I provide focused, practical, results driven management consulting services using a proprietary AIR System of Assessment, Integration, and Reinforcement.
I have the deepest knowledge and core expertise in finance and investment, software, entertainment, environmental technology, manufacturing and materials science. I specialize in startups, turnarounds, succession, acquisition, and family business. I love startups, especially working with first time entrepreneurs.
Are you ready to expand your business?
Do you have a great idea for a new business?
Do you want to sell your business?
Are you planning to pass your business on to your children?
Do you have a plan? You need one.
How can I help? email@example.com
I will work with you to review the proposition or idea, test the assumptions and give you an opinion on viability, potential, and direction.
I will work with you to structure a plan to achieve the goal, with clearly defined steps, and strategy for each stage of the process.
I will connect you with the people that are best suited to delivering results for each task.
I will guide you in launching and driving the plan to its conclusion.
A strategic plan is used to craft a desired outcome, deliver the tools, skills, and resources to achieve it, and the direction to implement the actions necessary to deliver the result.
A strategic plan will:
Assess where you are today.
Define your goals.
Create a step by step plan to achieve your objectives.
Establish budget or project requirements.
Clearly state your manifesto for core values and implementation.
Structure your review process and adjustment plan.
Strategic plans are only successful when everyone involved is engaged in the process, when everyone understands their role and how it affects the outcome, and prioritizing goals to ensure that the path to success is managed, supported, and properly resourced.
Most startups and business changes fail because of unrealistic expectations. Typically this is because nobody asked the right questions before they started working.
• What problem will this solve? Why am I doing this?
• For whom do I solve the problem?
• How big is the opportunity?
• What alternatives are out there?
• Why am I best suited to pursue this?
• Why now?
Using a comprehensive opportunity assessment process ensures that you have the best understanding of the potential, before ever spending an ounce of time, money, or effort. It will give you a solid footing for a go, no go decision. And if it’s a go, you’re already well prepared to build your business plan with the best possible information. My detailed questionnaire and interview process yields a depth of understanding far beyond traditional means.
Your business plan is your best tool for understanding what your business is, and what it is capable of. You use it to develop strategy, establish targets, monitor progress, hold yourself accountable and control the business’s fate.
Like no other process, writing a business plan forces you to review everything. Your value proposition, marketing assumptions, operations plan, financial plan, and exit strategy. As part of your plan, you’ll lay out your marketing and operational milestones. As a business owner, you are the only person holding you accountable to those results every day, so your plan becomes your coach, your guide, your advisor, and your stern taskmaster. The plan lays out targets in all areas: sales, expenses, hiring, and financing goals. Once laid out, the targets become performance goals.
When a prospect asks to understand your business, you have a plan that gives them an entire overview. The written record of your goals, coupled with a track record of delivering against those goals sends a message loud and clear. You understand your business and can deliver the results you promise. Employees, banks, partners, investors, clients, and customers will respond to that message.
You will use the plan for managing yourself, for operating, and for everything else that comes up in the course of running your business. Don’t be one of the “most” business owners that don’t have a plan.
What is business development? Is it sales? Marketing? Strategy? Planning? It is all of this, and more. The role of a business development specialist is to have the ability to see opportunity in your business, and give you the tools to seize it. It is primarily about building the relationships that will allow your plan to succeed, and having the vision to ensure that every step of the process serves the big picture goals.
Are you successful enough?
Are you the absolute best in your business?
Are you making more money than you need?
Are you going to sell your business for more than you expect?
Are you taking more time away from your business than working in it?
Are your employees excited to come in to work everyday?
Are you so invigorated by your work that you go in early just because?
You answered yes to all those questions? Congratulations! You don’t need business development.
Transition expertise is necessary to ensure that you have the ability to develop and implement a merger, acquisition, or exit plan that will achieve the desired outcome for your company. A detailed strategy includes transaction structuring, valuation, analysis and action plan, tax mitigation and wealth preservation tactics, market plan development, negotiation outlines, and due diligence and closing review.
