Manufacturing SME Achieves 40% Revenue Growth

Our client, a 60-year-old precision engineering manufacturer, had hit a growth plateau. Despite strong technical capabilities and loyal customers, revenue had been flat for three years. They were competing primarily on price, struggling to differentiate from overseas competitors, and missing opportunities in higher-value market segments. Key challenges included: - Unclear value proposition and market positioning - Long sales cycles (9-12 months average) - Low win rate on new business (< 20%) - Heavy reliance on a small number of large customers - Limited marketing presence and lead generation capability

We conducted a comprehensive 4-month engagement combining business strategy and sales & marketing activation: **Phase 1: Strategic Discovery (4 weeks)** - Market analysis and competitive landscape mapping - Customer interviews with existing and lost prospects - Internal capability assessment and value chain analysis - ICP definition and buyer persona development **Phase 2: Strategic Planning (4 weeks)** - Repositioning from "precision engineering supplier" to "critical component partner for regulated industries" - Identified aerospace and medical devices as high-value target segments - Developed new pricing model based on value, not cost-plus - Created sales playbook and enablement materials **Phase 3: Marketing Activation (8 weeks)** - Rebuilt website with new positioning and case studies - Launched LinkedIn campaign targeting aerospace procurement - Implemented HubSpot CRM with pipeline tracking - Developed content marketing program (technical blog, whitepapers) **Phase 4: Sales Enablement (4 weeks)** - Sales team training on new positioning and playbook - Created qualification framework to focus on high-value opportunities - Established weekly pipeline reviews and forecasting process - Built KPI dashboard for tracking progress