Growth Strategy Development and Implementation Strategy Design (Building Strategies)

Art Museum - US: Acting as the Executive Director, our consultant took this museum from a negative cash flow situation without proper budgeting, financial controls, management or board structure to a fundable, healthy, thriving cultural institution. Sold assets to establish endowment and operating funds for 3 years until organization could be cash positive. Instituted appropriate financial controls, diversified the board, hired an Executive Director, established a volunteer program and a membership program for this $500,000 (budget) museum.

Cheminformatics Software Company – US, India and Japan (Part A): Erimo consultants were brought in to lead the Executive Team in a strategic opportunity assessment to define opportunities and develop the growth vision. Together with the management team we developed off-shore production and domestic & international sales strategy. The client also had a specific need for help recruiting a world-class Advisory Board. We also assisted the CEO in presentation development and VC meetings leading to a $2.5 million funding round.  
 

Growth Strategy Development and Implementation Growing into a Market-Driven Company (Building Revenue)

Cheminformatics Software Company – US, India and Japan (Part B): Defined and executed marketing strategy, including marketing plan, forecasts and budgets, competitor and market assessment and branding. Developed and implemented launch plan for the first product. Implemented and managed sales strategy and process in US, Japan and Europe. Specific achievements included · Defining and executing the marketing & branding strategy for both the corporation and the individual products which lead to a prospect list containing 17 of top 20 pharmaceutical companies. Directing the Japanese market penetration efforts including all sales, messaging and marketing; identifying, contacting and bringing on board industry thought leaders; and presenting to 7 of top 10 Japanese pharmaceutical companies.  
 

Strategic Marketing & Sales (Building Revenue)

Based in the US, working for a Global Specialty Chemical Company: This $2 billion specialty chemical company engaged our consultants to analyze their direct sales strategy for a customer base of 7000 across 5 North American divisions. Our recommendation was to create internal sales positions and cross-divisional account managers allowing for more of the direct sales forces’ focus on the higher value accounts. We then worked in the field with the 100-person direct sales force to prioritize accounts. Erimo consultants then designed, implemented and taught the Account Planning process resulting in account plans for all strategic customers. And in order to measure the success of the new process, we developed the thought leadership for the sales funnel and dashboard. Working with sales reps and managers, we filled the sales funnel with over 700 new opportunities delivering over $4,000,000 in actual benefits, and scoreboarded another $10+ million.

Global professional services firm - US: This professional services firm had grown by 35% the previous 3 years, but all of a sudden saw growth stagnate with costs remaining high. Erimo consultants were asked to analyze the go-to market strategy of the firm. Using activity-based costing to develop a new client acquisition and retention strategy we influenced the Top 4 clients to implement recommendations reducing the cost of sales by 20%. In addition, we designed and developed the first proposal center for the company; developing boilerplate language, standardizing marketing materials, and formalizing the referral process all of which reduced the average proposal writing time by 20% while increasing the success rate from 25% to 43% in just 4 months.  

  

Organization Development (Building Teams)

Working in the US and UK for a Global Professional Services Firm: This $800m global professional services firm wanted to train their mid-level staff on best practices for delivery of services. Erimo consultants developed a 2-day internal training course, which became the curriculum standard taught six times/year; we personally taught the course to more than 250 consultants over a 2-year period and trained the teachers to continue to deliver the course.

                                                                        

International Consumer Products Company - US: Needing to define the content necessary for their entire marketing organization across their 5 different US businesses with regard to a new strategic vision, this fast-moving consumer products giant called Erimo Consulting. Working together, we categorized brands and divisions versus advancement against the new vision and developed a matrix that mapped content needs to the different constituent brands using in-depth analysis of previous Executive Education programs and a full-day facilitated session with representatives from all levels of the organization.