Listen Up! Point B Asked Clients What They Wanted; The Answers Led to a Strategic Shift

By the end of 2016, Chuck Ritter, President of Point B, says he had started to hear murmurs of a slowdown, although Point B hadn't really felt it yet.…

| March 13, 2018

By the end of 2016, Chuck Ritter, President of Point B, says he had started to hear murmurs of a slowdown, although Point B hadn't really felt it yet. And then it did. In early 2017 the firm had started to see the signs and decided to do something dramatic. "It was the ideal time for us to re-examine Point B and determine what could help make 2017 a successful year," Ritter says. "We decided to survey the leadership at our clients, more than 400 current and prospective clients, to find out what they were thinking and what they wanted from us." After looking at the data, Point B identified The Top 5 Emerging Business Initiatives. "Our research found the most important emerging trends for businesses today fall into five categories: regulatory compliance, data analytics, cloud transformation, customer experience and loyalty and employee engagement," Ritter says. The next step was clear: reposition the firm to meet these five critical demands. 

Consulting: Can you take me though how you repositioned the firm early in 2017?

Ritter: In many ways, 2017 feels likes an enigma. The strategic shift we made was really a positive thing for us. The year got off to a rough start but we ended growing at over 16 percent for the year; and we had a very strong fourth quarter. Right now we have the deepest pipelines we've had in quite some time. We're really excited about how 2017 played out, especially after the way it began.

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