https://www.impactsalesgrp.com/home daily 1.0 2021-02-23 https://www.impactsalesgrp.com/clients daily 0.75 2021-02-22 https://www.impactsalesgrp.com/about daily 0.75 2021-02-22 https://static1.squarespace.com/static/6012044f7144fa7df18f9180/t/60133edd7f9b323d96f7ebe9/1611874026029/ About ISG Impact Sales Group has a proven track record of helping consulting and technology services firms achieve their growth and profitability goals. Read our testimonials below. https://static1.squarespace.com/static/6012044f7144fa7df18f9180/t/602ec530d6caf330022cfad3/1613678229279/533207C8-97B7-431C-AD25-224585129B63.jpeg About ISG - Mark Dorn, Founder of Impact Sales Group Mark Dorn has over 40 years of successful sales and client development experience, working with management consulting and technology services. He has worked with a wide array of companies ranging from startups to the Fortune 100. Starting with Wallace Computer Services in 1980, Mark has held a number of sales leadership and management positions with companies such as Digital Equipment Corporation, Paradyne, XcelleNet, The Giga Information Group, The Concours Group, The Hackett Group, PwC, The Association for Supply Chain Management, and Utopia. During his career, Mark worked with 5 startup companies to successfully develop their “greenfield” territories by creating the strategy, team, sales process, value proposition, and target account plans to drive significant growth in clients, revenue, and profitability. In 2005, Mark started The Impact Sales Group, providing an executive relationship-based strategic sales approach that was the key to their successful 7 year run. This approach helped Mark achieve “trusted advisor” status with many senior executives in corporations across the country. As a result of his previous track record of success - Mark decided to restart The Impact Sales Group in 2021 to once again help clients grow their consulting and technology services companies on a contract basis. Mark Dorn specializes in relationship and client development with CEO, COO, CFO, CIO, CHRO, and CSCO-level executives in Fortune 500 Corporations across the US and Europe. He looks forward to helping you develop your strategic long-term clients to close six and seven figure consulting engagements and achieve your growth goals. https://www.impactsalesgrp.com/approach daily 0.75 2021-02-22 https://www.impactsalesgrp.com/contact daily 0.75 2021-02-22 https://www.impactsalesgrp.com/success-stories daily 0.75 2021-02-22 https://static1.squarespace.com/static/6012044f7144fa7df18f9180/t/6022ac8ca7418219d126787b/1613677707390/ Success Stories - Case Study Two GLOBAL INSURANCE ONLINE BUSINESS GROWTH & CUSTOMER EXPERIENCE The Client Challenge A $120 billion global insurance company had decided to make a concerted push into the online market to acquire new customers and drive revenue and profitability. Continuing their ongoing acquisition strategy, they acquired a leading California-based auto insurer who already had an online presence and significant west coast market share. The client’s goal is to integrate the “look and feel” of both websites to create a unique and differentiated customer experience to achieve their growth and profitability goals. The client had limited knowledge and staff to complete this project, and was under pressure by management to complete the integration in a short timeframe. ISG Approach and Solution Working closely with the insurance company Executive Vice President and SVP of Marketing, ISG effectively managed the sales process from identification to closure. VOX completed an extensive analysis of both online environments to develop the recommendations and approach to achieve their goals. The first phase was to develop the right strategy for the integration, paying close attention to all customer processes and ensure no customers were lost in the process. ISG engaged the client and key stakeholders in a number of working sessions to fully understand their strategy, key initiatives, and challenges in integrating the two online customer operations. Our first step was to provide an effectiveness assessment of their entire online operation, which lead to the second phase implementation of new strategy, web design, processes, and marketing communications to achieve their goals. Results The closure of a $1.6 million engagement to help the insurance client refine their strategy, combine the two online environments, and improve their quote and bind processes to achieve their customer, revenue, and profitability goals. https://static1.squarespace.com/static/6012044f7144fa7df18f9180/t/602ec4554c66fe5275fa0fb1/1613677662912/ Success Stories - Case Study One CPG FOOD COMPANY INNOVATION IMPROVEMENT The Client Challenge A $7 billion CPG Food Company decided that they needed to dramatically improve the performance of their innovation operations to achieve their organic revenue growth goals. The company had a history of incremental innovation that didn’t deliver the “breakthrough” ideas and products that they needed to become the leader in their market. ISG Approach and Solution Working closely with the Food Company’s executive management team, which included their CFO, EVP of Global Growth and Innovation, SVP of Global Operations, and SVP of Global Sales, ISG worked effectively with the PRTM Partners to manage the sales process from identification to closure. Competing against such well known consulting organizations as Bain, Booze Allen Hamilton, Boston Consulting Group, and McKinsey ISG successfully helped PRTM win the business. The first phase was to develop the right strategy, implement PRTM’s proven innovation process