Client: Woodard & Curran
Services: Assessment, Strategic Account Management Consulting and Training
Woodard & Curran is a top-tier engineering, science, and operations company. As the firm grew and expanded the diversity of its offerings, they faced the challenge of maximizing value for clients across their full set of capabilities. They saw a great opportunity to grow accounts, but knew they needed a specific and focused effort or the promise of expanding work with existing accounts would not materialize.
Woodard & Curran engaged RAIN Group to help implement a strategic account management process and build strategic account management skills among their professionals and business development team. RAIN Group:
After implementing RAIN Group’s strategic account management process, Woodard & Curran saw significant growth in the named strategic accounts associated with the program. Through the recession, the 4-year compound annual growth rate (CAGR) of Woodard & Curran was 7% across the board. However, in the named accounts where RAIN Group’s strategic account management method was applied, the 4-year CAGR was a whopping 110%.
In a single account alone, sales grew from a quarter of a million dollars to $3.5 million as a direct result of implementing the strategic account plan.
The results of the strategic account management program were so strong they were featured at the Strategic Account Management Association’s (SAMA) national conference.