CASE STUDY
$650M PE-Backed Mobility Company Achieves 4x New Contract Revenue
Results Achieved
4X Increase in 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 contracts 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 passenger transportation and mobility company—formed through a roll-up led by a multinational parent—sought to accelerate growth and innovation following its divestiture and acquisition by private equity. Despite a strong reputation for safety and reliability, the business development team faced challenges in winning new contracts and retaining key 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.
Approach Summary
Applied principles that underpin our Commercial Growth Platform™ to remove growth barriers, align GTM functions, and activate proven sales and marketing strategies. Execution focused on three key levers:
Revenue Acceleration: Optimized sales process and deal structuring to drive new contract growth.
Win Rate Improvement: Prioritized high-value contacts and streamlined RFP workflows.
Renewal Performance: Implemented strategic account program to strengthen retention and renewal outcomes.
Learn More:
“An invaluable contributor to the strategic direction of the company following its purchase by Variant Equity, 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 business development teams was invaluable to Coach USA as it expanded its contract business during the industry-devastating COVID-19 pandemic.
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