based on their proprietary PACE methodology, and then move quickly to execution to take an “in-flight” innovation project and work with the client to move it effectively through the process. Results The closure of a $2.6 million engagement to help the Food Company client refine their strategy, implement an improved innovation process, and execute to achieve their revenue and profitability growth goals. https://static1.squarespace.com/static/6012044f7144fa7df18f9180/t/6033e3901b6c2e1456e5928b/1614013339292/ Success Stories - Case Study Three PERSONAL CARE COMPANY COMPLEXITY AND COST REDUCTION The Client Challenge A $2 billion Personal Care Company identified the need to dramatically improve the performance of their operations and reduce complexity to achieve their margin and profitability goals. Through a series of acquisitions, the company’s processes had become overly complex and costly. Senior management recognized that major steps needed to be taken to reduce “bad” complexity, streamline supply chain processes, and reduce cost to align with industry standards. ISG Approach and Solution ISG led the sales effort working diligently for over a year to schedule the initial meeting with the President of Global Brands. ISG continued to work collaboratively with the PRTM Partners and the Personal Care client’s COO, CFO, and SVP of Global Sales, to manage the sales process from discovery and solution development to closure. Competing against Booze Allen Hamilton, Boston Consulting Group, IBM Global Services, PwC, and McKinsey ISG successfully helped PRTM win the business. The first phase was to assess the client’s current enterprise operations to develop the implementation strategy that would achieve the Personal Care Client’s goals. PRTM then worked effectively with the client to implement its proven complexity and cost reduction methodology to achieve major sourcing, packaging, formulation, marketing, and advertising cost savings events. Results Closure of a $3.5 million engagement to help the Personal Care Company reduce their operational costs by $50 million, reduced complexity by 30%, and streamlined processes to achieve their revenue and profitability growth goals. https://static1.squarespace.com/static/6012044f7144fa7df18f9180/t/6033e3a5b3548225b34f6657/1614013358875/ Success Stories - CASE STUDY FIVE DISPENSING, DRUG DELIVERY, AND ACTIVE PACKAGING COMPANY CUSTOMER SERVICE AND SALES TRANSFORMATION The Client Challenge A $2 billion dispensing, drug delivery, and active packaging company identified the need to consolidate and transform their global customer service and sales operations to achieve their growth and profitability goals. Through a series of acquisitions, divisional “silos” of sales and customer service operations were causing excess complexity, sub-optimization, and confusion for their customers. Senior management recognized that dramatic steps needed to be taken to consolidate their customer service and sales operations to streamline processes, reduce cost, and improve customer relationships. ISG Approach and Solution ISG lead the sales effort working in collaboration with key PRTM Partners and the client’ company’s President of North America, COO, CFO, and President of Europe, successfully manage the sales process from discovery and diagnosis to solution design and delivery Competing against Bain, Boston Consulting Group, IBM Global Services, PwC, ISG successfully helped PRTM win the business. The first phase was to develop the right strategy, implement PRTM’s proven Customer Experience Improvement process, and then move quickly to execution to work with the client on the global sales and customer service transformation process. Results Closure of a $2.5 million engagement to help the Enclosure and Pump Company to provide a consistent global customer experience and drive revenue growth of 10% on an annualized basis. https://static1.squarespace.com/static/6012044f7144fa7df18f9180/t/6033ddb729b743514039adab/1614011907456/ Success Stories - CASE STUDY FOUR MAJOR HEALTHCARE COMPANY PROGRAM MANAGEMENT OFFICE The Client Challenge An $11 billion Health Care Company was overwhelmed with Information Technology projects and was not delivering the results that the business unit leaders needed to achieve their goals. The IT organization was comprised of 2,500 professionals of which over 800 were contractors. The CIO had started to create a Program Management Office (PMO), but did not have the strategy, leadership, governance, or process necessary to be successful. ISG Approach and Solution ISG lead the sales efforts by setting up meetings with the Health Care Company CIO to better understand their key business and technology challenges. Working closely the CEO of Transition Partners (the ISG client), ISG effectively managed the complex sales process through a series of meetings with the Health Care Company’s Executive Vice President of Strategy and CIO, and other key stakeholders to fully understand their challenges, needs, and goals for creating their Program Management Office. The first engagement was an effectiveness assessment of their current PMO operation, which lead to the second phase implementation of new governance, process flow, and organizational changes to improve their performance and delivery of results. Results ISG successfully helped Transition Partners develop and close an 18 month engagement worth $1.7 million. A well run Program Management Office was established to help the Health Care client effectively manage critical projects from inception to delivery, and manage the portfolio of opportunities to enable the business unit leaders achieve their goals.