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Swisscontact Case Study
Unlocking significant donor revenue growth
Situation
Swisscontact, a project management organisation, delivers Third World development projects on behalf of government aid agencies and commercial donors. To plan and execute the next stage of development the CEO needed to:
- Have hard data on how the NGO was perceived against the expectations of its donors.
- Use that data to set a clear overall direction in leadership.
- Build a 3 year growth plan.
- Communicate direction better to staff.
Our Task
We were tasked with:
- Carrying out research on donors and partners to identify ways for Swisscontact to improve performance.
- Facilitating a new value proposition.
- Creating a SWOT scorecard and a new Dynamic Scorecard.
- Improving internal communications.
- Identifying internal improvement projects.
Action We Took
We used our Strategic Customer Relationships process to analyse donor expectations and how well Swisscontact was performing against them. This fed into a facilitated 5 day leadership team workshop, to develop and execute the strategy, including:
1. Facilitation of a SWOT scorecard based on Partners and Clients, Processes and Organisation, Products and Services and People.
2. Facilitation of the creation of the Value Proposition.
3. Crafting the Dynamic Scorecard and providing guidance on communications and competencies assessment.
Results
A new donor driven strategy, implemented over a two year period under the direction of the leadership. The results:
- The organisation doubled donor revenue in 18 months.
- 2020 revenue target achieved 3 years ahead of schedule.
- Doubled market share in target donor segments.
- ROI of >20:1 for the project.
- The quality of donor relationships was much improved.
- The quality of cross functional relationships were much improved.
- The foundation was recapitalised.
Project take-away
Showing Swisscontact their performance against donor expectations provided clarity for strategic and operational changes that delivered significant results within 12 months.