Sector: Construction, SAS
Business: Aconex, a global leader in web based document control and project management received 107.5M in funding Francisco partners to enter the United States and Canada market places.
Challenge: Serve as a catalyst to create a sales channel in the construction and real estate industry.
Solution: Marketed Aconex to top General Contractors, Construction Management, and Engineering Program Management firms in North America. Created sales opportunities and coordinated regional business development efforts. We landed direct contracts with Las Vegas Sands, Army Corp of Engineers and Newland Communities.
|McCarthy Building Companies
Business: A multi-billion dollar construction management firm based out of San Diego.
Challenge: Open a gaming and hospitality division in Las Vegas.
Solution: Recruited top executive from MGM to run the division for McCarthy.
Sector: Management Consulting
Business: Business strategy consulting firm focused on education.
Challenge: Enter For-Profit post-secondary education market to provide consulting services to large, often publically traded entities.
Solution: Introduced Gray CEO, Bob Atkins as subject matter expert to corporate executives and campus Presidents to sell consulting services. Helped issue proposals to several national for profit, post secondary training schools and built sales funnel of new client prospects
Sector: Media / Advertising
Business: Digital media firm that works with clients to drive a Return On Investment for the clients it works with.
Challenge: Market to company’s $5-$50B in size, including Gaming, Construction, Bio-Pharma and Internet companies.
Solution: Built sales funnel with new client prospects and helped secure new projects.
|Caton Connector Corp
Sector: Defense, Semi Conductor
Business: Cable assembly shop focused on high profile military programs.
Challenge: Increase revenue and sustain corporate growth through strategy & planning, organizational management, sales & marketing, coaching and training.
Solution: Developed deeper national relationships with Prime contractors Raytheon, Lockheed Martin and BAE while putting in place a systemic approach to working with marketing and capturing new work through relationship building and capabilities selling. Increased sales 60% to $7.4M while building a pipeline of over $20M in new opportunities.
|Colvins Aerial Trucks
Business: Family owned business. Renter and seller of refurbished aerial trucks and utility construction equipment.
Challenge: Mature business and help to create a succession plan to get most value out of existing assets and 40-year brand.
Solution: Create and implement strategic plan that first increases sales then implements a systemic approach to sustaining corporate growth. Sales increased 30% to $3.7M in the first year.
|New England Tractor Trailer Training School
Sector: For Profit Post-Secondary Training
Business: Training school with multiple campus locations across New England. Also a family owned business.
Challenge: In-balance in sales performance by campus location. Identify the problem and capture additional market share.
Solution: Assess market, form strategy to build a sales channel that systemically addresses the gaps in the market. Identified a 40-50% gap in market share and positioned the firm to capture additional revenue.