Case study
Making aggressive growth objectives a reality
A redesigned sales organization and refined service model enable a PE-owned financial services company to work towards $115M in identified opportunity
Situation
A $100M PE-owned financial services company providing litigation funding to plaintiffs and law firms had established highly aggressive revenue growth objectives for the hold period. However, limited infrastructure, processes, and tools made scaling the sales organization challenging. The company also needed meaningful changes to sales organizational structure, roles, and capabilities to manage attorney referral relationships better and drive acquisition of attractive law firms.
Candela's Role
Candela performed a comprehensive diagnostic of the client's sales and marketing functions, including building market and channel profitability models to determine where and how to invest to drive future growth. The team developed a new sales organizational structure, roles, and associated competencies, identified and quantified growth opportunities, and outlined critical initiatives to deliver the required growth. The company then re-engaged Candela to help implement the plan by developing a compelling attorney value proposition and go-to-market playbooks for prioritized markets.
Impact
The diagnostic identified $23M in immediate opportunity tied to more effective management of current deal flow, plus $92M of long-term growth potential.
$23M
Near-Term Opportunity
$92M
Long-Term Potential
