Revived a Major Project to Unlock $15 Million in Payments

Challenge

A high-profile project generating approximately $35 million in annual revenue faced significant challenges. After two-quarters of halted payments due to project delays and underperformance by a large team of around 150 people, frustration grew among stakeholders, putting the project's future at risk.

Business Impact

The customer suspended payments for approximately $15 million, leading to a critical need for intervention to restore trust and ensure the continuation of the project.

Strategy

To turn the account around, a comprehensive strategy was executed, emphasizing team dynamics and stakeholder alignment:

Leadership Restructuring: Removed non-performing managers and elevated strong team leads to take on greater responsibilities, fostering a culture of accountability.
Team Integration: Merged development and support teams to balance expertise, integrating senior engineers with junior talent to enhance overall performance.
Prioritization and Alignment: Aligned project priorities across the customer organization, unifying leadership on project status and roadblocks by securing support from the customer CEO.
Conflict Resolution: Addressed conflicts within the leadership teams by gaining the support of critical project leaders, ensuring a collaborative problem-solving approach.

Outcome

The proactive measures led to a remarkable turnaround of the account, restoring trust and confidence in the partnership. Key outcomes included:

Restored Customer Confidence: Effectively addressing underlying issues led to the re-establishment of trust with the customer's leadership team.
Payment Resumption: The customer released the previously halted payments within one-quarter of successful project execution.
Achieved Project Commitments: Successfully delivered the remaining project commitments, ensuring financial stability and securing the continuation of the contract.