Searching for the sales holy grail

Consolidators that want to achieve growth through additional sales may have embarked on a long and ultimately unfruitful quest, Tony Cornell says

Consolidators faced with difficulties in securing funding have had to come up with alternative growth strategies to satisfy investors and keep staff motivated. Collectively, their solution is to go for organic growth through additional sales. In effect they are searching for the holy grail that has eluded most of the sector for many years. The challenges are enormous and most will find it hard to make up for lost business, let alone achieve organic growth through sales. Growth from increased