Driving 64% revenue growth and enabling hyper-growth

The client’s issue

Achieving hyper-growth in a competitive market

Southwestern Insurance Group (SWIG), a 5-year-old startup B2C insurance broker, had grown to $2 million in revenue and $12 million in gross written premium. Their parent company challenged them to become the largest business in the family of companies, aiming to exceed $150 million in revenue. Though highly successful salespeople, the senior team were running a business for the first time and felt daunted by the challenge. They sought support with business planning, diagnosing constraints, and implementing measures to enable rapid sales growth effectively.

The return on investment

Remarkable ROI and business transformation

• 53% growth in the first year, surpassing the budgeted 39%.
• 64% year-on-year revenue increase against a budget of 42%.
• 15% increase in average deal size despite a declining market.
• 10% increase in policies per client due to better lead qualification.
• 3% reduction in cost of sale.
• Ramp time for new hires reduced from 7 months to 3 months.
• 23% of revenue from referral income with a 38% conversion ratio.
• Full return on investment achieved within a few months on a gross margin basis.
• NPS score of +100, indicating high client satisfaction.

“The project put a lot of fuel on the fire because SBR saw how serious we were about investing in our growth. We went from seven months to three in agent ramp time, and the team tracked significant referral and revenue improvements.

The team as a whole is just more bought in than they’ve ever been. The clarity of our vision and the speed at which we’re trying to go for a specific target empowers everybody to work towards the goal.“The project put a lot of fuel on the fire because SBR saw how serious we were about investing in our growth. We went from seven months to three in agent ramp time, and the team tracked significant referral and revenue improvements.

We can have more confidence in the investment we’re taking this year and the return we hope to get. It took some weight off my shoulders in a way.”

David Stuart
Founder & President

SBR’s strategy to execution

Strategic sales enablement and business planning

SBR Consulting conducted a deep dive business plan and diagnostic, making 29 recommendations grouped into five key programs. These programs laid down a structured methodology for client engagement throughout the sales pipeline. SBR continued to coach the leadership team, embedding better ways to drive key results such as increased sales volume, value, and velocity. The approach fostered a culture of collaboration and alignment, with the customer at the center of focus.