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Case Study

Due to the sensitivity of some of our projects, certain clients have asked to remain anonymous, in which case we have provided a description of the project and the industry to which it relates.

1. The Problem
A top-tier printing company industry leader was in trouble.

• The once-thriving printing company was in decline and needed strategic advice to stay on top of the industry. The company’s sales management team had become fragmented and disjointed among many of its operating groups and sales representatives.
• As an established Midwest USA printing company, it had historically focused on its wide customer base for growing its core printing business. Due to industry conditions, growth had greatly slowed.
• The company needed to proceed carefully to overcome substantial organizational resistance to any new initiative that could jeopardize the core printing business and its growth.
  

2. The Approach
The Strategy International Team was asked to evaluate the company’s current customer relationships and assess its capability to service them and how to further develop these relationships.

3. Recommendations
Create improved communications through Internet-based network. Strategy International recommended the design and installation of an Internet-based network that tied together several operational divisions. The new system was capped off by one consolidated database.

4. Results
The Internet-based network was implemented.

• The online network allowed the company to consolidate its customer account management, increase sales revenue by more deeply penetrating its major accounts and significantly improve customer management services.

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