Process Excellence

Client: Courier Franchise

Programme: One-To-One

Term: On-going

Key Challenges

Clarity of governance & management roles
Development of operational credentials
Limited service capability
Tight financial resources

Key Results


• Increased in operational scope and proposition

• Growth in international networks and capabilities

• 100% increase in turnover

• 10% increase in margins

Background


The Wiltshire based courier and fulfilment franchise was established May 2015 by a management team that had amassed over 75-years of logistical experience between them. The franchise was born as-a-result of the City Link saga at the end of 2014. The team sought to deliver a first-class service for both clients and customers but faced the challenge of lack of clarity in structure and governance and the need to build its reputation and credentials from a standing start. One of the franchise partners met with Chalkhill Blue at a local business referral group and immediately saw the value that could be achieved in having a Business Coach to guide the team.

The Solution


Following initial group sessions with the client’s management team, Chalkhill Blue immediately identified both the strengths within the team and their challenges they were experiencing and subsequently implemented the coaching programme, systems and business tools to drive the franchise forward:

• Establishing clear and defined governance for the management team ensuring all partners had an equal voice in meetings.

• Coaching the management team to focus on critical business areas such as sales and marketing, business planning, test and measure.

• Ensuring the team focused on diligent financial management aspects of the business.

• Driving sales and marketing (including the identification of upselling opportunities) to develop the sales pipeline.

The Results


In the 12-months following the implementation of the coaching programme, the business had achieved exceptional month-on-month performance gains including:

• 100% increase in turnover;
• 10% increase in net margins;
• Increased operational scope and service proposition – increase in service options and revenue per client;
• Growth in international networks and capabilities;
• A refinement of the governance structure following the departure of a partner – a testament to the quality of the coaching with the remaining partners choosing to continue;
• Enhanced relationships with the client profile giving them the confidence to offer more services themselves;
• Awarded ‘Franchisee of the Year 2016’.

Client Testimonials

“bold, decisive and committed to getting the best possible solution.”

Suzanne Coleman

Golley Slater
“insightful business coaching which enabled our management team to understand each other better and work together more productively.”

Peter Teague

Chairman, UK Solidworks
“sharp business acumen, remarkable strategic agility and a genuine bias for action & getting things done”

Adrian Cojocaru

Managing Director, European Bank for Reconstruction and Development (EBRD)
“Chalkhill Blue are sharp, entrepreneurial and strategic. I would not hesitate in recommending them.”

Richard Breedon

Chief Executive, MEED.
“They instinctively understand the business of business. They have an uncanny ability to get to the heart of a problem and grasp detail. I would not hesitate in recommending them.”

Matt Dacey

Director, GTI Media
“Revenues have grown dramatically as has our overall profitability.”

Mark Blokland

Ridgeway Medispa
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