Southland Industries

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A 70+ year old company was struggling with its 5 yrs of flattened growth level ($400-500M) not able to move beyond the 4th largest mechanical in the industry.

The new CEO’s mandate prioritized quickly transforming the company’s growth trajectory shifting interactions with customers from being sold at > TO > collaborative partners. 

This shift, designed to enable greater reciprocity and collaboration earned long term enterprise relationships, while representing a cycle break from the company purely transactional and operational practices to a customer centric approach –  overcoming our compromised growth, competitive disadvantages and risks of limited opportunities founded by faulty marketplace perceptions. 

There was no overnight solution. Immediately, I led the initiative and conducted a cross sample of 24 in-depth interviews (with clients, customers, and potential customers) and  approx. 50 employees.

Introduced 5 workshops to more accurately analyze the competition uncovering inefficiencies and strengths.

Replaced the multitude of old brand strategies of “To build customers for life,” Bigger, Better, Stronger, Faster,” and “Design, build, maintain," with "Connected Solutions", completely rebranded company logo, and implemented brand guidelines and implementations. 

Presented rollout in 4 different offices (“roadshows”). Then engaged in 21-quarterly Boot Camps trainings presenting the brand to over 525 employees ensuring cohesive and consistent application across all functional levels. 

Today, this training is an onboarding requirement, delivered to all new employees through video.

Creating our WHY/umbrella positioning of Connected Solutions – represents every facet for the business and the culture. 

This transformation achieved the CEO’s vision and mandate for growth increasing revenue +42%.

The company would utilize their connections both internally and externally to collaborate with their customers and listen to their needs. By connecting with them the company could build more pillar clients and drive the brand. 

The company went from $540M to $1.05B within five years. (Launched in June 2013)