In this case and as a condition of a Management Buyout, a major global Environmental, Health, Safety and Sustainability (EHSS) firm required a new strategy for execution to achieve double-digit top and bottom line growth of its North American region. It was essential to not only achieve the top and bottom line growth, but to maintain a stellar return on net revenue (RoNR), which was then twice the industry average. The current situation consisted of a region comprised of fragmented and independent local business units with varying degrees of business success. There was a very limited regional approach to sectors, clients, or services and no regional sales and marketing function.
To address the business challenge, a strategy was developed that overlaid an approach for sectors, clients, and services (practices) across the geographic business units (creation of “mortar between the bricks”) underpinned by enhanced functional support (i.e., sales and marketing). Resources were focused on sectors, clients, and services that would produce the desired result and an investment (i.e., strategic hiring plan) and buildout plan (i.e., new offices) established. As a result of the execution of the strategy, the region successfully achieved year-on-year double-digit top and bottom growth while actually increasing the RoNR.