When Failure is Not an Option

Our client is an international management and technology consulting company with revenues more than $5.4 billion and employing more than 22,000 people worldwide. They needed to make sure they secured some major business within very specific accounts. Their plan was predicated on the 80/20 rule – 80% of their revenue was coming from 20% of their opportunities. Lose one of those opportunities, and the impact would be enormous.