How We Work With Our Clients

What is Business Success? - The 360° Business Success Program Is your revenue not where you want or need it to be? Are you still running your business the same way as you did last year and the year before? Is your business operating at half-cycle? The dynamics of capturing revenue have changed dramatically in the last 2 years. The key to success in today's market is the integration of financial management, operations, sales process, marketing methodology, corporate strategy and strategic alliances into one outbound program, where the firm as a whole is focused on revenue growth.  By understanding why prospects buy and why they don’t buy, studying market demand as well as value creation, and linking outbound sales team methods to these observations, businesses can not only survive, but prosper. This is what the successful firms are doing!

DOWNLOAD IT NOW! 360° Business Success Assesment and Recommendations Program

 

Often, management teams in public corporations, privately held companies, and family run businesses measure business success through a numerical calculation of gross revenue and net profit improvement. But this is a simplistic management approach when used singularly as a success measurement.

We define the word “growth” both from an external revenue growth model approach as well as from an internal assessment of business methodology made of the management team’s skill sets. So true business growth and success only happens when internal management skills advance in parallel with top line revenue enlargement. A more mature growth assessment of success looks at the business revenue capture model in its totality and how all departments contribute holistically to business performance improvement overall.

To grow your business in a premeditated process, you need to measure more than just year over year revenue increases but also the time management and operational productivity improvements made year over year department by department to facilitate these gains. Revenue growth is often tied to the operational traffic capabilities inside your company.

Your firm’s internal structure drives your strategy process about the business offerings you create or resell, the identification of a prospect opportunity, the marketing communication you deploy, the sales procedures you implement, the sales process you use to close the sale, the sales delivery procedures you employ to fulfill orders, the accounts receivable collection you implement, the financial management model that funds your business, the management scorecard you lead by and the operational support variables needed to service clients.

Yet many businesses with poor internal operational management programs still grow their business revenue year over year. Why? Because revenue growth may often be connected to unique anomaly drivers that are not replicable or scalable.

So when management team skills sets don’t increase simultaneously with revenues or when the revenue growth stops, management is perplexed on what the next action step should be and success diminishes.

Why It’s Hard To Have Business Success

Examples of these anomaly revenue drivers include one salesperson out of a team of fifteen selling 90% of your sales, one customer representing 65% of your total revenue, or 80% of your total proceeds coming from contracted recurring revenue streams like maintenance and support agreements that automatically renew. When these anomaly growth drivers are in place, they create an artificial sense of success and often incorrectly communicate to CEOs and their management team that they are doing their job well when in fact their current business and their future success is at risk.

In private companies, CEO founders often measure their business “success” based on how much compensation and benefits they take out of their business as compared to their peers and other family member incomes. It is not uncommon for a CEO of a $10 million company to believe that he is doing great when his annual revenues are up 10% in a recession when in fact maybe his company should be a $100 million . . . and he just didn’t know it.

The Success Secret - In This Economy You Need a Proven System to Grow Your Company

Through these experiences, we have determined that the distinguishing characteristic between an entrepreneurially operated business and a professionally operated business is metrics and best practices and having all of your departments linked to a consistent process of revenue capture with a revenue growth plan. 

In today’s market, if your revenue and profits are down, or your current market growth is not hitting your projections, it is the company’s responsibility . . . not just the sales teams.

To grow your firm in a commodity and economically challenged marketplace, you need to integrate your sales, marketing, financial management, operations and strategy programs into one outbound revenue capture approach focused on communicating your business value up front so prospects see you differently than your competition.

Now, it goes without saying that these things won’t suddenly materialise by themselves, but there is a way of making them happen.

2 Minute Video - "360° Business Success Program”

The Solution - “360° Business Success Program”

We know that revenue capture success is a company responsibility . . . not just the sales team's.

And that's the point.

Through our unique process, we holistically analyze your entire business. We assess your marketing, sales, financial management, operations and strategy directions . . . all at the same time.

We take apart your company, brick by brick, and evaluate your entire business success model. Once we have completed this holistic success assessment, we then give you written detailed step-by-step recommendations for every department and then coach you and your management team . . . one on one on our suggestions.

Unlike you, we are not emotionally attached or financially attached to your company.

So, like a doctor, we give you a complete health check of your business that gives you unbiased specific strategic and tactical suggestions that will start growing your business . . . today.

It’s fully tailored to your company's needs. A revenue growth plan that includes workshops, coaching, training and events to help you get new insights into your industry and your business.

The Foundations of The “360° Business Success Program”

There are many consultants out there who can help you put together a strategy or a business plan. What makes us any different? Here are some of our strongest beliefs, that are reflected in the very foundations of the program:

We are the only firm that offers this program. Business Growth U.S. / Value Forward Group is the only advisement firm who offers this business assessment and success recommendations program designed specifically to take a holistic approach to revenue capture. Through our revenue growth plan, we help you build a revenue capture program where all departments work in tandem to help grow corporate revenues.

