The situation
Growth that depended entirely on headcount.
A national recruitment business generating around £50m in revenue across engineering disciplines relied on a traditional 360 consultant model: individuals found clients, filled roles, and started over each month. That led to lumpy revenue, inconsistent client service, and growth that only came from adding more people.
The operating model shift
Split account management from delivery.
To break the cycle, the operating model was restructured in three moves. Separation of roles: account owners focused exclusively on building client relationships and expanding accounts, while a dedicated delivery team handled execution. Offshore delivery: a first offshore delivery capability was established in India to increase delivery speed and efficiency. Unified account strategy: a single rule approach across business units, so clients experienced one cohesive provider rather than several.
What we did
Secured executive backed investment, redesigned the roles, recruited and trained the account team, and built the offshore delivery capability from the ground up.
The results
The same transformation model applies to any growing organisation: fewer individuals wearing all the hats, clearer account ownership, and a delivery engine that scales.
Talk to us
Tell us what is getting in the way.
No pitch deck and no twelve step programme. A conversation with one of the two people who would do the work.