The transition process for each company is unique, and requires a specialized set of knowledge and skills. Often the best assistance to this process is an advisor, that has been through similar transitions, who can guide and interact with all of the specialists and “experts” necessary to complete the transaction.
Venture capital, loans, grants, seed capital, mezzanine financing, friends and family money… All have their place in the business of business. And all have their benefits, challenges, and pitfalls.
Knowing the best fit for the best money is key to planning, implementation, and operations strategy. Banks, investors, and other sources of financing can be either your salvation, or your end. Money is the means by which everyone involved in your business will exert control. Be sure you know exactly what you’re getting when you sign on the dotted line.
Succession planning is the hyper-focused process for identifying, preparing, and guiding the hand-off of an operating business when the owners are ready to step out. It gives not only the original owners and new owners an absolutely clear picture of the transition, it also gives employees, partners, and customers the confidence that the business will continue to thrive.
To be most effective, a succession plan should be in place at least 3 to 5 years before the change of leadership occurs. Most companies wait until the day the succession happens, and that is far, far too late.
Rather than the typical succession being fraught with peril and worry, a properly managed succession will guarantee the long term viability of the business, and give the new owners the best opportunity to use the transition as a springboard for growth.
Understanding your market potential is the most important piece of any plan. Without a deep knowledge of your consumer base, you have no way of accurately determining the outcome of your business. A comprehensive market analysis will give you the insight business demands into both your customer, and your competitors.
It will equip you to make the right decisions, at the right time, to achieve your goals. It is the core and basis of every sales. marketing, and development decision you will make through the life of your business.
A complete understanding of your market will allow you to plan for the future of your business, but may also show you opportunities you weren’t aware of, or mitigate risk that was unforeseen.
Branding and Identity
The visual representation of your business is often the only chance you have to connect with your customer. It has to carry the message of who you are, what you stand for, and what you wish to be, while being memorable enough to tie that message to your business in the mind of every person that sees it.
Your brand is the personality of your business, shaped by the perception of your audience. Your image is what you present, and should reflect your values, your goals, and your manifesto for the work you do. Your brand is the truth that your customer sees in the story you tell.
As with any design process, intent is integral to the outcome of the work. Intentional questioning of the finished logo, colour, typeface, and graphics will lead to a polished, professional brand.
Tactical Sales and Marketing
So you have a plan. Now what? Increase sales? How do you do that? By how much? When? With what resources?
Having a plan means nothing without the ability to make it happen. Tactical sales and marketing means a dedicated, laser focused methodology to accomplished specific tasks in the pursuit of the overall goals of the business.
It means maintaining the deep understanding of your market analysis, while holding to your big picture goals, and then carefully and consciously choosing the tactics and methods for achieving them.
There are many, any methods to tactical sales, and the choice of direction is entirely determined by asking the right questions, understanding your client, and in my case, using software development concepts to drive strategy.
Your opportunity to access world markets is limited only by your ability to build the relationships that will make it happen. Support for taking domestic business to foreign markets is unprecedented, and can lead to massive growth and expansion for many companies.
I have direct experience in China, Colombia, UAE, France, Austria, Germany, and the US, and resources in my network throughout South America and Europe. I also have a proven ability to quickly and purposefully engage new relationships, and establish trust.
Having an outside set of eyes take a hard, critical look at your operational practice can sometimes be the fastest way see opportunities for expansion, improvement, or mitigating losses. Often when a business owner or manager is deep in the day to day work of getting the job done, they miss the easy wins that may be sitting right around them.
Having experience in different industries, working methods, and operational modalities lends a vision for addressing challenges that can escape the business owner that’s been in the same rut for years. What was originally based in the idea of industrial engineering, has become more a study of process and intention, than solely focused on practical tasks.
Problems must be framed in a way that creates understanding in all parties. In a way that allows for clarity in the data that is accessible, as well as what needs to be gathered. Looking for patterns, gaps, and holes in the production methods leads to concrete solutions.