Case Study: Custom Fa

Accelerating Growth and Business Value

How fractional leadership helped a custom manufacturer grow sales and achieve a successful exit.

CHALLENGE

A mid-sized custom fabricator was facing several issues:

Revenue was inconsistent from year to year
No real sales or marketing infrastructure in place; sales reps were geared more to "farming" than "hunting"
Leadership team and leading sales reps close to retirement with no clear succession plan in place
While the company was known for its quality, no specific quality or operational protocols were in place
Owner wanted to sell within five years

SOLUTION

The Fairman Group onboarded with two key roles: COO and CMO
Leadership team and clients were interviewed to develop SWOT analysis and understand success drivers
Five-year business plan established along with shorter-term milestone goals
Sales and marketing functions organized around best practices; CRM introduced
New website and marketing tools deployed, enhancing company’s image
Operational, quality and disaster recovery plans implemented

RESULTS

Sales increased in year 2 by 20%
New qualified leads increased from 1 to 20 per month
Owner was able to sell the business three years earlier than anticipated
The Fairman Group team remained onsite indefinitely to support a smooth transition and improve results