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Results

Challenge

Medical device business; underperforming across all key performance indicators.

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.

"Mark Kesti helped implement new processes, tools, and discipline to hold the sales team accountable for results. Sales increased by more than 30% last year."

Don Smale, CEO, Colorworks

Commercial Printing & Marketing Services

“Paul Mosenson is proactive. He is a thought leader on content marketing, lead nurturing, the buyer’s journey, and demand generation. Paul nailed our content!”

Jamil Khan

Director - Marketing, Server Monitoring Software

“We've been working with Gigi and his team for over 3 years now - and they have 'Rock Star' status at our firm.” eCommerce Solutions

Glenn Fromer

Director of Development at Treasury Software

“Steve Van Valin’s energy and creativity sparked the creativity in others. We will continue to use Steve for our leadership development!”

Margeaux Bernhard MSHR, Big Brothers Big Sisters

“Ed Flanagan’s cost reduction process was painless. He performed as originally stated. The monthly audit reports are timely and give me the confidence that our pricing is the best in the industry.”

Peter R. Friedrich

Owner of the William Penn Inn

“My financial processes were such a mess. Amy Andersson talked me off the ledge; gave me a structured action plan . . . now I am able to focus on my business, while the team takes care of the financials!”

CEO, Construction Company