The client is a profitable, 30 year old, closely held $35 million
annual sales service bureau in the telecommunications billing and
customer care market.
the firm to permit billing, OSS and customer care for high-speed data,
Internet access, e-commerce and wireless services, including
development of competitive analysis, market research, positioning,
business model, marketing strategy and business plan to support a CLEC/DLEC
division and recommendation of the personnel, IT and financial changes
needed to implement plan.
introduced new positioning at Ascent (TRA) in November 2000. TMI
conducted 12 hours of in-depth interviews with existing customers to
understand company strengths and weaknesses and customer requirements.
Assessed third party vertical market data and competitive positioning,
identifying in-depth knowledge of ILEC compliance and regulatory
procedures as critical success factor. Re-positioned company as an
expert in transactions-based billing suitable for high growth markets,
a proven performer with excellent back-up systems, a history of
customers with multi-year contract renewals, a track record of low
un-collectibles and expertise in ILEC compliance and procedures.
Initial implementation resulted in retention of several customers with
growing CLECs, increased customer service staff, accelerated technical
training, recast project management and systems procedures and new
financial accounts tracking contribution by customer function.