IMPACT CONSULTANTS case study - La Compagnie
La Compagnie : Interim commercial leadership and a pricing overhaul
DEVELOPMENT · ORGANISATION · SALES · PRICING
Context
La Compagnie had parted with its CCO and needed both interim management (day-to-day leadership of the sales & marketing teams) and transition management (audit of current practices and improvement proposals). The situation was urgent, with teams close to distress after difficult, at times toxic, management.
Our response
- A senior consultant on site within 7 days
- A first 5-month assignment to ensure continuity of day-to-day activity
- Full immersion for a fine-grained analysis of practices and interactions, leading to a diagnosis/SWOT shared with the leadership, followed by immediate implementation of the recommendations with pre-testing where needed
- Identification of pricing gaps (insufficient segmentation, no interline)
- A close, supportive presence with the teams to rebuild shared motivation
Results
- A re-mobilised, motivated team despite a turbulent business period (Trump’s arrival and its negative impact on transatlantic traffic)
- The assignment extended by 5 months
- Segmented pricing implemented, with an annual impact assessed externally at €4M of additional revenue per year
- New revenue levers deployed
- A list of recommendations and started actions handed over to the incoming CCO
