DRAX specialises in leadership evaluation and executive change for ‘mid’ to ‘large-cap’ high-growth companies. They engage with both investors and directly with leadership teams to provide ideas for how the leadership team can be optimised to maximise their probability of success before and after the deal.
“SBR’s authentic approach to consulting learned more about our organisation and the nuances that the business had. They built a sales culture through activities that added value from day 1. What I particularly liked about them was their approach to using their experiences as sales practitioners and their ability to leverage other market insights to add value to our business. The engagement has lasted over 18 months and we continue to find ways to improve our business and work with SBR Consulting to do so.”
THE OUTCOMES
WHAT DID THE CLIENT WANT TO ACHIEVE?
Drax wanted to capitalise on recent acquisitions and systematise multiple geographies to create a standard approach to market making. The aim was to create a standard operating procedure to executive search through documenting a bespoke sales process, crafting a sales methodology that all sales professionals could use with their clients and then train the sales teams to elevate performance and growth. Within a bound-market it was integral that we focused a key account strategy to gain market share in key verticals set out by the business.
SBR’S APPROACH
SBR’s authentic approach to consulting learnt more about their organisation and the nuances that the business had. SBR were not on the periphery of the firm but involved in building a sales culture through activities that added value from the beginning. SBR facilitated workshops, and supported Drax develop a world-class Sales Playbook, Sales Process and Key Account Strategy amongst other things. SBR used their experience as sales practitioners and leveraged other market insights to add value.
