CASE STUDY
How a Leading Bus Company Achieved a 4X Increase in New Contract Revenue
Results Achieved
4X Increase in New Contract Revenue
Optimizing the sales process and implementing a structured execution framework led to a rise in new annual contract revenue from $6M to $28M within 18-months.
Increased Win Rate
Strategic focus on high-value contacts and a streamlined RFP evaluation and response process boosted the win rate by 112% in the first full year.
Improved Contract Renewal
Introducing a strategic account management program increased the contract renewal rate from 83% to 96% within the first full year.
Client Overview
A leading North American provider of passenger transportation and mobility services—including intercity bus, public transit, employee shuttles, and airport transport—aimed to accelerate innovation and growth following its acquisition by private equity (PE). Despite a strong reputation for safety and reliability, the business development team faced challenges in securing new contracts and retaining existing clients.
The Challenge
Following a divestiture from its European parent company and transition to PE ownership, the company faced critical business development challenges:
Resource constraints in business development and marketing.
Declining new business acquisition and contract retention.
Misalignment between business development, marketing, operations, and finance.
With a proven track record in revitalizing sales organizations, we were brought in to design and implement a sustainable growth framework.
The Approach
Used 10-Step Sales Execution Framework to systematically overcome challenges and apply best practices of high-performing sales organizations.
Learn More:
“An invaluable contributor to the strategic direction of the company following its purchase by private equity, enabling us to build a high-performing team focused on the continuous growth of our business.”
Linda Burtwistle, Executive Chair, Coach USA
In Summary
Our expertise in building high-performing business development teams was invaluable to Coach USA as it expanded its contract business during the industry-devastating COVID-19 pandemic.
Contact us.
At OAKSTREET, we help companies build high-performing sales organizations that drive sustainable and profitable growth at scale.
Contact us to today to learn more about our zero-cost assessment. You’ll get a detailed report with key findings, actionable recommendations, and expected outcomes—no commitment required!