Not enough leads.
The client did not have enough leads. Why?
They told us that they were constantly marketing and were always working hard to generate leads. Yet the prospective customers were just not there or at least were not raising their hands to this client.
We did some investigation. What we found was that this relatively small business was offering 49 solutions across 21 different target markets. The outcome was that none of the people in their target markets understood what they did.
The solution: we changed what they offer to 5 solutions directed at just 2 target markets.
The result: Dramatic increase in the number of leads generated. After one year revenue almost doubled.