Value Creation,
Growth & Transformation
We are commercial transformation partners
We design, transform and implement winning commercial operating models to achieve profitable and sustainable revenue growth
Meet the Team
Cecile George
Managing Director
20+ years of experience delivering rapid revenue and margin growth as transformation lead both in-house and external.
Extensive experience in Private Equity (former Operating Partner), ex McKinsey, INSEAD.
Renata Vancini
Partner
15+ years of hands-on business building experience in Fortune 500s down to startups
Top tier sales & marketing boutique consultancy background
Luca Pelamatti
Senior Expert
10+ years of experience driving top-line growth for multinationals and SMEs focusing on commercial excellence and Revenue Growth Management.
Strong track record in Consumer Goods and Industrial Goods achieved in consulting and industry (Bain & Co / Coca Cola)
Dr. Igor Milat
Senior Expert
20+ years of experience in business building, commercial transformation and consulting.
Passionate about delivering impact from next generation technology.
Former McKinsey consultant with strong record in private equity owned industrial companies.
Thomas Dahl
Senior Expert
Former McKinsey & Company consultant
Supports with analytics and modelling
We drive growth from sales excellence to pricing and embed it in sales operations
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Sales Acceleration
We define and implement the new ways of working that lead to accelerated sales.
Key areas of work: Prospect targetting (ICP), Customer segmentation, Sales pipeline set-up, Definition of KPI, Coaching of sales teams with playbooks, Sales org size & structure.
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Pricing Opportunity Capture
We identify products or services that are under-priced and implement pragmatic ways of capturing theses opportunities through custom tooling.
Key areas of work: Transaction Pricing, Value Pricing, Customer Cluster based Pricing, Custom Pricing Tooling (CPQ and other)
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Pragmatic Custom Tooling
We develop and implement off the shelf and custom tooling required to embed the change quickly.
Key areas of work: CRM (Hubspot, Pipedrive, other), Pricing Tools (Transaction Pricing, Value Pricing, CPQ)
Why PE and Portfolio companies choose to work with us ?
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Want to build, transform and deliver lasting change
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Require fast ramp-up of expertise and capacity
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Want hands-on support to realise value
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Need to grow much faster than historically
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Want to maximise value towards investment or exit
We embed new ways of working that accelerate growth
Case Studies
Unlocking Growth in an Industrial Business
A mid-market private equity fund engaged Hirondl to reverse declining revenues for their €160M industrial manufacturing company. The company faced growing low-cost competition and had no structured outbound sales activity or customer targeting.
Hirondl defined strategic customer segments, identified must-win accounts, and coached sales teams across markets in how to win with the must-win prospects and clients via cross selling and upselling. We also developed and rolled-out a custom value pricing tool and trained teams on value-based selling, enabling them to shift the conversation from price to total cost of ownership.
Within six months, the business generated €7M in new revenue from previously untapped customers—where growth had been stagnant for years.
Incremental Revenue
"Hirondl helped us turn strategy into action. Their structured approach and hands-on support were critical in achieving results this fast."
— Partner, Mid-Market PE Fund
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We assessed, calculated, and accurately captured customer profitability and proxy for market price levels and rolled out a targeted up-pricing program for customer optimisation.
While the sales team remained in the driving seat, they were given specific data-backed stretch targets on customer levels.
The target was premised on eliminating leakages, small customer up-pricing, and capturing segment-specific price differences.
EBITDA IMPACT: € 7 M on a € 165 M revenue business
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For selected high-potential add-on services offered by the client, we quantified the value provided by the target segment and developed a tool to capture some of the upsides these provide.
The tool is being used by regional reps that sell commodities to capture the value of sales accurately.
EBITDA IMPACT: € 8 M on a € 100 M revenue business
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We assessed and segmented the customer portfolio based on potential and share of wallet.
We then reviewed the sales team's performance to ensure optimal geographical coverage to refocus resources on the highest potential customers and geographies.
This resulted in a 60% reduction in resources utilised on low-potential customers.
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As a first step, we identified attractive micro-segments (e.g. clusters of industry/geography).
We then moved to execution by introducing the tooling and approach to develop pre-qualified long lists of prospects.
Working alongside management, we then set up the activity KPI dashboards in the CRM we introduced. We then set-up the cadence and format of performance management reviews to keep the momentum going.
Contact us
Cécile Tanmaya George | Managing Director
0044 75 831 65 409
ceciletanmayageorge@hirondl.com
“We must all obey the great law of change. It is the most powerful law of nature.”
Edmund Burke
We succeed in
Transformation
because we…
Focus on the most important levers that will actually have impact
Address the root causes of the obstacles to change in hands-on coaching of the sales teams
Offer flexible engagement models from part-time to fully fledged teams
Deploy internationally and adapt our style to the local language and culture in UK, France, Germany, Italy, Scandinavia and Eastern Europe
Develop and implement the custom tooling required at speed to embed the change for the focus impact levers
We work with PE houses and Transformation Officers directly
Most of our clients engage us for repeat projects. These include…
We offer flexible engagement models
From a simple maturity assessment to workshops or multi workstream transformations we can support your business individually or as a team and scale up or down according to project needs.