Client Contracts - Case Studies

One of my first clients was a business turnaround that required quick action to regain market share and cease their trading loss. Since that first consulting contract (case study 1 below) the same basic principles have been applied to many other business models, each one resulting in the clients short term business goals being accomplished and a blue print for their longer term business activities.
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Testimonials
         Case Study 1 - Business Turn Around
  • Business Sector - Manufacturing
  • Contract Brief - Stop Losses / Increase Sales
  • Objective: The requirement to quickly increase sales; improve quote to sales ratio; forward production planning capacity; defined pricing models; reduce labour cost to sales ratio. 
  • Actions: Training estimators in effective quoting strategies, segmented pricing and follow up; coaching and accountability of the external sales teams, setting defined targets and weekly reports; the development of enhanced manufacturing processes, material flow and quality procedures.
  • Results: Sales and Production were increased exponentially
    bringing the company back to a break even within 3 months and into profit within 6 months. All objectives and actions were accomplished due to a     cultural change to getting the job done.
  • Ongoing: The introduction of an overhead recovery strategy, a defined pricing policy, the development of quote and sales targets with a 12 week production planner eventually tripled sales and increased margins within an 18 month period.
         Other Client Contracts in Manufacturing
  • Three new manufacturing facility start ups
  • One manufacturing re location due to expansion
  • Two other major manufacturing turnarounds
         Case Study 2 - Sales and Marketing
  • Business Sector - Engineering Software
  • Contract Brief - Sales / Marketing Activity
  • Objective: Raise market awareness and the brand identity in a very niche market industry; appraise products and advise on marketing activities to widen the company's potential customer base to maximize the opportunity for increasing sales.
  • Actions: A market survey to assess the perception of the company; evaluate the current promotional material; the generation of new marketing materials including editorials in trade publications and secure software demonstrations with prospective clients.
  • Results: Market awareness was significantly raised from one on one meeting presentations resulting in a series of software demonstrations and the company's product portfolio, resulting in new business in a challenging market sector.
  • Ongoing: The effect was an increased emphasis on developing new business contacts that were initiated through the assignment and an improved awareness of the market needs with the opportunity for realizing significant future growth.
       Other Client Contracts in Sales and Marketing
  • Many of my clients, if not all want to increase their sales
  • Referred to as the fresh eyes back pocket sales manager
  • My sales workshops and coaching focus on sales challenges
       Case Study 3 - Project Management
  • Business Sector - Project Management
  • Contract Brief - Project Manager - Exploratory Work
  • Objective: The exploratory work and findings on a potential requirement for the remedial repair to a 19th century steel roof on one of the largest Art Galleries and Museums in the country.
  • Actions: The coordination of city officials, structural engineers, museum staff and sub contractors during the exploratory process, while adhering to very strict contract requirements.   
  • Results: This exploratory project was carried out within the budget forecast and timeline; with detailed engineering reports and recommendations compiled and presented. 
  • Ongoing: My client received a written commendation for the extreme duty of care and diplomacy to all the parties involved and subsequently awarded the multi million $ main contract.
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Testimonials
      Other Client Contracts in Project Management
  • Existing factory refits for updated machinery 
  • New manufacturing planning, layout and infrastructure
  • Summed up in two words, documentation, documentation.