Client Overview
- Type of SME: Specialist training and facilitation firm delivering leadership programs to mid-sized companies
- Business Stage: Growing but unstable — strong client results, but overwhelmed backend
- Market: National B2B provider working with HR and L&D teams across industries
- Previous Lead Source: Word-of-mouth, in-person workshops, and a small network of loyal HR partners
Role & Duration
Role: Offer Builder & Growth Infrastructure Strategist
Duration: 12-week systems and positioning engagement
The Challenge
This training firm was deeply respected in its niche. Known for its facilitation style and transformational experiences, it had earned a loyal base — but the growth trajectory was breaking the internal structure.
The issues were systemic:
- Leads came in waves, typically after a successful workshop or event, making revenue unpredictable
- Sales depended on the founder’s personal trust-building, with no pre-sales process to qualify or educate prospects
- Programs were customized from scratch every time, burning time and draining the delivery team
- No onboarding system, leading to inconsistencies in client experience and high operational load
- Team was reactive, not proactive, stuck delivering instead of optimizing
This wasn’t a talent problem. It was a missing infrastructure problem.
Strategic & Operational Approach
We didn’t start with ads, funnels, or templates. We started with fundamentals: what makes this firm valuable, scalable, and credible — even without the founder in the room.
1. Repositioning the offer around business value
The training experience was powerful — but it was marketed like a “soft skills” service. We reframed the offer to solve a business-critical problem: leadership gaps that impacted retention, performance, and team engagement.
This positioned the firm not as a vendor — but as a strategic partner in talent development. Pricing increased, buying urgency improved, and conversations moved up the org chart.
2. Designing a scalable delivery model
We developed a modular program structure with standardized outcomes and flexible components. This allowed the team to:
- Deliver consistent results without reinventing the wheel
- Price by transformation, not hours
- Introduce retainer options and phased engagements
We paired this with internal SOPs and a revamped onboarding sequence — ensuring clients were set up for success from day one.
3. Creating a silent sales engine
We built positioning assets that spoke to HR leaders’ priorities and risk points — without needing the founder to sell live:
- ROI narratives and client stories tied to organizational KPIs
- Trust-building guides and FAQs addressing objections pre-call
- Landing pages aligned to buying stages — not just service lists
Together, these tools pre-sold the offer before the first meeting, reducing sales cycles and increasing conversion rates.
Results & Business Impact
By the end of the engagement, the firm wasn’t just performing better — it was built better.
- Revenue doubled over the next two quarters, driven by higher-value engagements and retainer options
- Founder involvement dropped by 30%, freeing up time to develop new IP and train delivery leads
- Sales close rate improved by 40%, thanks to sharper positioning and automated lead qualification
- Onboarding was fully automated, saving the ops team 10–15 hours per client
- Program delivery became repeatable, allowing the team to handle 2× the client load without adding headcount
What was once a founder-reliant practice became a scalable business unit, ready to expand without compromise.
Why Partnering With MABD Was the Advantage
The leadership team put it clearly:
“We knew we were delivering real value, but everything felt like it was held together by duct tape. MABD gave us the structure we didn’t know we were missing, and made growth feel possible again.”
“It wasn’t about fixing our marketing. It was about building a system that matched the quality of what we do.”
“We didn’t just get strategy, we got implementation that respected our voice and elevated our business.”
For service businesses at the edge of their next chapter, growth doesn’t come from working harder… it comes from building smarter. MABD designs the systems that unlock that next level, without diluting what makes you great.