INTERNET/RETAIL SPORTING GOODS DISTRIBUTOR

The Challenge:
No clear business plan and strategy for growth. No formal business structure. Issues with suppliers. Cash flow issues.
Solution Milestones:
Implemented Strategic Planning Process. Also did Management Coaching with owner and his wife. Did some leadership development with the staff.
Results/Outcomes:
Organization replaced non-performing vendors with direct relationships with manufactures. Grew revenues from $400K to $4mm in 2.5 years. Have relocated from home office to office warehouse combination with approximately 50K sq ft for inventory and shipping area.
Follow-Up/Sustainability:
On-going coaching for sustained performance. Seeing consistent improvement in overall performance and quality of life.
Insurance Company and Broker
The Challenge:
Needed to conduct a strategic plan and wanted to build a stronger executive team. Had a planning process that the company had done for several years, but it was more of a tactical plan. The staff needed to be aligned with the plan.
Solution Milestones:
Conducted Strategic Planning for a 3-year plan in 2002 and 2005. Conducted the Executive Leadership process for 10 staff members in 2002, the Management process for 10 staff members in 2003, the Leadership process for approximately 20 staff members in 2004, 2005, and 2006, and now a customized Leadership process for 50+ people in 2007 and 2008. Currently coaching 5 individuals one-on-one including the CEO.
Results/Outcomes:
Completed 80% of strategic initiatives in 2002 plan and 95% in 2005 plan. Team is functioning at a high level of alignment—meets monthly to review all initiatives.
Follow-Up/Sustainability:
Some team members were transitioned out as a result of not aligning with the group. Company’s profit margins have grown by over 20%, even with a changing/declining market.

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