Results
Action
New CEO requested strategy intervention involving entire leadership team:
- Honed, quantified, monetized value propositions across product offerings.
- Executed 8% price increase across primary business unit within 120 days of strat plan development; with no loss of customers – post announcement.
- Identified additional profit options (held in reserve); equal to implemented value of the price increase.
- Redefined value proposition on consistently unprofitable business segment (year in, year out); true value of offering +30X existing market price point!
Results
- Immediate term ‘total company’ operating profit increased +40%; year over year.
- Business sold at +20 EBITDA multiple to PE group within 18 months of strategic realignment.
Challenge
State of the Art Software | Hardware Solution; seeking opportunities for rapid growth.
Action
CEO executed Market Positioning | Strategy Development with Leadership Team:
- Identified current market pricing ≈50% of comparable competitive offerings with lesser capability.
- Scoped | prioritized segment opportunities beyond traditional Department of Defense.
Results
- Increased platform pricing +13%; all revenue gain dropping to the bottom line; dramatically increasing year-over-year operating profit. The first of several future price increases – keyed to value of offering.
- Achieved keynote speaking opportunity within the Manufacturing Space; addressing C-Suite Leadership Teams motivated to execute transition to Industry 4.0; the next manufacturing revolution.
- Established strategic partnership with Key Opinion Leader – Manufacturing Focus; providing ‘test bed’ pilot opportunities to prove | quantify value proposition addressing Industry 4.0.
Challenge
New Ventures Business Platform; seeking opportunities for Revenue | Profit growth.
Action
CEO executed deep-dive Market Positioning. Clarified target customers.
Monetized value propositions. Honed market outreach.
Results
- Increased pricing 20-30% on sole source contracts.
- Delivered +2.3X unit sales growth current year vs. prior year(s); previously undervalued product offering.
- Projecting +3.5X unit sales growth Q1 vs. prior year; +12X unit sales growth next year vs. prior year.
Challenge
Building products company; seeking to clarify value proposition, strategic direction, opportunities for short term performance improvement.
Action
New CEO engaged Tools for ProfitTM Boot Camp:
- Refined Market Identity | Value Proposition.
- Sensitized leadership team to key profit drivers.
- Determined ‘go get’ accountabilities | business development.
Results
- $14,000,000 in Revenue | Profit opportunities; across Core Markets.
- De-emphasized non-core product offerings.
- Converted $1,000,000 in non-performing inventory to available Cash.
- Deployed ‘build to request’ strategy at increased price points.
Challenge
Struggling SaaS Company; turnaround mode – underperforming across all sales metrics.
Action
CEO requested immediate intervention to revamp sales go-to-market strategy:
- Deconstructed and rebuilt sales processes.
- Decreased sales cycle times by 50%.
- Improved prospect leads by 50% per month.
- Increased average deal size to $350k (a 55% increase).
Results
- This Private Equity owned company was sold to a strategic buyer listed on the NYSE.
Challenge
Thermoplastic Manufacturer; needed to ignite sales growth after flat performance, year-over-year.
Action
Existing business was tied heavily to one vertical:
- Consultant embedded with existing department teams. Quickly identified opportunities for short term growth.
- Developed sales strategies to penetrate three new verticals with zero risk to base business.
- Improved sales process; pursued key decision makers within each vertical.
- Aligned sales tools; tracked measurable sales analytics with existing Customer Relationship Management System (CRM) at no incremental spend.
Results
- Within 12 months, achieved $1.8M incremental sales growth; +18% of prior year revenue. Paid first bonus and dividend in eight years.
Challenge
$12M Revenue Services Company; needed to ignite sales growth after flat performance year-over-year.
Action
CEO authorized ‘rethink and rebuild’ of new hire sales process:
- Created and implemented New Sales Hire 90-Day Sales Success Roadmap.
- Integrated with CRM and phone system.
- Onboarding sales process provided daily instructions and sales goals.
Results
- Realized $4.1M in net new revenue within 90-day rollout.
