Consulting Firm Attracts Large Clients, Grows Revenue 50% Using Implementation Fee and Guarantee

For the past 12 years, Advanced Technology Consulting, Inc. (ATC) has helped companies save an average of 30% on their telecommunications services. Co-founder David Goodwin, who is based in Cincinnati, and his Hartford, Connecticut-based partner, Darren DeMartino, have grown the company to sales of between $2 million and $5 million.

They have done that by analyzing the telecom bills of clients and helping them find the best and most cost-effective telecom services, including landline, cellular, data and Voice over IP (VoIP) products.

When ATC added the VoIP products, however, they ran into trouble. It took a lot more work to install those products, and it took much longer to get paid. At the same time, they realized that all work they did for small clients was the same as if they worked with large clients, but it didn't pay as well. So, it set its sights on large companies.

A successful PR campaign, combined with a new strategy that included implementation fees and guarantees, helped ATC attract and land the big companies it sought. As a result, the company grew revenues 50% last year and is on track to grow them 50% again this year.

Read the complete case study to learn how he did it.