CASE STUDY 1

Client Type: Consulting Firm

What They Needed: Marketing Campaign to Targeted Organizations to Promote New Company Direction with New Book

How I Helped: Worked with a small team to develop a unique, targeted marketing approach by sending to a small demographic a customized "package" in an unusual packaging, with a simple, catchy message inside, along with a wind-up toy and a label bringing the new book to life...with a call to action.

How They Are Better Now: The result was a response rate of approximately 25 times the national average, and more importantly, the signing of multiple new clients thus launching their new brand and image.

CASE STUDY 2:

Client Type: Entrepreneurial Training Company, Targeted to a Specific Industry

What They Needed: They had a great product/service offering but were increasing revenues very slowly. They weren't meeting their sales goals.

How I Helped: Although there were many things we did differently over time, there were three significant things that changed the profitability and growth:

1) we took a strategic approach by stepping back and analyzing what we thought was working and what wasn't and checked it against reality;

2) the company had been promoting public sessions to individuals who had to fund themselves at $1,000 a seat for a two-day session and not reaching big numbers; we changed the model to selling a corporate session for $20,000 minimum (still charging by the person), and I was able to demonstrate it took the same amount of time to sell one seat as it did one complete session; and

3) once a session was sold, there were other upselling and/or cross-selling opportunities with the corporation, thus the beginning of long-term strategic projects versus a one-time training.

How they are better now: Doubled in revenues each of the first three years once these were put into place and more than doubled the next. Additional books and offerings were added as a means to continue selling to clients who were already engaged.

CASE STUDY 3

Client Type: Start-up Intellectual Property Company

What they Needed: Company was splitting from parent services company to become just a product division with multiple partners. They needed someone to help structure the organization and be a business manager as well as build website structure and content.

How I Helped: Utilized expertise in all areas to set up financial system, put together web content and structure, manage multiple projects going on with various partners to bring it all back together for a common goal, provide ongoing reports for partners, provide inventory control and be a back-office business manager.

How they are better now: As each partner already had their own business venture outside this venture, my involvement allowed them at very little financial outlay to utilize me heavily until the company was set up and structured, and then part-time to maintain and run the company and fulfillment.

CASE STUDY 4

Client Type: Speaker/Author

What they Needed: Very successful entrepreneur had come to somewhat of a plateau in business growth and desired some fresh ideas on how to increase revenue without growing in human capital. Desire was to be the talent and keep organization small, but have big revenues. Researched how clients came to know about them and what the profile of the most profitable clients were. There was also a realization that there was a significant amount of activity done for no fee or dramatically reduced fee. While there was a desire to give back, the inability to say "no" was affecting the bottom-line.

How I Helped: First of all, we dramatically reduced doing things for free, and are now down to only 2-3 times per year on very selected venue. There was also a realization that because much of our new business comes from referrals, if you dramatically reduce your fees, the referrals have an expectation of reduced fees. Therefore, we raised our fees so that we could present an image of being a high end provider, and we began saying "no" to the good so we could say yes to the "great."

How they are better now: We stopped doing things we should not have been doing and focused on revenue-generating ideas. Fees doubled during my tenure, and we also began duplicating success horizontally within clients. There was also a very deliberate plan to reallocate previous spending and divert more dollars into the hands of the founder vs. spending on activities that brought back no revenue to the company.