An international software division of Lockheed-Martin was looking to fix the relationship with one of their largest European customers and improve the profitability of their professional services contracts. A $10 million contract was in jeopardy and the systems integration team was disorganized at best. The customer was ready to walk.

What we did?

…earned the trust of the customer by negotiating a set of deliverables that met the customer’s precise business needs while fitting the cost/profit structure of the booked contract. We then developed a project plan that made sure the customer received what they were expecting within their business timeframe. Third, we created and implemented a methodology that helped the team analyze, estimate, track and deliver the work on time, with high quality while guaranteeing that it met the customer’s business requirements. As a result, this European consulting organization became competitive and profitable to the tune of 40% gross profit on services for the first time.

Achieved 40% gross profits for the first time on professional services.