Complex business challenges solved!

Did you know that 100% of MTA's clients have either extended their original agreement or added additional services due to the value created from our partnership?

Some examples of our work below...

Improving Cross Selling & transforming a stagnated sales culture

Situation: This $100M+ Healthcare IT company had been only selling one service line for many years with great success, which was staff augmentation. This company then added 3 additional service lines via acquisition, but after 2 years hadn't fully integrated these other service lines into their core business.

Solution: After a 30 day assessment, it became clear there were several levers that needed to be pulled into order to fully integrate all 4 service lines into the sales organization including a comprehensive review of the companies:

Vision & Mission
Leadership Team
Organizational Structure
Compensation Plans
CRM system
Training & Development program(s)
Business Partner support
Internal collaboration tools
Marketing's role in driving sales

Action:

After collaborating and gaining alignment with Board, the leadership team, CFO, & sales team, within 90 days:

Launched internal rally cry to bring the entire organization together supporting the new sales culture of selling all 4 service lines, at all times
Created corporate training division, along with leadership, sales, recruiting & business partner training programs
Restructured the sales organization by adding leadership & as well as launching new sales team to diversify the portfolio
Made wide spread changes to the compensation plan to align the plan to the behavior that was expected
Implemented new CRM
Hired new VP of Marketing to bring alignment to sales team and drive additional ROI

Impact:

Cross selling increased by 40% YoY
2 of 3 service lines were over quota, after missing revenue, GP% & EBITA goals in the two prior years
Gross profit margin improvement from 28%-30%
Quality scores, as measured by KLAS, increased by 300 basis points within 9 months
Internal engagement score was 4.9 out of 5 after above listed actions were implemented

Connecting two disparate sales organizations into one

Situation: A $600M IT staffing company acquired a less profitable $700M IT Staffing & Solutions company. The buyer was averaging 10% EBITA, but had never sold outsourced solutions, and the acquired company was averaging 2% EBITA. After our initial assessment, it was clear the client had two separate sales cultures & ways of thinking about the business.

Solution: We were responsible for creating, developing, and deploying a comprehensive plan to bring continuity, consistency, standards, measurable metrics, and accountability to the newly created leadership & sales organization. Delivered insights to leaders that drove decision-making, execution and investments for some of the companies most critical initiatives in four key areas, which included:

• Strategic Resource Planning

• Internal Hiring / Talent Acquisition

• On-boarding & Training

• Employee Development & Retention, including developing leaders

Action: After collaborating with the executive board, leadership team, and key internal stakeholders, launched a comprehensive training program to align the organization from the C-Suite to even the entry level employees.

Impact: At the beginning of the program, the COO was quoted as saying, "I don't think this is going to work."

Nine months later, we were awarded the "Business Partner of the Year" award for driving strategic, operational and organizational improvements across the company, which exceeded $1.4B in sales.

New hire productivity increased by over 200%, and new hire attrition in the sales organization improved from 60% to less than 20% annually.

Company struggling to scale

Situation: Over a period of 12 years, this Top 5 Locum Tenens staffing company built its business around the key sales & recruiting contributors that were promoted into leadership roles, none of which ever had formal training or development. As a result, the company got stuck and this underdeveloped staff relied on the President to make the majority both tactical and strategic decisions, which didn't allow them to be nimble with its clients, consultants or internal staff.

Solution: We first needed to assess if the "right people were in the right seats". As a result, we designed, developed and launched a new program to identify the readiness of leaders in the organization. Followed through by creating and assigning a personalized learning path for each existing, new or future leader.

Action: This new program focused on the “people management” skills required to engage, retain, and grow a team of performers who can become the strong contributors – and new leaders -- of tomorrow. Program content included sessions on coaching, motivating, holding team members accountable, and empowering others -- both to raise employee satisfaction and to help the leader find more time in the day to focus on strategy, growth, and innovation.

Impact: The company scaled its executive team and restructured senior leadership. Some senior leaders were managed out of the business, some internal staff were promoted, and external leadership hires were made. Revenue increased by $20M each year for three consecutive years, and now exceeds $300M in revenue at 10%+ EBITA.

Global Growth Strategy Implementation

Situation: This global IT staffing & solutions company exceeded $6B in sales annually, most of which came through acquisition growth. As a result, the company had a different go to market strategy, service offerings, compensation plans, and inconsistent training in 39 different countries.

Solution: The goal was to standardize the manner in which the client sold & delivered their services across the globe.

Action: Chris traveled across North America, Asia-Pacific, & Europe to meet with each country's CEO, Executive team, and key contributors to learn each countries best practices through over a year of assessments.

Impact: We created a series of "best concepts" along with a process to standardize the org structure, business operations, leadership competencies, sales messaging, and training programs to ensure that every sales leader and salesperson was approaching their clients in the same manner, with the same message, every time.

Leadership Team Development

Situation: After a recent management restructuring, the business challenge was to train and further develop 14 senior leaders, many of which had never received formal leadership training and had been leading teams for 10+ years.

Solution: MTA created a custom, 9-month program which covered leadership concepts, management principles, with the end goal to increase collaboration & communication across the leadership team and workplace. Later in the year, we added another 12 emerging leaders to go through a similar training experience. We took all 26 leaders through the program which included 1 classroom session per month, subsequent 1:1 individualized coaching, a 360 review, DiSC assessment, and Strengthsfinder assessment.

Impact: The end result can be summed up in one word, expansion! The leaders experienced great success with their new found skills and ability to more effectively collaborate across the organization. This helped open a new building for the first time in its 25+ year history. MTA is proud to have contributed to their growth in such a positive manner!

Individualized Sales Coaching

Situation: A sales executives skills were stagnated and their CEO hired MTA as a sales coach.

Solution: MTA delivered a sales bootcamp to the entire sales team and began coaching this sales executive on a weekly basis with consistent cadence & structure.

Impact: Here's the quote from the leader we trained:

"Working with Chris & MTA Consultancy has been nothing short of transformative. We first brought Chris in for his Business Development leadership & expertise during a time when our sales were struggling and conversion rates falling. We knew we needed a change and a fresh set of eyes.

From the moment Chris stepped in, we were met with a refreshing blend of expertise, personality, and genuine care. Through tailored group training sessions as well as personalized one-on-one coaching, our team experienced a remarkable shift in quite a short period of time. His coaching style allows you to immediately implement new ideas in your daily workflow and conversations. Not only did we see a quick positive impact in our conversion rates and sales, but we’re also now equipped with a toolkit of sales strategies that truly resonates with our prospects and clients.In truth, the impact to our business goes far beyond just numbers.

Chris has brought invaluable insights into multiple areas of our business, fostering open and direct communication, trust, candor, accountability, and growth that has encouraged our teams to streamline our processes, meetings, and bolstered team morale.

In the 8 months that I’ve worked with Chris, perhaps the most remarkable aspect of our journey has been the effect that our partnership has had on my personal growth and overall well-being. The coaching, tactics and advice are not only pertinent to my interactions with clients, colleagues, and prospective clients but also in my personal and family life. Being more effective in my job has allowed me to strike a healthier balance between work and life, leading to greater fulfillment both in and out of the office. I am immensely pleased I’ve had the opportunity to Make the Adjustment with Chris and his team at MTA."