BUSINESS OVERVIEW
CityExec Case Studies
BUSINESS OVERVIEW
Sector: Financial information provider
OWNERSHIP:
Private – Post-Acquisition
BUSINESS STAGE:
Strategic Growth
PRIMARY OBJECTIVE:
Re-structure of existing commission scheme
SECONDARY OBJECTIVE A:
Competitor intelligence
CITYEXEC
Strategic Advisory
In order to address the purported higher than the market remuneration rates around retention, renewal and acquisition of new clients the business required a strategic review of the remuneration and commission schemes in its immediate competitor landscape.
CITYEXEC
Methodology
• In-depth requirement discussions with the Global Head of Sales, European Head of Finance and Global Head of Human Resources to define the targets and the deliverable elements of the research proposal
• Five-week research phase
• Re-based positions to equivalent level in the client organisation
• Presented as a consultative document with comparative summaries, conclusions and recommendations
• Completed within six weeks
Results:
• Client was able to utilise the hard data for their decision making process in how to remunerate renewal, up-sells and new business acquisition
• The new commission plan remained competitive against the market but reduced overall cost to the business by US$ 100,000’s
CITYEXEC
Results
• Reduced overall commission spend by $250,000
• Realigned organisational design of salesforce
• Reduced churn rate by 25%
• Built Sales team by 4 additional headcounts in New York