Approach
Mix and performance
New name acquisition
In 2023, our plan is to generate £28.5m in-year revenue, of which £5m will be created from new name accounts. Whilst much of our support to customers is focussed on their technology change and transformation programmes, this year will see us continue to build our support across our wider service offering, in areas such as Business or Change Management and Intelligent PMO. We continue to support a range of sectors and industries, as well as cross-functional aspects such as ERP and enterprise-wide themes such as climate- related change agendas. We shall return to our pre-pandemic aspiration to build a larger and more enduring portfolio of customers, from across a range of industries and sectors, with a portfolio profile of 5 Focus accounts; 10 Portfolio accounts; and 5 React accounts. This will take several years to build to this position, maintaining our approach to network- based sales and relationship management.
In 2023, our portfolio aspirations are as follows: Focus accounts (>£3m account revenue; 10+ consultants deployed): we will maintain a minimum of 2 Focus accounts within our portfolio, which includes BAE Systems, and customers such as Unilever or National Grid. We plan to increase this to three in 2024 and five in 2025. Portfolio accounts (£2m-£3m account revenue; 6-9 consultants deployed): we will maintain a minimum of 5 Portfolio accounts, predominantly from our existing and active customers, such as Spire Healthcare, RBSL and Liberty Global. We plan to increase this with incremental growth in customers such as AstraZeneca and Rolls- Royce, as well as one-to-two new name accounts. We plan to increase this to 6 Portfolio accounts in 2024 and eight in 2025. React accounts (<£2m revenue; 1-5 consultants deployed): we will maintain an approach where React accounts are either new names, with growth in mind; or customers on a track to dormancy. Our aspiration is to ensure that each has the opportunity potential to generate a minimum of £1m of account revenue.
In our 25 years, our track record of acquiring high- quality, marquee customers is outstanding and remains the envy of many of our industry competitors. We look to continue this trend, with an intent to uplift our performance from 2022. We have active positive conversations for 2023, with organisations including ABB, BCA, IQEW, INEOS, and in the public sector with the Cabinet Office, Scottish Government and the British Army.
Customer Account Portfolio Plan
In our 25th year, we will continue our journey of growth, building on one of our best years ever in 2022. Our aim continues to be one of achieving sustainable growth for the company, through the delivery of change and transformation on behalf of 25-30 customer organisations across the year. In 2023, we will bring our Sales and Marketing functions together, to further enhance our ‘One Team’ approach to creating new opportunities across our active customer accounts, and to identify and secure new name customers, aligned to our sales campaigns. We are looking forward to a positive year of growth in our customer portfolio, providing a multi-year pipeline of new relationships to develop, whilst delivering real change that makes a real difference to their organisations.
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