Welcome to Gilbride Consulting Group and 3-MinuteRx: Real Stories, Real Growth. This series explores strategies to ignite growth, along with the metrics that matter. Each episode features stories from our experience optimizing growth and challenging legacy processes.
Maximizing performance at every level of the Growth Pyramid fuels sustainable growth. Service excellence drives satisfaction and retention, while targeted product solutions
turn satisfied clients into advocates who unlock new opportunities, driving long-term success.
We highlight the four key assessment questions tied to the Growth Pyramid and your account management resources. Understanding the difference between information and insight—and uncovering the “why”—leads to actionable plans that strengthens your client base.
Insights provide true actionable value. Learn to identify both red and green flags—because once a red flag appears, you’re already in recovery mode. Focusing on green flags helps strengthen engagement with satisfied, referenceable clients.
Annual planning sets the tone for the entire year. Poor planning creates ripple effects that impact performance across the organization. Thoughtful, methodical planning—supported by adequate time and cross-functional input—mitigates risk, seizes opportunities, and ensures alignment.
Take a different approach to client retention. Clients should feel continuously engaged throughout the year—renewal season shouldn’t dictate your actions. Ongoing, proactive conversations generate insights and drive actions that address their specific business and member needs.
Growth through new sales begins with three core strategies: leveraging data as a strategic asset to guide sales targets, establishing a consistent and cadenced process for marketplace evaluation, and capturing and analyzing learnings from lost opportunities to refine future approaches.
Treat your sales pipeline as one of the most critical elements of your overall sales strategy. Learn how to set an effective sales pipeline process that drives measurable outcomes, and establish clear entry, exit and escalation points for management teams.
Driving successful pipeline management is a mix of science and art. The “science” establishes structured processes, ensuring teams leverage their tools, resources, messaging cadence, and enablement support. The “art” lies in how leaders engage their teams to surface the most challenging opportunities, interpret insights, and convert them into successful outcomes.