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We work with privately-held businesses which have achieved a measure of sales success and wish to move to the next level, transforming their company into an enterprise of premium value.
 Expansion (Acquisitions, Strategy, Financing)
Performance (Capacity, Structure, Accountability)
Management (Skills, Selection, Coach)
Reinvestment (Capital, Risk, Resources)
Expansion (Acquisitions, Strategy, Financing)
Organize for growth. A successful services firm saw the opportunity to grow revenue by serving its larger clients with additional locations in the Southeastern U.S. During the course of annual business planning, the owner asked us to help build a blueprint for that expansion. First, we led the CEO and his team through a strategic planning process that generated structural alternatives for building a multi-location organization. We then evaluated each viable option, in detail, to determine the potential economic impact and capital requirements. As a result of this work, our client realized that the best way to leverage his base of human talent and systems infrastructure would be a hub-and-spoke organizational model. With this more detailed vision intact, they are ready to select the next market and proceed with implementation.
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Performance (Capacity, Structure, Accountability)
Enhance operational effectiveness. A privately-held company was implementing an expansion from a local base to a regional presence. They had already restructured for growth and recruited additional business development talent. When our client called, he had a pipeline full of sales opportunities and a concern about his team’s ability to execute and deliver. After conducting an operational assessment, we documented the organization’s business processes and identified several highly-leveraged opportunities to improve performance. We then facilitated a team of associates in redesigning workflows, information storage systems and communication methods. The revised processes and systems enhanced integration across departments and increased productivity. Our client now has an operating template that can be readily transferred to each new expansion location.
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Management (Skills, Selection, Coach)
Improve management performance. A manufacturing firm had achieved double digit sales growth for seven years but failed to produce a positive cash flow. Their previously supportive banker warned that he was increasing their line of credit for the last time -- they needed to get the business performing economically. Our initial assessments identified weak systems and a shortage of management capacity. Both owners had strong management skills, but they were mired to day-to-day transactions. We partnered with the owners to design and install processes and systems that enabled them to effectively delegate purchasing, accounting and production management responsibilities. Annual planning now includes a detailed budget and regular measurement of actual performance on key indicators. With more management attention and better tools, business performance is back on track.
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Reinvestment (Capital, Risk, Resources)
Implement an expansion strategy consistent with long-term exit goals. A professional services firm, while experiencing success, left the owner wondering "What’s next? What am I building? How will I exit?" Our engagement began with our proprietary profiling process to understand the business’ potential and the owner’s expectations. By identifying the owner's value objectives, we were able to develop strategies which would direct firm growth while achieving the owner’s wealth and personal flexibility goals. With this plan in place, the owner has expanded the business, moved the operations to a new facility and is focused on building the firm’s lead talent. Now both the firm and the owner are positioned for future success.
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