Repositioning a Top IT Staffing Firm as an IT Services Provider

The challenge

One of the country's top IT staffing firms wanted to grow beyond simply placing IT talent and start selling IT services. Its brand, website and sales team were all built around staffing, so buyers knew it as a place to find talent, not a partner that could deliver solutions. The firm had to change how the market saw it, and how its own sellers sold.

The approach

Kady built the go-to-market plan for the pivot and carried it through every channel.

• Solution offerings: defined and packaged the services the firm would take to market, so sellers had clear offers instead of a general capability

• Repositioning and messaging: repositioned the firm as an IT services provider and rewrote its messaging around business outcomes, not headcount

• A new website: rolled out an entirely new site built around the services offerings and the buyers who purchase them

• Complete sales enablement: created every sales material the team needed, from offering overviews to pitch decks

• Sales force retraining: retrained the sales team to move from selling resumes to selling solutions

The results

• A new market position as an IT services provider, not just a staffing firm

• A full suite of solution offerings ready for sales to take to clients

• A new website and sales toolkit built for the services buyer

• A retrained sales force equipped to lead services conversations

• 25% growth in consulting revenue, from $222M to $277M

Why it matters

Moving from expanding services is one of the biggest growth moves a firm can make, and one of the hardest. It only works when the offerings, the message, the website and the sales team all change together.

Thinking about expanding into services? Let's build the go-to-market plan.