Other advisors or consulting companies only offer silo advisement as a marketing coach or a sales trainer, and accounting firms as a rule don't proactively give advice. Additionally, pure strategy consultants only work with billion dollar global 1000 firms so they can charge them a $1 million for their advice. To be honest, you could train your sales team 10 times and they could still fail because you might be selling blue shoes to a red shoe market. Or you can spend $20,000 on a new web site design and still not get any inbound, qualified leads. That's why you need our 360° Business Success Assessment and Recommendations Program for your whole business . . . because all of the departments must work together.

We have coached over 520 companies in multiple areas from start-ups to small, to mid-sized firms as well as global 1000 divisional clients during the last 10 years and we learn successful best practices from each.

At the Business Growth U.S. / Value Forward Group, we are linked into many third party, independent research companies like Forrester Research, Gartner, Accenture and many others to help assess a hypothesis we may have about your firm and its needs.

Additionally, we are also connected to the largest financial, real time database of profit and loss statements in North America that is operated by 22,000 CPA firms. This allows us to get detailed financial statement comparison between you and your business competitors in the geography you operate in . . . in real time! This helps us understand your business costs and pricing objectives as compared to your market.

We offer a 100% money back guarantee in writing so if you are not satisfied with us in the first 30 days of our engagement, we will refund your investment . . . that's it . . . no small print.

Finally, being in charge can be a lonely business. So the program is more than just a set of processes and workshops and action plans; it also gives you the chance to have confidential conversations, and to get support, challenge and feedback from your own Chief Operating Officer or Chief Strategy Officer.

The Main Benefits of The Program

Through the Value Forward method we help CEOs and their executive teams increase operational profitability, maximize marketing return on investment and improve strategic productivity to help them reach their personal and professional objectives at the same time.

Our program recommendations are broad and diverse, depending on the client’s success assessment outcomes and needs.  Examples of potential results include:

Increased top line revenues Improved marketing budget return on investments Increased inbound lead generation Alignment of the leadership team on corporate goals Enhanced department reporting and metric management New market gaps identified Shorter sales cycles Enhanced product and service margins New product and services creation Increased organizational design and effectiveness Improved operations department productivity Enhanced sales forecasting accuracy Drive tangible results with identified business success metrics Improved department planning Better executive leadership Reduced business risk from improved decision making processes Better performing management teams Successful new product and services launches Increased P and L detail Improved operation bench utilization Better management of competition Build a sustainable competitive advantage

What's In The Program?

The Value Forward 360° Business Success Program is a comprehensive, detailed revenue growth plan designed to help companies integrate financial management, marketing methodology, strategy, operations and sales process into one outbound revenue capture program.

We evaluate your business from your prospect's point of view, then from the management team's point of view, and then recommend specific detailed action steps to close the gap between how you see yourself and how prospects see you. Once these recommendations are made and implemented, we train your sales team to sell more effectively based on these recommendations.

As your Business Coach or Interim Executive Officer, we assess and make strategic and tactical recommendations on your marketing, branding, strategy, sales process, sales management, operations, product service pricing and naming, business metrics, management reporting, compensations plans, company name, marketing gaps analysis, partnerships and new business opportunities.

Using the three sequential stages of analyzing, strategizing and monetizing, we work with senior executives helping them build a replicateable and scalable revenue capture program based on their company's goals, core competencies and industry best practices. By creating a detailed, written action list and implementation outline, we work with the management team in tandem to make business design and operational framework changes that will maximize their corporate success.

 

Stage One-Analyze

• We complete a detailed business valuation of what your company is currently worth.
• We generate a detailed real time financial analysis of your business income, expenses and operating ratios as compared to your competitors and within the geography that you operate in.
• We holistically analyze your entire business revenue capture process including your marketing methods, strategy approach, sales process and financial management operational models.

Stage Two-Strategize

• From this analysis, we help identify market gap opportunities, new product and service strategies and company positioning and prospect messaging.
• During this stage we design implementation success programs for your sales, marketing and strategy departments based on your corporate objectives.
• Based on this information, we build a detailed client Revenue Capture Scorecard™, a revenue growth plan with written recommendations on specific strategic action steps you need to take to grow your business based on your objectives.

Stage Three-Monetize

• Through our program, we help build pricing success models, business vertical profitability forecasts and department metrics.
• As your partner in success, we help implement sales, marketing and strategy programs to help you increase revenue capture.

Stage Four-You Capitalize

• We work with you and your management team collaboratively to implement our success suggestions and to monetize their value.
• The result—increased business efficiencies, reduced operating costs, higher sales velocity, increased closing ratios, improved marketing lead generation and accelerated business operating return on investments.

There Are Also These Bonuses

Revenue Growth Acceleration Resources. Throughout the program, you'll have access to resources and study guides outlining best practices in many of the topics we cover (e.g. revenue growth plan, sales tools, marketing methodology, e-zines, strategy tools, visioning, scorecards, leadership and management skills).

