Confluence: Building a diverse clientele base
No. of years of association: 3
We began a professional relationship with Confluence, an architectural and interior design firm, in 2019. This 23-year-old established firm was founded by Vineeta Singhania Sharma and Vishal Sharma.
The overall vision of the firm was fragmented and not holistic. The founders did not possess a background of Management and Finance due to which the Firm’s growth was more organic and plateaued. The Firm like many others was at that time affected by a major fall in the Realty sector and further due to demonetization. They were restricted to a particular region and clientele, and their customer base lacked diversity. They’d been at this business level for about four to five years and wanted diversified clientele as well as to grow exponentially both in terms of diversity of business and revenue.
Methods used in the intervention included vision with strategy alignment, leadership competency mapping, client segmentation using *Name and Money metrics, and the *C5Q framework. Confluence was able to attract clients from various segments within one year of engagement. It was made possible through weekly interaction with the founders using the Creatnet frameworks, market segmentation metrics, and the founders’ perseverance. Furthermore, new hires for the right competencies increased confidence in delivering results.