CASE STUDY
$650M PE-Backed Mobility Company Grows New Annual Contract Revenue from $6M to $28M in Year One
Results Achieved
Annual Contract Revenue: $6M → $28M
Within 12 months, a more focused business development process and structured growth framework helped the company grow new annual contract revenue from $6M to $28M.
Win Rate More Than Doubled
A strategic focus on high-value contracts and a more disciplined RFP response process improved the company’s ability to win new business.
Contract Renewal Rate: 83% → 96%
A strategic account management program strengthened customer relationships and increased the contract renewal rate from 83% to 96% in the first full year.
Client Overview
A leading North American passenger transportation and mobility company entered a new phase of growth following a divestiture and transition to private-equity ownership. The company had a strong reputation for safety and reliability, but needed a more focused commercial approach to grow contract revenue and retain key customers.
The Challenge
Following the transition to PE ownership, the company needed to align its commercial organization around sustainable growth.
Limited business development and marketing resources
Inconsistent new-contract growth and customer retention
Misalignment across business development, marketing, operations, and finance
We were engaged to focus commercial priorities and build a repeatable approach to winning and retaining contracts.
Approach Summary
Applied the principles of its Commercial Growth Platform™ to align commercial priorities, strengthen execution, and improve growth performance.
The work focused on three areas:
Contract Growth: Refocused the sales process and deal strategy on high-value contract opportunities.
Win-Rate Improvement: Strengthened opportunity qualification and introduced a more disciplined RFP evaluation and response process.
Customer Retention: Established a strategic account management program to improve renewal outcomes.
Learn More:
“An invaluable contributor to the strategic direction of the company following its purchase by private equity, enabling us to build a high-performing team focused on the continuous growth of our business.”
Linda Burtwistle, Executive Chair, North American Mobility Company
In Summary
Against the backdrop of the COVID-19 pandemic, helped the company focus its commercial strategy, strengthen contract execution, and improve customer retention. In the first year, new annual contract value grew from $6M to $28M, while the contract renewal rate rose from 83% to 96%.
Ready to build a more focused, repeatable growth model?
Tells us what you’re working toward. We’ll discuss how your commercial strategy, team, and execution can work together to support growth.