How did GlobalLogic's cloud migration consulting service experience a sudden 20% decline in new client acquisitions last month?

Introduction

GlobalLogic's cloud migration consulting service has experienced a sudden 20% decline in new client acquisitions last month. This significant drop requires a thorough investigation to identify the root cause and develop effective solutions. I'll approach this issue systematically, examining both internal and external factors that could contribute to this decline.

Step 1

Clarifying Questions (3 minutes)

• Looking at the timing, I'm thinking this could be related to recent market changes. Has there been any significant shift in the cloud migration landscape over the past quarter?

Why it matters: Understanding market context helps identify external influences. Expected answer: Possible mention of new competitors or technology shifts. Impact on approach: Would focus more on competitive analysis or product differentiation.

• Considering the specificity of the decline, I'm curious about our measurement methods. Has there been any change in how we track or define new client acquisitions recently?

Why it matters: Ensures we're addressing a real issue, not a measurement anomaly. Expected answer: Confirmation of consistent measurement methods. Impact on approach: If changed, would focus on data reconciliation before further analysis.

• Given the nature of our service, I'm wondering about our sales cycle. What's the typical length of our sales process for cloud migration consulting?

Why it matters: Helps determine if this is a short-term fluctuation or a longer-term trend. Expected answer: Likely a few months for enterprise clients. Impact on approach: Longer cycles would suggest examining earlier stages of the funnel.

• Thinking about our client base, has there been any change in the types of companies we're targeting or that are showing interest in our services?

Why it matters: Could indicate a shift in market demand or our positioning. Expected answer: Possible mention of new industry focus or client size changes. Impact on approach: Would lead to examining our market fit and messaging.