Challenge:

OBI Digital, a fast growing digital consulting firm, sought to refine its client engagement model, market positioning, and business development strategy to drive sustainable revenue. They aimed to prioritize new market opportunities, streamline outreach and positioning, and build a targeted pipeline aligned with their long-term vision.

Approach:

To support OBI Digital in achieving their desired outcomes, Hummingbird Strategies conducted the following activities over the course of a 3 month engagement.

Partner & Stakeholder Assessment

• Conducted a comprehensive assessment of OBI Digital’s existing client base, partnerships, and market positioning to identify strengths, opportunities, and gaps.

• Provided insights on competitive positioning and how to align services with client needs for greater differentiation and long-term engagement.

Strategic Growth & Business Development Planning

• Partnered with leadership to define and finalize OBI Digital’s future growth strategy.

• Developed a 12-month strategic roadmap, ensuring client engagement, service offerings, and market positioning aligned with long-term objectives.

• Identified high-priority ventures, contracts, and partnership opportunities, creating a targeted business development pipeline.

• Evaluated and advised on which emerging market opportunities to pursue and which to deprioritize, ensuring focus on high-value, mission-aligned growth areas.

Client Segmentation & Targeting Strategy

• Identified new models for client engagement, ensuring sustained value delivery and financial stability.

• Segmented OBI Digital’s client base, creating client profiles with tailored value propositions and outreach strategies.

• Developed strategic positioning recommendations to attract higher-value partnerships and optimize business development efforts.

Actionable Growth Roadmap

• Delivered a phased roadmap with step-by-step action items, including dependencies, key decision points, and iterative refinements to outreach and engagement strategies.

• Ensured that leadership had a clear, structured plan for implementation, providing ongoing decision support and business development guidance.

Results:

✔ Transitioned OBI Digital from a transactional sales model to a relationship-driven client engagement strategy, ensuring greater revenue predictability.
✔ Strengthened market positioning and differentiation, positioning the company for higher-value client engagements in new markets.
✔ Developed a targeted client segmentation strategy, improving outreach effectiveness and business development ROI.
✔ Provided a clear roadmap for execution, ensuring alignment with long-term business objectives.

Key Takeaway:

By implementing a data-driven, client-centered approach to business development and market positioning, OBI Digital was able to activate a refined client outreach strategy. The strategic roadmap and client engagement framework positioned the company for scalable expansion across new markets and client networks.