Eneza Malipo

Kenya · Payments

Eneza Malipo pays agricultural workers over USSD, the text-based menu that runs on any phone, so no smartphone, bank account or app is needed to be paid and to have proof of it. We reviewed how the company found its customers and turned referral luck into a process.

The Challenge

We mapped the sales process in six steps, as it stood. Then we wrote the six steps out again with a single line added: where are clients sourced from, and through which channels? Once it was on the page, the gap was unmissable.

Our Approach

We built a KPI framework tailored to the business, and the team implemented it themselves. Then a standing drill, every second meeting, in which the live figures were questioned the way an investor would question them, until the answers held.

Deliverables

A sales process review, mapping the process as it ran

A client sourcing step added to the process

Prospecting channels and structured lead generation, set up with the founder

Results

6

steps mapped

3 weeks

from the review to the change showing in the monthly record

Referrals are a gift. A pipeline is a business.

All of the record

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