When Atomic Revenue met the AIE management team in 2019, the company was facing a myriad of challenges, including, but not limited to, the fact that most revenue was tied to one client who was contemplating a reduced contract. AIE, also known as Alternatives in Engineering, also had a confusing brand identity, a website security issue, a longer sales cycle than most, trade show spend that was not paying off, and a multi-generational family leadership team taking over the company. Then the pandemic hit, and their largest client did, in fact, minimize their service contract.
Last month, our team helped lead another edition of Midwest Manufacturing Advisers’ Tough Topics in Manufacturing webinar series, featuring speakers from Swip Systems, Mueller Prost, Evans & Dixon, and Atomic Revenue. In keeping with the theme, our panelists discussed manufacturing business strategies (both pre- and post-COVID), technology and remote working, employee safety, budgetary factors to consider in 2021, marketing and sales strategies, workplace environments, and more.
Most consumers understand the value of branding. When asked, people can point to their favorite brands and say why they like them and are loyal to them. With the uncertainty of COVID, people are relying on the brands they trust, not only as sources of information and products that can help them get through these difficult times but also for emotional support.
Are you one of the B2B or B2C organizations adjusting lead generation and selling tactics to increase revenue and set the stage for continued growth in this new business environment? If so, how do you validate your new or adjusted revenue model and determine if it will produce a return on investment (ROI) for the required resource allocation?