Company Overview

Huron is a global management consulting firm operating under the domain huronconsultinggroup.com. With approximately 5300 employees, the company specializes in delivering customized and innovative solutions aimed at elevating business operations and driving market alignment and impact. Huron is known for its deep expertise in areas such as care transformation, consumer transformation, digital, technology, analytics, organizational transformation, research enterprise, strategy, and innovation.

Since its inception, Huron has committed to its clients' challenges as their own with an unwavering focus on delivering on their commitments to their customers and communities. They believe in sharing a bit about themselves and understanding what their clients would like to address to better provide them with expert insights.

Huron's sphere of industry engagement is extensive, covering business sectors such as management consulting, education, energy, utilities, financial services, healthcare, life sciences, and the public sector. The firm primarily engages in providing operational and financial consulting services.

The company filed a registration statement with the Securities and Exchange Commission (SEC) in May 2004 relating to the initial public offering of its common stock. Huron Consulting Group Inc., the holding company, went public in October 2004, trading common stock on the NASDAQ Global Select Market under the ticker "HURN."

Work Culture and Projects

Huron is widely seen as an attractive workplace, fostering a conducive work culture. The firm notably operates in the Workday consulting segment among other services.

Industry-wise, Huron helps industrial and manufacturing companies enhance their digital presence by suggesting accelerators like automating business processes, prioritizing the use of data from day one, and increasing return on investment.

Taking cue from its vision of putting possible into practice, Huron's team comprises of professionals who are not just consultants, but partners collaborating with their clients on strategies to transform complexities into opportunities. Evidently, Huron offers significantly more than just generic consulting services - their hands-on approach enables them to resonate with the uniqueness of each client and commit to their growth journey.

I. Prospecting Plan

A. Identifying the Account

Company Name: Huron Consulting Group

Company URL: huronconsultinggroup.com

Annual Revenue: Information not provided

Number of Employees: 5300

Industry: Management consulting

Key Services: Business operations, care transformation, consumer transformation, digital, technology, analytics, organizational transformation, research enterprise, strategy, innovation, consulting, advisory, education, energy, utilities, financial services, healthcare, life sciences, public sector

B. Identifying the Pain Points

1. Lagging digital transformation for their industrial and manufacturing clients.
2. Struggle with creating a distinct market presence to attract potential talent and establish a unique value proposition for potential clients.
3. Challenge in delivering consistently thorough expertise in all sectors due to their broad service offering.
4. High operational costs due to widespread operational landscape.
5. Keeping pace with rapid technological changes and evolving industry standards.

C. Industry Trigger Events

• Increase in demand for consulting services in their expertise sectors.
• Changes in global or regional regulations impacting their clients' industries.
• Technological advancements that disrupt their clients' industries.
• Internal changes such as leadership transition, merger or acquisition.

II. Pre-approach – Learning About the Account

• Visit Huron's website to understand their services, their approach, and their values.
• Follow Huron on LinkedIn to get updates about the company, their partners, and their achievements.
• Monitor and analyze reviews and feedback on Glassdoor to understand the company's work culture and employee sentiment.

III. Approach – Initiating Contact

A. Social Selling

• Engage with Huron's posts on their LinkedIn page.
• Share relevant content that addresses their pain points.

B. Email Approach

• Send an initial email outlining the potential benefits your solution can bring to Huron.
• Follow up with personalized emails addressing the specific identified pain points.

C. Phone Approach

• Use a list of pre-determined questions to guide the conversation.
• Ensure that each call ends with a clear next step, such as booking a discovery call or demo.

IV. Presenting – Showcasing the Solution

• Create a tailored presentation that focuses on Huron's challenges and how your SaaS product can help solve them.
• Demonstrate the value of your product with relevant case studies or testimonials.
• Address any concerns or objections by highlighting key features and emphasizing your company's differentiators.

V. Closing – Gaining the Commitment

• Summarize the value proposition of your SaaS solution.
• Discuss the pricing plan and ROI.
• Provide a clear recommendation with the next steps.

VI. Follow Up – Nurturing the Relationship

• After a successful sale, regular follow-up calls should be scheduled to monitor satisfaction and offer assistance where needed.
• Provide regular updates about the updates in your SaaS product.
• Encourage and incentivize referrals and testimonials.