Challenge
Custom Marketing Products Company: flat sales; no new account growth.
Action
Ownership seeking to exit business in 36 months:
- Identified opportunity to improve sales capabilities, speed to market, sales analysis and execution.
- Built Sales Enablement Team. Improved sales capabilities, sales content, training, and forecasting. Unleashed ‘outside’ sales team to dramatically increase number of customer meetings.
- Tied sales process to CRM. Tracked sales progress. Improved customer engagement and communication. Identified hurdles faster.
Results
- Grew new account acquisition by +121% leading to +8% growth in annual division revenue.
Challenge
Premium Food Gifting Company; stagnant performance – topline and bottom line.
Action
- Developed strategy to streamline product assortment; focused on top sellers; optimized distribution.
- Honed customer profile; ideal product offering.
- Identified new markets to supercharge revenue growth.
- Refocused Sales team on key priorities; executed weekly meetings; tracked progress; provided immediate support to achieve sales goals.
- Instituted cross-functional collaboration team; improved customer response and speed to market.
Results
- Grew sales +50% versus budget, across portfolio. Improved bottom line +$800K in twelve months, +21% increase vs. prior year.
Challenge
Laser Scanning Company; unable to penetrate new markets with breakthrough technology.
Action
CEO commissioned ‘deep-dive’ market research:
- Conducted persona research.
- Developed strategy map to guide targeted marketing investment.
- Built and implemented game plan addressing content marketing, demand generation, lead management, marketing automation, and lead nurture.
Results
- Through laser-targeted media, client generate 80 inquiries in a niche market in six weeks.
Challenge
Server and Storage Cloud Monitoring Company; breakthrough technology. Poor lead generation.
Action
CEO requested marketing strategy and execution overhaul:
- Created comprehensive demand generation plan which included a mix of bottom-funnel offers (demos and trials) with mid-funnel lead generation activity.
- Production and promoted multiple white papers and a co-sponsored webinar.
- Syndicated content, newsletter sponsorships, and publisher e-blasts.
- Ghost-wrote articles for on-site blog every week; optimized based on keyword research; shared them on LinkedIn and Twitter.
- Designed cost-effective Google Ad campaign.
- Managed all lead generation using Pardot marketing automation platform.
- Implementing robust drip lead-nurturing email cadence, segmented by personas.
Results
- 101% increase in lead conversions; 109% increase in organic traffic; 360% surge in content downloads; 52% boost in free trials; 50% increase in product quotes.
Challenge
Distributor – Processed Equipment; poor qualified leads, poor site traffic, poor lead conversion.
Action
CEO authorized campaign to overhaul lead generation:
- Executed in-depth assessment of client website; lead generation outreach.
- Developed, implemented content marketing campaign (articles, blogging) addressing industrial manufacturing sector.
Results
- Year 1 – 8,600 new visitors to website; 79 conversions.
- Year 2 – 12,600 new visitors to website; 181 conversions.
Challenge
Rebranding a State Professional Organization; seeking to increase younger members.
Action
Leadership executed:
- Deep dive Brand Story analysis among executives, board, support staff, and members of Pennsylvania Institute of Certified Public Accountants.
- Narrative tools delivered target personas, experiential positioning and promise.
Results
- Put people and personality into a world of numbers. Logo composed of human figures.
- New tagline addressed CPA human needs: PICPA. Belong. Grow. Achieve.
- Result: 38% increase in millennial members under our new banner in 5 years!
Challenge
Software technology brand needed edge against larger competitors; how to punch above their weight?
Action
- Analysis of competitive Brand Story landscape revealed unexploited positioning opportunity for BusBoss, school bus routing software.
- Multiple target persona profiles corroborated a deeply held and unanimous concern: the safety of the children on the bus.
Results
- +50% of year-over-year sales growth attributed to new brand messaging, new brand story: BusBoss. Because Your Precious Cargo Comes First.
Challenge
Industrial Machine Fabricator; looking for ways to immediately increase net operating profit without near-term capital investment.
