Background: The services company was placing individual resources to multiple industries, unable to
differentiate itself from the myriad other "placement" firms. Gross margins were below 20%, resource retention was low and attracting
new resources was driven purely by compensation, creating further downward margin pressure.
Solution: By organizing the existing customer base into a select focused industry, Front and Middle
Office Capital Markets, establishing an off-shore delivery model (Chennai, India), rebranding the corporation and leveraging domain
expertise through existing personnel and technology alliances, the company was able to create an attractive intellectual environment
for new employees, deliver gross margins above 40% and grow revenue by over 600% in less than three (3) years. Prospects and Customers
were able to quickly identify with the Company value proposition and see unique value, justifying the premium rates commanded. Essentially,
the Company was transformed from being opportunistic and providing commodity services to a highly strategic and focused value-based
company, with a unique and clear value proposition, in an extremely competitive industry, Capital Markets.
Result: The Company was sold to a publicly traded services company, creating their third vertical within
the financial services industry. This vertical was the highest growth area of the new combined company. Subsequently the acquiring company
was sold to one of the top five consulting companies.
