CASE STUDY
Healthcare Logistics Provider Triples New Business Pipeline Value While Reducing Cost of Growth
Results Achieved
3X Growth in New Business Pipeline Value
By refining the commercial strategy and rebuilding sales and marketing processes, the company tripled the value of its new-business pipeline—creating more opportunities for sustainable growth.
18% Improvement in Net Dollar Retention
A strategic account management program strengthened customer relationships and improved retention. Net dollar retention increased 18% during the first full quarter after implementation, including renewal of a major service contract with the company’s largest customer.
59% Reduction in Sales & Marketing Overhead
A more focused commercial strategy clarified where to invest in sales and marketing. The company reduced annual overhead costs by 59% while improving commercial performance and building a leaner, more effective organization.
Client Overview
A healthcare logistics provider had a strong market reputation but lacked a coordinated commercial model to turn that position into consistent new-business growth and customer retention. Sales and marketing resources were not aligned around clear priorities, account ownership, and repeatable execution.
The Challenge
Leadership needed to:
Build a larger, more qualified new-business pipeline
Protect and grow revenue from existing customers
Align sales and marketing around shared commercial priorities
Reduce overhead while improving performance
We were engaged to align the company’s commercial strategy, team structure, and execution around those priorities.
Approach Summary
Applied principles that underpin our Commercial Growth Platform™ to align commercial priorities, strengthen execution, and improve performance with a leaner team.
The work focused on three areas:
Pipeline Growth: Refocused sales and marketing on qualified opportunities and rebuilt the processes that support new-business development.
Customer Retention: Introduced a strategic account management program to strengthen customer relationships and protect existing revenue.
Commercial Efficiency: Aligned team structure and resources to the strategy, reducing overhead while improving results.
Learn More:
“We engaged Bruce to restructure our sales organization. His work with us has set the foundation for our long- term growth.”
CEO, Healthcare Logistics Provider
In Summary
By aligning commercial strategy, customer account management, and team resources, the company built a more focused and repeatable growth model. The result was a 3× increase in new-business pipeline value, an 18% improvement in net dollar retention, and a 59% reduction in sales and marketing overhead—creating a stronger foundation for sustainable growth.
Ready to build a more focused, repeatable growth model?
Tell us what you’re working toward. We’ll discuss how your commercial strategy, team, and execution can work together to support growth.