The Understanding Group, TUG, is an information architecture consulting practice based in Ann Arbor, MI. We help companies create delightful user experiences by bringing order to complex information spaces. From websites to enterprise data stores: we help people find what they are looking for and accomplish their goals by architecting intuitive information structures.

Founded and built this business consulting firm which experienced five consecutive years of growth. The company provides cross-functional executive teams that help companies thrive in the face of volatility by expanding executive bandwidth with the right talent at the right time. Highlights from select engagements include: • Propelled an early stage Internet marketing firm from five quarters of losses and stagnant revenue, to profitability and 500% annual revenue growth. Provided executive leadership in all areas of the business, from sales, marketing and business development to HR and finance.• Re-energized sales at an established high-tech manufacturing firm— after years of flat sales and break-even performance, revenues grew more than 20% and profits exceeded 15% EBIT for each of the next 4 years. Served as Vice President, Business Development, supporting sales, marketing, and business development, initiating a disciplined sales management process, overseeing the redesign of the company’s website, and exploring possible M&A activity. • Laid the foundation for a billion dollar automotive aftermarket supplier to transition from regionally focused product company to globally focused solution provider. Developed a new high-level global organizational model and detailed re-organization model for the product engineering group.• Expanded the product line of a US technology company through a strategic relationship with a Chinese manufacturer.

DNA Software was an early stage biotech software company spun out from Wayne State University to provide consulting and tools for the genomics R&D market. The company had a solid scientific and software development team but lacked a marketing and sales infrastructure and a plan for obtaining outside investment.• Quickly grasped complex scientific concepts that differentiated the company’s offering • Led effort resulting in a $1,296,000 cumulative investment from the Michigan Economic Development Corporation as part of the highly competitive Michigan Life Science Corridor initiative. • Established new customer accounts in Asia, Europe, and the US.

Commerce One acquired AppNet in September 2000. AppNet was formed in 1998 and acquired twelve companies throughout the US to provide an end-to-end e-commerce solution for Fortune 1000 companies. The highlights below span the two companies.• As a principal in AppNet’s first acquisition, recruited to assist with M&A. Developed price comparables, crafted key elements of the “AppNet Story,” identified, screened, and recruited acquisition candidates. • Developed a new regional sales model to support end-to-end e-business consulting engagements. Recruited and led a cross-disciplinary team of nine Solution Architects contributing significantly to improved division performance—226% revenue increase and 120% EBITDA increase. • Managed sales effort and provided e-business strategy for $7.5 million dollar contract with BP Amoco involving interactive design, application development and web-infrastructure teams. • Co-developed and taught e-business workshops for Ford Motor Company employees.

Helped build this software consulting and product development firm focused on expert systems and custom software from under $1M to over $3M in revenue prior to selling the company to AppNet.