Whitewall Media
Challenge
After almost a decade in the social media business, Whitewall Media was ready to scale and make it's move upmarket. With a small internal team, they needed to improve operational efficiencies to continue delivering quality work to clients while balancing the need to pursue new business effectively.
Solution
We immediately sat down to determine the business metrics that were being targeted for improvement and interviewed executive leadership and middle management to determine areas that needed support and transformation. We began by transitioning and training the team on an updated project management software, rolling out a modern internal communications system, introducing refreshed departmental and accountabilities structure, and auditing their reporting & time tracking system. After establishing baseline processes for each department, we moved lower into the organization and assessed what support systems and skill gaps were present that could be automated and/or replaced during the production of marketing assets. After partnering on an operational budget, we introduced new resources and technology in order to support the team in day-to-day marketing operations releasing the executive team from client management to refocus on growth and expansion. The organization's sales enablement strategy wasn't formalized for new business so we developed a playbook for qualifying, closing, onboarding and distributing client assignments to the team for production in order to better separate and optimize the sales and client retention verticals. Tactics included team building, training, technology setup, sales enablement, CRM selection, content management, channel development, coaching and process architecture.
Results
Increased marketing production by 50% Increased RFP requests and output by 20% Reduced operational budget by 17% Project timelines reduced by 50%
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