheel after every engagement, especially for their large, multi-year clients. With a number of promising prospects ready to close new projects, they turned to Dworin Consulting to help them scale up their practices
Our Solution: We worked with all levels of Ferrazzi Greenlight to understand what they were trying to do, how it went, and to reflect on their past projects. To contextualize their approach, we reached out to our network of exports, helped FG clarify their client value proposition and unique point of view so that everyone was using same language. While in the past FG relied on expensive contractors to quickly ramp up new accounts, we helped them rethink their team structure and develop internal capabilities that were more closely aligned with their clients’ needs. Finally, we developed a process guide that would allow a new consulting team to get up and running right away on a new project, incorporating the lessons learned from their previous engagements to avoid making the same mistakes twice. As a result, FG is expanding relationships with existing clients and able to win larger deals with new prospects. And thanks to their new scalable process, they’re able to hit the ground running as soon as the ink is dry on the contracts.