Action
- Conducted Customer Profile Analysis; determined 20% of customer base generated 90% of company’s annual operating profit.
- Identified orders from bottom 20% of customer base generated negative gross margin.
- Conducted Synchronous Material Flow Workshop. Identified root causes of poor delivery performance.
- Determined impact of constrained production resources on overall throughput, operating profit, and customer service.
- Synchronized production planning and scheduling solution expected to drive on-time delivery from five-year average of 80% to above 95%.
- Free up capacity to support incremental 10% sales growth at $-0- capital investment.
Results
- Immediate +$800K profit improvement simply by increasing price to gross margin breakeven – without loss of customers; +66% of total company annualized operating profit at start of engagement!
Challenge
Private Label Manufacturing | Plumbing Supplies; seeking opportunities to ramp account revenue potential; large retail.
Action
- Performed extensive competitor analysis. Sourced complimentary product offering – superior design |quality| lower cost – from the Middle East.
- Established fabrication relationship; Brooklyn, New York.
- Drop shipped all supplies, packaging, components with fabricator; achieved 100% on-time delivery of goods to retailer distribution centers.
Results
- Grew total company revenue +12% year-over-year; without a change in strategy.
- Improved mix shift profit margin +50%; same timeframe.
Challenge
High End Restaurant; needed to lower cost in highly competitive industry.
Action
Owner concerned with rising cost and effect on menu prices:
- Reviewed Food Service Cost; thoroughly analyzed client purchases; prepared “market basket” representing 80% of spend.
- Sent detailed Request for Proposal to broadline suppliers; allowed like-for-like pricing comparisons in specific categories, including dry grocery, meat/poultry, dairy refrigeration, frozen and seafood.
- Reviewed Merchant Card Fees; reduced pricing; eliminated downgrades – while remaining with current processors | POS provider.
Results
- Food Service cost savings: $151,000; +8.5% reduction in annual spend without reduction in Food Service quality.
- Merchant card fee reduction: $24,000; +9.8% favorable variance year-over-year.
Challenge
High-end Moving Company; revenue growth was strong year-over-year; company was in a loss position.
Action
CEO requested review of processes and pricing:
- Identified Key Performance Indicators for company.
- Developed processes to track and report KPI’s; identify areas for improvement.
- Reviewed labor costs, including compensation, commissions and benefits.
- Proposed increase in per hour pricing model for new clients.
Results
- Modified staffing model; price increase implemented; 20% improvement in Net Income in 6 months.
Challenge
Fortune 1000 Company | Leadership Change.
Action
New executive leaders needed to ensure their culture was adaptive and resilient; driving competitive advantage; achieving ‘sustainable’ high-growth:
- Identified | Articulated | Integrated – Led process to center organization’s brand and culture on set of core-values, attributes – leading to faster, collaborative decision-making.
Results
- Organization achieved 95% index rating on employee engagement; became talent magnet within its industry; produced double-digit EBITDA growth for 10 consecutive years.
Challenge
Rapid Growth Start-Up; needed to identify, articulate, and integrate culture as a core differentiator.
Action
Core focus – attract and retain top-talent in a highly competitive market and industry:
- Conducted identity audit to surface culture themes.
- Articulated comprehensive communication plan enabling culture change.
- Fully integrated new culture into hiring practices and employee touchpoints both internally and with clients. Elevated quality and value of customer delivery.
Results
- Designated – Best Place to Work in Philadelphia; won Small Consulting Firm of the Year Award – Fast Company.
Challenge
Midsize Manufacturing Company; faced huge loss of market share with expiring patents.
Action
Existing culture did not have capacity to innovate:
- Identified creative and innovation competencies to train at all levels.
- Added innovation as company’s high-priority value.
- Instituted collaboration practices to drive incremental and transformative innovation.
- Aligned brand to innovation focus; changed company name.
Results
- Company pursued completely new market; serving highest industry concern – Safety.
- Change in overall company positioning opened multiple high-margin opportunities to serve both existing and new customers.
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