Client:
A startup firm that sought to break into the transit management sector.
Background:
The firm’s two principals had a broad range of experience in the transit management sector, but their firm was at the startup stage. The company needed help developing their business model, positioning the firm for success and developing key customer relationships to drive growth.
The process:
When I began working with the firm’s principals, they already had several desired key customer relationships in mind. To build these relationships, the challenge was threefold:
- demonstrating the validity of the company’s business model;
- proving that the team had the skills, experience and framework necessary to ensure success;
- ensuring that the company offered a greater overall value than its larger, well-established regional and national competitors. Overcoming these challenges required a thorough and precise reverse engineering process combined with a well-executed action plan to achieve the desired growth goals.
The results:
The company secured several lucrative transit contracts in the Southeast and soon found itself on the Forbes list of the 200 Fastest-Growing Companies in the United States, two years in a row.
