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DACH · Private Equity Portfolio · Testing & Certification
Lead-Time and Service Program
European Fire-Safety Testing and Certification Body
4–6 mo
Target turnaround for 70% of projects, from test-readiness
€15m
Entry potential identified across 35 key accounts
1
Single point of contact, replacing lab silos
3 yrs
Of declining top-account revenue, now inflecting
Situation
Three years of flat-to-declining revenue with the top accounts, and a sharp drop in 2024. Turnaround time, the key factor customers buy on, was not measured consistently from test-readiness. Work spanned several labs, and the market potential outside the home country had not been made visible.
What worked
A clear turnaround promise: 70 percent of projects certified in 4 to 6 months from test-readiness. A single point of contact for each customer, replacing lab silos. New steering metrics across phases, trends and stalled projects. The first additional market share was won during the engagement.
Impact
Around 15 million euros of entry potential identified across 35 key accounts. Reliable short turnaround is being established as a brand promise, supported by communicated milestones and a qualification conversation during test preparation, with a more active and advisory sales approach.
Results visualised
Turning around three years of decline with the top accounts
After three years of flat-to-declining revenue with the largest accounts, faster turnaround and a single point of contact began to win back share.
Read the complete case study
Full methodology, the turnaround promise and single-point-of-contact model, the steering metrics, and the plan to map international potential across key accounts.