Harmony – Case Study
Creating Seamless Alignment Between the Sales and the Creative Team
Aligned sales and design teams in a kitchen design company, increasing proposal accuracy by 80%.
PROBLEM
- Salespeople needed quick and accurate turnaround of proposals, but designers worked at their own pace.
- Proposals were often inaccurate or incomplete, leading to confusion, rework, and lost deals.
- Designers felt rushed and misunderstood, while sales felt unsupported and frustrated.
- Clients experienced delays and inconsistencies, which hurt trust and slowed the sales cycle.
- Internal friction between the two teams created blame, bottlenecks, and inefficiency.
PROBLEM
- Salespeople needed quick and accurate turnaround of proposals, but designers worked at their own pace.
- Proposals were often inaccurate or incomplete, leading to confusion, rework, and lost deals.
- Designers felt rushed and misunderstood, while sales felt unsupported and frustrated.
- Clients experienced delays and inconsistencies, which hurt trust and slowed the sales cycle.
- Internal friction between the two teams created blame, bottlenecks, and inefficiency.
- The core issue wasn’t just timing — it was a lack of shared context between sales and design.
- Designers weren’t getting enough background to prioritize work or tailor proposals correctly.
- Sales had no structured way to communicate all the spicifics and priorities of each proposal request
- The absence of a defined handoff process created confusion, misalignment, and lost momentum.
- Both teams cared — but without a shared system, their efforts clashed instead of connecting.
DISCOVERY
- The core issue wasn’t just timing — it was a lack of shared context between sales and design.
- Designers weren’t getting enough background to prioritize work or tailor proposals correctly.
- Sales had no structured way to communicate all the spicifics and priorities of each proposal request
- The absence of a defined handoff process created confusion, misalignment, and lost momentum.
- Both teams cared — but without a shared system, their efforts clashed instead of connecting.
DISCOVERY
SOLUTION
- Designed a context-sharing system that gave designers the client background needed to prioritize effectively.
- Established a structured consultation flow, with sales returning at the end to support the decision-making moment.
- Defined clear roles and expectations between sales and design to eliminate overlap and blame.
- Built a prioritization model that helped designers identify which projects needed fast turnaround based on urgency and deal stage.
SOLUTION
- Designed a context-sharing system that gave designers the client background needed to prioritize effectively.
- Established a structured consultation flow, with sales returning at the end to support the decision-making moment.
- Defined clear roles and expectations between sales and design to eliminate overlap and blame.
- Built a prioritization model that helped designers identify which projects needed fast turnaround based on urgency and deal stage.
- The sales team began submitting structured context briefs before each appointment, detailing urgency, client background, and timeline expectations.
- Designers adjusted their scheduling to reflect the priorities outlined by sales, improving turnaround without sacrificing quality.
- A brief handoff call was made mandatory for each proposal, ensuring all critical information was clearly communicated.
- Both teams were coached on the updated workflow to build buy-in, clarify roles, and support a smooth transition.
IMPLEMENTATION
IMPLEMENTATION
- The sales team began submitting structured context briefs before each appointment, detailing urgency, client background, and timeline expectations.
- Designers adjusted their scheduling to reflect the priorities outlined by sales, improving turnaround without sacrificing quality.
- A brief handoff call was made mandatory for each proposal, ensuring all critical information was clearly communicated.
- Both teams were coached on the updated workflow to build buy-in, clarify roles, and support a smooth transition.
RESULTS
- Proposal accuracy increased from 50% to 90%, reducing errors and rework.
- Closing rates improved thanks to faster, better-aligned proposals.
- Internal friction between sales and design was eliminated.
- Collaboration became structured, respectful, and consistent.
- Client experience improved with smoother handoffs and faster decision-making.
RESULTS
- Proposal accuracy increased from 50% to 90%, reducing errors and rework.
- Closing rates improved thanks to faster, better-aligned proposals.
- Internal friction between sales and design was eliminated.
- Collaboration became structured, respectful, and consistent.
- Client experience improved with smoother handoffs and faster decision-making.
