​ Case Studies

Small agency (Sub $5M).

The primary objective of the initiative was to stimulate revenue growth in 2025 while preparing the business for a potential sale.

LSC was brought in to evaluate the existing business structure, client base, service offerings, and client-facing teams responsible for managing client relationships. The process began with a discovery phase, which involved stakeholder interviews and an analysis of documents and data to gain a comprehensive understanding of the company’s strengths and challenges. Findings and recommendations were then shared with the leadership team.

While providing tactical advice for immediate improvements, LSC also laid out a strategic roadmap to guide the company’s progression in the mid to long term. This roadmap became the foundation for crafting a robust Corporate and Commercial strategy, enabling the business to pivot from its traditional LSP model.

LSC subsequently supported the execution of the Sales & Marketing strategy, focusing on initiatives like standardizing sales processes, classifying and mapping accounts, optimizing pipeline management, and coaching the commercial team on solution-based selling. On the marketing front, efforts were directed toward redesigning the company website, generating inbound leads, maximizing social media presence, and organizing impactful events.

As a result, the company managed to restructure effectively while maintaining its day-to-day operations. This transformation positioned the organization to better serve and expand its client base while simultaneously enhancing its attractiveness during the due diligence phase of a potential sale.​​​

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Mid-Size agency (sub $25M)

Following a year of stagnant revenues, LSC was brought in to lead a commercial transformation initiative aimed at enhancing organizational efficiency and shifting the client-facing team towards a consultative sales culture.

The engagement focused on improving several key areas, including:

• Analysing sales productivity

• Revising and streamlining the sales process and infrastructure

• Developing sales intelligence and implementing a robust sales technology stack

• Establishing a dedicated sales operations function

• Coaching the team to adopt a consultative approach to understanding buyers

• Designing and rolling out a new commission structure

After evaluating the organization’s structure and client base, LSC devised a comprehensive Sales & Marketing strategy to serve as a blueprint for change. Internally, this involved creating a Sales Operations team to support the business, standardizing processes, setting sales intelligence KPIs, and integrating new technologies. Externally, the commercial team was empowered to allocate more time to understanding sector-specific buyer personas and adopting a solutions-focused sales approach.

LSC’s role extended beyond strategy to include hands-on support through sales team coaching, client profiling and classification, and crafting targeted messaging for consultative selling.

The transformation program, spanning a year, yielded impressive results, with revenues increasing by more than 25% year-over-year.