Here are a number of people we've worked with and the results we've produced for them. Often, when you are involved in a situation, you lack the distance or perspective to see a solution. We help our clients raise their performance to new levels by bringing an independent perspective, a fresh set of eyes, and a disciplined and professional framework to analyze their situation, determine their overall goals and objectives, work collaboratively to determine alternatives and then select the best alternative that fits their goals and minimizes their risks.

Case 1: Profit Improvement.

Problem/Situation: A company was experiencing 40% annual growth but its price increases were not keeping pace with dramatically rising labour and input costs.

Solution: We undertook a thorough cost analysis including fixed, variable, direct and indirect costs. We determined the actual costs and gross margins for a variety of service and product offerings. We developed new pricing strategies for a variety of its services. We separated out services that were previously bundled or not charged for. We negotiated with customers for terms more consistent with other industry's billing practices. We increased prices based on increased costs. We strengthened relationships with key customers by practicing open book management.

Result: Standard billing rates increased 40% resulting in improved cash flow and profitability without a loss in sales volumes or work activity. Higher billing rates provided resources to increase wages, implement a performance compensation incentive, and fund pension and benefits. This resulted in higher employee retention. Also resulted in higher billing efficiency and improved employee performance due to the alignment of compensation and HR policies with overall strategy. Managers and employees felt better about themselves because they were finally charging their customers and being paid what they were worth.

Case 2: Strategy.

Problem/Situation: A growing company was overly reliant on one industry for 100% of its revenues.

Solution: We analyzed the company's skills and core competences. We helped the managers analyze their opportunities and threats in the external market. We developed service and pricing strategies that reflected the needs and practices of other industries.

Result: Management has strategically built relationships with other companies in other industries. The company is working towards generating 25% of its revenues from other industries. Revised prices have increased profits and provided resources to fund diversification.

Case 3: Human Resources - Retention.

Problem/Situation: A service industry was at risk of losing key management personnel to competitors and other industries due to a tight labour market.

Solution: We interviewed managers to assess their needs and perspectives on the current employment situation and specifically on their compensation. We analyzed the company's compensation and performance management practices. We recommended a performance based bonus that represented a significant portion (greater than 10%) of the base salary, with the bonus potential to become 20% or higher. We recommended the company implement a pension plan that was tiered based on skills or years of service in order to compete with larger companies' policies and retain key employees. We worked with the company and a pension provider to educate the managers about the process and implementation. We aligned the performance compensation with the overall company strategy so that the company was rewarding desired behaviours consistent with its strategy.

Result: Zero involuntary manager turnover during the year. Increased commitment and morale among managers. Improved cooperation and communication among managers. Aligned manager performance with company strategy by using the performance compensation plan.

Case 4: Succession Planning.

Problem/Situation: A business founder was at the limit for management capacity yet the business was continuing to grow at a rapid pace. Major customers were concerned about future business continuity.

Solution: We met with the owners and the family members to discuss future opportunities. We developed a framework for future ownership that included family and non-family employees.

Result: The owners have begun the formal succession planning process. The owners have identified future successors. Major customers are relieved that the process is underway. Family members and employees are energized and committed to the future of the company.

Case 5: Working Capital Financing.

Problem/Situation: A growing business with seasonal peaks was running up to the limit on its operating line of credit with the bank.

Solution: We analyzed the seasonal cash flow cycles and prepared financial projections for future years. We prepared financing proposals and approached lenders.

Result: The company received $100,000 working capital term loan to top up its cash position. This cash reduced the need to utilize its operating line and was used to fund business expansion.

Case 6: Profit Improvement.

Problem/Situation: A well respected and rapidly growing company was had profits below its potential and pricing did not represent the company's strong competitive position.

Solution: We analyzed the company's products, services, and pricing strategies. We ranked the company's customers by profit, types of products and services consumed and potential. We developed pricing strategies, matching prices with value delivered to different customers and industries. We improved billing and collection practices.

Result: Dramatic and immediate improvement in cash flow and profitability. Company was able to expand and grow using internal cash and did not have to take on additional debt.

Case 7: Working capital and accounts receivable.

Problem/Situation: A company with a high volume of customers was experiencing high levels of accounts receivable and slow cash flow.

Solution: We analyzed the company's credit and collection policies. We analyzed aged accounts receivable and cash flow and compared these against industry and best practice benchmarks. We developed improved collection procedures that included specific steps and collection processes at different points of aging. We helped the collection process get some teeth with slow paying customers.

Result: Outstanding accounts dropped by two thirds from the previous levels. Staff were able to use their time on more productive tasks of running the business. Time to collect outstanding accounts dropped significantly. Cash flow improved. Employee stress and frustration levels decreased.

Case 8: Financing.

Problem/Situation: A young professional wanted to acquire an established clinic.

Solution: We enhanced the professional's lack of management experience by providing a retainer-based outsourced financial consulting role. We developed financial projections and prepared a financing proposal. We submitted this proposal to numerous lenders to obtain competitive bids. We performed monthly reporting to the bankers. We trained the professional on management matters.

Result: The professional purchased a clinic under favourable financing terms. The bank's trust in the numbers increased due to our involvement. We transferred management knowledge to the professional. The professional was able to carry on running the business on their own.

Case 9: Minimizing taxes and increasing wealth.

Problem/Situation: A stable business held all its assets in one operating company and had no means to minimize tax or protect its wealth.

Solution: We recommended a corporate reorganization that included a holding company and family trust. We worked with their professional advisors (accountant and lawyer) to implement this new structure. The company moved assets to a holding company. All family members were made beneficiaries of the family trust.

Result: The operating company generated profits, paid corporate tax and then transferred surplus funds to the holding company tax free. The holding company then invested these funds and these investments were protected from claims from the operating company because they were in a separate legal corporation. The investment proceeds were paid out as needed to all members of the family via the family trust at preferred tax rates. The results were that wealth accumulated more quickly, taxes were minimized, and investments were made in children's educations and quality of life things like savings and vacations at much lower tax costs. Savings were in excess of $100,000 and provided for additional ongoing tax savings.

Case 10: Strategy.

Problem/Situation: A busy health care clinic wanted to improve its employee commitment to the business and their focus on the patients.

Solution: We facilitated a team planning session that involved all the employees in analyzing their business and their industry. We segregated the valuable service components provided to the patients and how each person's role impacted patient care. We involved the team in developing ideas to improve service efficiency and effectiveness.

Result: The employees were more committed to patient care and improving service levels because we asked for their opinions and they had an impact and control over their duties. The owner transitioned some administrative duties to senior staff and could focus more on patient care. The staff felt more challenged and recognized for their skills and could take on managerial tasks. Morale and communication improved.