Frequently Asked Questions

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We have used these methodologies throughout the past 35 years. However, during that time we have worked tirelessly at improving upon the disciplines utilized within the model.  This has enabled us to learn from our experiences and has allowed us to improve revenue growth potential to maximize results based on changes needed as markets and trends shift.

Dating back over 25 years we have consistently achieved positive growth returns of at least 92% or greater  when managed and led in alignment with methodology best practices. . 

Our Playbook and methodologies have been successfully utilized in companies ranging from a small 4-person startup firm of $400,000 to as large as a $3B global organization. In addition, the models we use have worked within small to large corporations to Private Equity spanning multiple industries, product, and service offerings.

We have proven success in companies considered Small to Medium Business (SMB), Mid-Market, Large Commercial and Enterprise level. 

Over the past 25 years the Playbook and methodologies have been successfully utilized for numerous solution offerings within the IT industry, including network, infrastructure, data center, security, cloud, outsourcing, and managed services.  Additionally within Automation/Robotics, the Insurance Industry, and numerous third party service providers. It is worth noting as well that our success has been just as effective with companies that sell products, services, or a combination of either. 

Frankly, people. The reality is that analytics, business models and assessing a business can be hard work, but rather simple to develop. Convincing employees to adapt the way they do business today, especially if they are comfortable in how they do their work and like the returns they already receive, can be very challenging. Most people are uncomfortable with change in general. Few people like to disrupt their way of doing things, especially if they are being asked to do something unfamiliar to them that requires a lot of extra work. In time when they see the returns in their business outcomes and potentially their paycheck they will be pleased, but it tends to require a lot of convincing and counseling along the way. For change to be successful in the long term it requires a mental commitment across the team.

Consider the quote "comfort is the enemy of progress", PT Barnum

In our view all matter equally for the purposes of running a business, as they all play a role in a business's ability to be successful and financially sound. It is our opinion that not enough companies focus the proper level of attention on the revenue creation end of the business. That said, if you have lower quality revenue being created than you ultimately will have less gross margin and of course less operating profit (EBITDA/PBIT) to manage your business. This tends to lead to internal changes needing to occur, whether operational or personnel, to make up for the gap in operating profit. Something we feel can be minimized or avoided by how you approach revenue at time of initial sale.

Not at all. Our 10-point plan begins with a deep dive into all aspects of the current state of the business. Our analysis will review people, processes, and technology to better understand how each is being maximized. The overall objective is to understand where efficiency and productivity is being best gained throughout the business and also lost. Our comprehensive overview will then allow the ability to make recommendations for improvements that make sense for your business environment. This approach will then enable the business to achieve the greatest results for the desired outcomes. Overall, while we believe tools and processes provide necessary improvements to the business, we also feel strongly that people are the key to maximizing revenue growth.

The simple answer is you need to stick to the plan. Even the most well-crafted model will be at risk of producing less than desired results if the plan is not administered with consistency and precision. The people you appoint to lead the effort and the way the plan is managed are critical to your maximizing the potential outcomes. A common concern and or mistake is that a plan is constructed and the people who are appointed to run the model either don’t believe in the model, are not comfortable with change, or simply do not want to do the work necessary to transform the business. Appoint the right leaders and administer with precision and confidence.  Keeping people with the wrong mindset on in charge is more disruptive than the effort it takes to instill the person with the right skills and mindset to help make you successful. 

While all organizations differ in terms of the timing and number of results it is important to understand that transformation is a process that requires changes, both small and significant, to occur over time. Especially when the goal is for long term sustainable growth, not short term. This is not an overnight result and should not be expected to be. Transformation of this kind requires all elements of the business including people, process and infrastructure to not only transform but the necessary time to provide results. It all works together physically and psychologically.

Simply,  patience and small steps lead to success. Many things need to influence growth and that change takes time to occur and become consistent and sustainable in the long term. If you are looking for results to occur immediately to achieve end of quarter financial goals, I am not your guide as our models are designed for the long term success of any business. 

A common misconception to underperforming Operating Profit is that the business can just generate more revenue and all will be fine. If that does not work the company can just raise the price. That is not further from the truth. For many companies generating more of the same revenue may just lead to a deeper loss in terms of profit.

The revenue generation process as a whole requires a deeper understanding. Many facets exist that impact how Operating Profit is impacted by how we even think about revenue creation in general. with better understanding and knowledge in this area you can increase profit significantly even when generating the same level of revenue. Higher quality revenue leads to higher profitability.

We speak often about the patience, consistency, planning, and time needed to achieve your best results. However, that is not to say a business will not experience some improvements quickly. The difference for our models is that our focus is on helping you achieve your maximum potential, which does take time and effort in order to obtain long term sustainable success. Throughout that process you will most certainly experience growth each quarter and annually at levels we expect will exceed your traditional annual growth rates.

Most importantly we get results. Results from proven processes and methodologies that have been applied for over 25 years across numerous businesses. You are not our first client by any means.

But understand, results require facts and honesty. We are not going to tell you what you want to hear during this transformation. We are going to tell you what you need to hear in order to achieve maximum results. We are not here to just collect your money. We want to experience the growth of your business alongside your team and feel the same pride you will when that success is achieved.

Having the option of utilizing an executive resource on a temporary basis can be a tremendous advantage for your business. Especially when multiple options exist to fit the unique needs of your business. While Fractional Leadership and Project based skills resourcing have similarity, they are individually unique and offer a wide range of advantages to your business objectives and budgetary requirements. 

Fractional leadership is the practice of leveraging external experienced C-level executives to fill leadership gaps in your business as part of your leadership team, yet in a part-time capacity. The fractional executive works on a contract basis and usually with more than one company at a time. Different from project-based consulting work the fractional leader is inserted to your organization to lead a portion of the business similar to a full-time employee. This greatly increases the opportunity for success as they own all elements of  business success. The ideal model for accessing proven talent, reducing costs, grow fast, and increase profits. Schedules can be designed to fit the needs of your business.

Consultants provide expert opinions, analysis, and recommendations to organizations or individuals, based on their own expertise. They're essentially fixers, serving as objective troubleshooters, and providing strategies to prevent problems and improve performance. While this model is ideal for many organizations it still lacks the daily leadership of the recommendations that many businesses require. 

"Success doesn’t come from what you do occasionally. Success comes from what you do consistently", Marie Forleo

"Every Battle is Won Before it is Fought", Sun Tzu

"Comfort, the Enemy of Progress", PT Barnum

"Don't be afraid to fail. Be afraid not to try", Michael Jordan