CASE STUDY

How a $650M PE-Backed Mobility Company Achieved 4X New Contract Revenue

Results Achieved

4X Increase in New Contract Revenue

Optimizing the sales process and implementing a structured growth framework led to a rise in new annual contract revenue from $6M to $28M within 18-months.

Increased Win Rate

Strategic focus on high-value contacts and a streamlined RFP evaluation and response process boosted the win rate by 112% in the first full year.

Improved Contract Renewal

Introducing a strategic account management program increased the contract renewal rate from 83% to 96% within the first full year.

Client Overview

A leading North American provider of passenger transportation and mobility services—including intercity bus, public transit, employee shuttles, and airport transport—aimed to accelerate innovation and growth following its acquisition by private equity (PE). Despite a strong reputation for safety and reliability, the business development team faced challenges in securing new contracts and retaining existing clients.

The Challenge

Following a divestiture from its European parent company and transition to PE ownership, the company faced critical business development challenges:

  • Resource constraints in business development and marketing.

  • Declining new business acquisition and contract retention.

  • Misalignment between business development, marketing, operations, and finance.

With a proven track record in revitalizing sales organizations, we were brought in to design and implement a sustainable growth framework.

The Approach

Leveraged 10-Step Growth Framework to systematically overcome barriers and implement the proven practices of growth-focused companies.

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“An invaluable contributor to the strategic direction of the company following its purchase by Variant Equities, enabling us to build a high-performing team focused on the continuous growth of our business.”

Linda Burtwistle, Executive Chair, Coach USA

In Summary

Our expertise in building high-performing sales teams was invaluable to Coach USA as it expanded its contract business during the industry-devastating COVID-19 pandemic.

Contact us.

At OAKSTREET, we build go-to-market platforms that perform—deal after deal, quarter after quarter—turning strategy into scalable, repeatable execution.

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You’ll receive a customized baseline assessment, strategic recommendations, and an ROI impact model—no strings attached!