When Tony Jace took over as CEO of Crisis Prevention Institute (CPI) in March 2009, he was looking forward to continuing the organization's 28 consecutive years of revenue growth. But he quickly learned that the previous management team hoped to grow revenues by entering into new markets and had invested heavily to do so. And that plan was failing. The Wisconsin-based crisis training organization was facing a revenue decline of several hundred thousand dollars for the year, and Jace needed to act quickly.

By bringing some accountability to all sales levels, launching a proactive sales approach, and reaching out to customers, Jace figured he might be able to change the direction revenues were headed. If so, he would have only eight months to do so, and he would have to deal with a seasonal business that dipped during every fourth quarter.

The company was able to overcome what seemed like huge challenges and posted revenue growth in 2009 that was 4% higher than expectations. Read the complete case study to learn how they did it.

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