Established SMEs

When the business has to change, change it on purpose.

If growth has stalled, competitors are gaining ground or the old way of working is no longer delivering, doing more of the same will not fix it. I help established SMEs find the commercial problem and lead the change needed to address it.

Book a free 30-minute call

Signs it is time to look differently.

Revenue is flat or falling and the reasons are not clear.
Sales, marketing and delivery are busy but pulling in different directions.
Competitors are winning attention or business you used to expect.
The team knows change is needed but cannot agree where to start.

What we change.

I start with how the business runs today: the numbers, and the processes, systems and structure behind them. Then we define where it could be and build the change programme to get there.

Find where the operating model, processes and systems are holding back commercial performance.
Review the offer, positioning and competitive presence against market data.
Size the opportunity and set a future state that is ambitious and tangible.
Build a practical change programme, planned back from that goal.
Work with the team on structure, ownership, decision-making and new ways of working.
Measure progress against the problem we set out to solve.

Ambition, with a working plan.

A tougher target on its own changes very little. Change needs a clear reason, decisions that hold together and people who understand what has to work differently. I stay involved in the practical work as well as the recommendation.

If the business is under serious financial pressure.

My focus is commercial performance and organisational change. That does not replace specialist insolvency, legal or regulated financial advice where it is needed.

Related case studies

Established businesses where the commercial model needed to change. Each result is specific to that engagement.

Realised outcome · 12 months

Luxury bespoke stone and tile supplier · B2B

Qualified leads tripled and marketing acquisition costs fell by 50%

Both within 12 months, after buyer research, specific buyer profiles and a redesigned go-to-market approach.

Read the Luxury bespoke stone and tile supplier case study

Realised outcome · two years

Interior design consultancy · professional services

Annual revenue grew from £9M to £15M over two years

Alongside a threefold increase in qualified lead generation, after sales and marketing were restructured around the right decision-makers.

Read the Interior design consultancy case study

Realised outcome · single client, three years

PPE and workwear manufacturer · B2B

Revenue up 34% in year 3 on year 2

Brought in because revenue had been falling year on year. Over three years we designed and put into practice a five-stage growth plan across four revenue streams.

Read the PPE and workwear supply and manufacture case study

Realised outcome

T2 contractor · construction

A commercial operation built where none existed

Purpose, brand, website, CRM and a sales strategy built around buyer decision-making, with work to bring operations and sales together.

Read the T2 contractor, construction sector case study

Questions

Is this only for businesses in distress?

No. A business can need transformation while it is still stable: stalled growth, weak competitive positioning or internal friction are enough reason to look again.

Will you work with our existing team?

Yes. I work as a hands-on extension of your team, usually on a monthly retainer, so the change is made inside the business, with clear ownership and ways of working the team can sustain.

What does success look like?

We agree the measures around your problem. That may involve commercial performance, pipeline quality, customer retention or the way the team delivers. I do not apply the same target to every business.

Useful reading

Looking for different help? See the pages for funded startups, established SMEs and enterprise teams.

What has stopped working?

Book a free 30-minute call

A first conversation about the challenge and whether I can help.