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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

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

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.