Background of the Project
Our client, a small specialized embedded software company, was facing a significant challenge in retaining the trust of one of their automotive clients. The client had doubts about the vendor’s ability to perform after it lost its middle management, leading to fluctuation that slowed down the company. The company needed to hire and train replacements in a niche during the growing shortage of skilled forces, which was a challenge for a small company with limited budget and visibility.
The Challenge
The client’s doubts and concerns led to renegotiations of deliverables and deadlines, creating the risk of losing the contract or shrinking it. This could have a significant impact on the company’s growth and future prospects. To retain the contract and grow, the company needed to redefine its processes, manage expectations, and create a project plan that would enable it to fulfill its obligations without compromising quality while improving performance.
The Process
Our consultants worked closely with the company to understand the key challenges and pain points. We identified areas for improvement and helped the company redefine its processes, manage expectations, and renegotiate deliverables and deadlines. We also helped the company develop a project plan that would enable it to fulfill its obligations while maintaining quality and performance. We provided coaching to employees who needed to step up and fill the void, coordinating between them to close gaps as much as possible. We also worked to regain the trust of the client’s management and rebuild the relationship.
Results
Our approach led to a significant improvement in the company’s performance, with the client regaining trust and renewing the contract. The company was able to retain and grow its business, improving its position in the market and building a reputation for quality and reliability. The company also gained new business opportunities and expanded its offerings, further strengthening its position in the market.
Conclusion
Regaining trust and improving performance can be challenging, especially when faced with the risk of losing a key client. Our approach, which involved understanding the challenges and pain points, redefining processes, managing expectations, and developing a project plan, led to a significant improvement in the company’s performance. The company was able to retain and grow its business, gaining new business opportunities and expanding its offerings, further strengthening its position in the market.
