What they wanted:Equiom, a global provider of administration services in the trust and corporate services market wanted to optimize their pricing and account management process.
What we didStarting with interviews of internal stakeholders such as account managers, as well as industry experts, we created an overview of Equiom's current pricing and account management processes, which were fragmented across regions and often based on bespoke solutions for each client. To optimize pricing, we provided pricing guidelines to create a set of fixed fee service packages with clearly defined service levels and pricing as well as a digital quotation process, established a governance structure, and provided guidelines for the creation of proposals that ensure a fair comparison with competitors. To optimize account mgmt, we proposed a set up of roles and responsibilities for how to structurally manage accounts and developed an account management dashboard to create transparency for all stakeholders within the company.
What we achievedWe hired 4 FTE to implement fixed fee services across the global organization and to increase data analysis capabilities, all led by an internal Project Manager that we trained. COO started a global transformation project based on insights of projects, such as e.g. WIP Management, Invoicing improvements. We also installed Client Relationship managers to drive professional Account Management for bigger accounts.