Some of Our Success Stories

Fluor's Global Services Group - Vision 360 Initiative

Area of Support

Strategic Planning

Background

Fluor's Global Services Group has been experiencing double digit growth and profitability. But they knew more was needed to effectively position themselves longer term in a rapidly changing marketplace.

Scope

Optimum Results developed an approach, Vision 360, to enable the marketplace to provide feedback for ongoing strategy development. Utilizing interviews with key clients, strategic suppliers and industry thought leaders, we gathered input, consolidated information into key themes, developed report-outs that included suggested impacts and actions. Optimum Results remains involved in facilitating traction on several of the initiatives resulting from the effort.

Results

Vision 360 lays out a strong roadmap of not only possible new business ventures but also internal process improvements that will uniquely position Fluor Global Services for the years to come. It has also strengthened external goodwill and strategic relationships. Its real success is the groundswell it has created for continuing this type of dialogue on a number of different levels and resulting initiatives.

“Optimum Results was able to develop, implement and deliver. They integrated effectively with our staff and with a variety of functional levels externally. They could navigate the most senior executive to respected academics to procurement managers. They provided strategic level insights but also remained engaged to drive results." Bill Wasilewski, Vice President, Sales

BackTee Sports - Marketing / Expansion Planning

Area of Support

Pipeline Development

Background

BackTee Sports, a leader in high-end corporate events, had been very successful for many years with a relatively narrow list of repeat clients. New leadership felt this company had much more to offer and wanted to broaden its target audience. Previous attempts at cold calling potential target clients had been largely unsuccessful.

Scope

Optimum Results worked with BackTee to understand in detail where they had been successful and why. We then applied this to other potential vertical groups that could potentially have the same attributes. Utilizing a simplified Kemper Tregoe analysis matrix, we prioritized these verticals into a shortlist of the most attractive industry-level targets. The next step was to identify the major segments within each of these verticals and analyze which could have the greatest need for BackTee’s offering based on a more detailed set of parameters. Finally, we defined individual companies within each of the segments. For the top tier of each of these, we researched the companies in greater detail looking for specific areas of opportunity, identifying an entry point and suggesting a multi-touch campaign to establish awareness, credibility and interest. Optimum Results delivered to BackTee detailed backgrounders (including entrance targets and suggested approaches) for the highest priority targets. We provided additional background information on additional vertical segments for future pipeline development.

Results

BackTee Sports has a much broader, but still realistic, target audience. They have a focused, customer-centric strategy to develop a viable marketing and sales pipeline that effectively leverages their limited internal resources.

“Optimum Results provided fresh thinking and effective customized marketing strategies for Back Tee Sports. They are unique in the fact they don’t simply deliver a strategy and then walk away. Rather, they follow through and support their recommendations with action. This is what positively differentiates them from other consultants with whom I’ve worked.” Gary Baughman, President

Confidential Client - Interim Marketing Management, Sales Strategy and Lead Development

Areas of Support

Sales, Marketing, Research

Background

Regional office of this national client lost its General Manager, Sales Manager and Chief Estimator within a one-month period. Corporate discovered the office was completely dependent upon one client.

Scope

Optimum Results was brought in to research the marketplace, potential clients and contacts, competitors and develop an interim marketing strategy so that when new management was brought in they would be able to move forward quickly.

Results

After researching the market, Optimum Results provided client with a summary of viable industry targets, specific target clients with point of entry contact names. The client was able to jumpstart sales even before new management team was on board.

Critical Path Strategies - Strategic Account Management

Areas of Support

Account Management, Facilitation Support, Training

Scope

Serve as Account Manager for Northrop Grumman and Arcadis contracts. Coordinate between various client organizational levels and the CPS organization for the delivery of the CPS Account Management methodology and tools. Provide facilitation support on an as-needed basis. Imbedded in specific projects and campaigns.

Results

CPS has access to senior, seasoned sales management with particular understanding of customer's industry and unique needs. Our unique business model enables us to be a seamless extension of the CPS organization.

Insurity - Customer Segmentation and Analysis

Areas of Support

Customer and Industry Analysis, Marketing and Sales Linkage and Strategy

Scope

The leadership at Insurity had a sense they could be stronger. Like many rapidly growing companies new customers, new sales reps, new offerings had increased quickly over a relatively short period of time. Working with Critical Path Strategies, Optimum Results was asked to help them step back and better understand the needs of different segments of their market space in order to know how to best grow the company and insure value delivery. This then linked to Critical Path Strategies development of the sales process, development and deployment strategy as well as overall marketing focus and messaging.

Results

A customer segmentation model created the foundation for understanding the unique characteristics of Insurity’s customers. Analysis of individual customers within each segment built into Quadrant strategies to identify unique customer strategies and needs. These could then be linked to their marketing and sales deployment strategies. The result is a customer focused marketing and sales approach that efficiently coordinates resource deployment across multiple sales channels to insure value delivery.

"The insights and analysis Optimum Results delivered identified a number of areas where we could leverage our existing strengths and where we could position ourselves for more effective future expansion. In a day-to-day business crowded with data, Optimum Results gave us clarity." Tony Reisz, President

MultiGlow, Inc. - Rapid Response Business Plan Creation

Area of Support

Create a Business Plan for a concept product

Scope

Client had developed breakthrough technology and was speaking with potential investors and teaming partners. They needed a professional, well thought out, detailed business plan to use as the foundation for their conversations. Optimum Results worked with the client to develop a three-scenario Business Plan with complete financials, pricing and production schedules and contingency planning. Plan was completed in a four week window.

Results

Client is finalizing licensing agreements with a major global manufacturer. Several investors are currently evaluating the offering. Client continues to receive very positive feedback regarding the thoroughness and professionalism of the Plan.

"Optimum Results helped us begin to think strategically and best of all, they kept it simple. The roadmap they provided gave us a strong foundation to grow our enterprise and it's working. We have introduced Optimum Results to other firms with our own enthusiastic endorsement." Randy Burris, Vice President

TeeZel - Expansion Campaign

Areas of Support

Research an new expansion market to enable rapid penetration of existing but growing product line

Scope

TeeZel is a golf-tee shaped pretzel. Most of their clients resulted from PGA-related shows and events. They wanted to expand to gourmet food catalogs but just never had time to get to it. Optimum Results was asked to identify 8-10 gourmet food catalogs with the intent to focus on 3-5, obtain contact information and product review and approval requirements.

Results

Optimum Results identified 60 possible candidates with a short-list of 19 that were viable fits for TeeZel. In addition, we identified an additional segment of wholesale gift basket suppliers that were interested in carrying the product. Contact information and logistical requirements were then turned back to TeeZel for follow-up. Even with the growth of scope, we remained within our original not-to-exceed cost estimate.