The client is a human resource testing firm owned by three partners. Two of the partners participate on a part-time basis with one partner working full-time and providing the day-to-day management. The company employs about nine full-time staff. The partners are nearing the end of their careers and are all looking to transition out of the business while maximizing distribution of value and allowing for ongoing continuity of the business.

First mover advantage enabled our client to achieve a strong position within its niche market that resulted in strong growth in revenues, profits and staffing. Throughout their growth, the management team had continually developed strategy to support its continued success. As a client driven, project based firm, they knew that better accountability, and clearer communication and streamlined processes to translate strategy into day-to-day activities would significantly enhance their overall bottom-line.

The sales department has been successful and management had addressed issues as they arose. In doing so, there was some concern that a better overall approach could be taken that would allow for the sales structure and compensation system to be more consistent with the goals of the organization and allow the number of sales staff to grow without disaffecting existing sales staff.

We had worked with the client earlier to establish a corporate dashboard. The growth of the company and its increase in employees, revenues and office locations was making the hands-on approach to management increasingly difficult. With the corporate dashboard having proved its value, the client wanted to extend the use of a performance measurement dashboard to better align its corporate goals with its day-to-day marketing activities.

The client, an on-line professional service firm had grown significantly since we worked with them to develop their first strategy. In looking to the future they saw a significant opportunity to grow their business, through enhanced sales and marketing activities, which required a significant capital investment.