Notice

We leverage our knowledge and experience to provide client specific assistance that is built upon three areas of expertise: Business Development, Sales Performance, Investor Collaboration.



Business Development

Our business development capabilities support clients in the development of business plans and go-to-market strategies that take full advantage of their unique value propositions and focus their efforts in areas that are most likely to yield the greatest return in the shortest time possible. While these plans are obviously important to the growth and development of the company’s internal organization and operation, they are equally important to their discussions with potential investors and strategic business partners.  We provide guidance to insure that the business plans and strategy documents resonate with these audiences, and we assist our clients in their efforts to identify and secure partnerships deemed critical to their growth.

Sales Performance

Our sales performance capabilities are designed to support clients with the assessment, development and enhancement of all aspects of their go to market strategy.  Specific areas of focus include sales strategy, sales process, sales positioning, sales messaging, sales tactics and tools, and sales education and training. For established companies, we serve as an extension of the executive sales and marketing office for specific projects or more broadly in the capacity of a “virtual” sales operations office.  For earlier stage companies, we can serve in the capacity of a “virtual” chief sales and marketing officer that assists with setting the initial strategy and go to market plan that will then serve to guide the recruitment of the permanant team members. 

Investor Collaboration

We collaborate with investors on the analysis of high growth market segments and the companies that operate in those segments.  Investors interested in either emerging markets or established market segments utilize our services to identify the most appropriate targets or combination of targets to pursue.  Once the targets have been identified, we assist in negotiating a position and/or performing due diligence pursuant to an investment.  Finally, we assist the companies that our investor clients have already invested in with our business development and sales performance capabilities.

"In all of these areas, Brian has provided very understandable, logical, and valuable input. He has a very thorough approach, delivered in a measured manner, which makes the information he provides very actionable and usable."

"His experience and knowledge in the HIS world is extensive and his understanding of the industry is encyclopedic in nature. His ability to make a positive impact is not limited by the size of the company, the technologies being sold, or the markets being sold into."

"Brian is exceptional at assessing a market and building short and long term strategies by which to attack it.  No one knows their way in and around the healthcare IT market better than he does."

Betterment

"Business betterment through betterment in salesmanship."
Mission Statement
Detroit Sales Club
Circa 1915

Sales Process

"Although companies know they need a message that stands out in the marketplace, 62% of executives rate thier company's message as average to poor, and only 38% say their company has a differentiated story."
Corporate Visions
Survey of World Class Sales Organizations
2009

Gartner

"Selling is now about demonstrating the value of the product to process improvement...70% of the current IT sales force will not be able to make the transition".

Tiffani Bova

VP Channel Sales Strategies

Gartner Group, 2012

Handshake

“The visible hand of management's innovation could not have succeeded without the visible handshake of a team of professional salesmen in the field.”
Birth of a Salesman
Walter Friedman
Copyright 2004

Outstanding!

“If given the choice between an outstanding product and an average sales team , or an outstanding sales team and an average product, there is no doubt but that I would choose to have an outstanding sales team every time.”
Thomas J. Watson Sr.
CEO, IBM
1914-1956