Interim Chief Strategy Officer or Interim Chief Operating Officer. Every company, regardless of size, can benefit greatly from the services of an Interim Officer. However, many start-up, small and mid-size businesses lack the necessary budget to add a full time executive to staff. That places the burden of business growth strategies and revenue capture directly on the owners. The problem is that most business owners lack the expertise and time to handle such responsibilities.

CEO Success Scorecard Assessment. At Business Growth U.S., we audit and assess 100+ business growth drivers to determine company strengths and weaknesses in their operating models to audit a company's potential for success and measure the areas that are weak and need to be adjusted.

Financial Health Improvement Assessment. This analyzes key financial figures of your business and provides you with a plain language written report highlighting the areas of your business which are the strongest and those which need improvement, while outlining an action plan for reaching your financial goals.

Business Valuation Analysis. The Business Valuation Analysis program analyzes key financial figures or your business to determine the market value of your business today using a discounted cash-flow assessment. If you are looking to sell your business, apply for additional funding or evaluate business value based on future projections this analysis will be key.

A Graphical Strategy Summary. Once your plan is created, I use a graphics specialist to summarize it in picture form. I then distil this to a one-page giveaway for briefing and reminding your workforce. It's a great way of capturing the essence of your plan in an easy-to-understand way.

Actionable Book. I'll send you an excellent business book titled CEO Success Strategies. It’s authored by our senior thought leader Paul DiModica and forwarded by Rick Erling. It’s a guidebook to help CEOs and Business Owners implement successful action steps to minimize failure and increase potential for organic growth success.

Is The “360° Business Success Program” Right For You?

Do you really want a revenue capture strategy that can deliver actionable steps and consistent results? The answer to this seems obvious, however it is amazing how many companies lack the commitment required to improve. Change will be required and change is sometimes hard. You may need to upgrade managers and staff. There will be new processes and higher accountability. For a company to succeed in changing their culture to meet the current economic climate will require commitment from the owners, CEO and senior management.

This program is designed specifically for successful start-up, small to mid-sized businesses and divisions of global 1000’s. Typically my clients are U.S. based organizations with between 5 and 250 people, and with revenues of between $1M and $300M.

The business vertical doesn’t matter. The program and its components have been researched, designed and successfully run with start-up, small, mid-sized and divisional global 1000 clients across Europe and the US, and in industries including manufacturing, health care, IT, telecomm, chemical, energy, technology, software, construction, and other product and professional service firms.

What about you personally? This program is designed for CEOs and business owners who are seeking consistent year over year top line revenue growth and overall business performance improvement.

This program is not for the ego sensitive business owner, the “It’s my company and I can do anything I want with it” megalomaniac business principle or the “I know everything that’s why I am the CEO and the cash is mine - screw the employees” dictator. If you are one of these characters – this is the wrong business success blueprint, lock yourself in the cellar and pretend you know what you are doing.

Our program is also not designed for executives who are looking for an intellectual lecture on different passive theories of what might work, or CEOs who are not prepared to invest time and hard work to accelerate their business growth. There are plenty of seminars offered today where management teams sit around expounding on leadership theories and the “vision” thing. That is not this business success program.

This is detailed step-by-step proven success model designed for aggressive CEOs who want to take their business to the next level. This approach is designed for business owners and CEOs who want to run a professional organization that is profitable, scalable and sellable at some time in the future. This approach is for professional business executives who are open to outside best practice suggestions and internal introspection on what their personal and professional needs are.

Return On Investment (ROI)

We are your partners in success, helping you build a replicateable, sustainable and scalable business growth program. For every $1 invested in business coaching, our clients have realized a return of up to $7 immediately and 3% - 30% revenue growth is typical in the following year.

Here's How to Find Out More

There may be many triggers for considering the program.  Maybe you or some of your top team are new or in a start-up or small business. Or perhaps the track record of growth at your medium sized firm has flattened, or the marketplace is evolving fast. Or possibly your existing revenue growth plan just feels stale, and you feel the need to strengthen your foundations.

If you’ve read this far, and you think you might be interested in the program, I invite you to contact me for a complimentary “360° Business Success Program” Strategy Session. This is a no-obligation way to find out more about the program and whether it's right for you.

In that session we’ll explore what challenges you and your top team are facing, what kind of results you’d like to see instead, and whether this program could help or not. Whatever the outcome, you’ll leave the conversation clear about the issues you’re facing and excited about what’s possible.

The session will take about an hour and can be done in person or by phone. Call (972) 727-6880 or email info@businessgrowth.us to book your “360° Business Success Program” Strategy Session. I look forward to our conversation.

P.S. Not ready for the complete holistic business success program outlined here?  Learn more about point solutions and the specific services and programs we offer on our services page.