President
CurrentMost companies are losing customers and profits without really knowing it. This consulting practice provides assistance for clients, usually focusing on one major area of needed improvement then moving to a broader relationship. The focus of the company's efforts is almost always profitability improvement. Sample engagements include: * Customer Longevity Improvement: Reviewed internal sales data, processes and procedures and worked with members of sales, product management, operations, and technology teams to implement improvements. Recommendations implemented included changes in sales scripting, online messaging, defaulting and e-signatures, after-sales process, compensation, and incentives and promotions for sales personnel. During the engagement, overall customer longevity increased 3.9 percent bringing millions in new profits to the client's bottom line.* Market Development: Identified new sources of online leads for a brokerage group involved in debt financing for Middle Market Companies. Assisted in client merger and acquisition business by identifying, contacting, and introducing acquisition targets.* Usability and Web Analytics: Developed a virtual user testing lab to compare the client's web offering to that of 10 major competitors. Findings from the competitive analysis combined with data on customer attrition in the online sales funnel provided the business case for a major website redesign and a strategic partnership with a major third-party data provider. * Market Segmentation and Analysis: Reviewed internal sales data across 7 major suppliers to define large, profitable segments for targeted co-marketing using email, keyword, and SEM/SEO optimization strategies.
