CASE STUDY | ACCELERATING SALES AND MAINTAINING PROFIT MARGINS One Client’s Successful Response to How Strategic Sourcing Changed The Selling Game CHALLENGE Increase the Ratio of Successful Proposals in a Highly Competitive Market and Maintain Profit Margins Across industries, customers and prospects have changed the way they purchase goods and services. Starcom USA, a full-service media division within Starcom MediaVest Group, was like many other companies in that its sales team felt the impact from this shift in how purchases are executed. Anecdotes trickled in from the front lines that the main contact at many prospective clients was now from the Strategic Sourcing group. Decision makers were less accessible than in the past. Sales people complained they were unable to effect

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