Areas of expertise
Strategic Marketing, Customer Loyalty, Go-to-Market
My job is to draw out insights and craft a marketing strategy that reflects a firm's specific situation, available resources, and firm culture. I start by talking to your clients. Focusing on why your clients see your firm as the best choice will change how you think about marketing your firm.
I teach my clients how to grow their firms using fewer resources (money and time) by changing the way they think about their market opportunity and how they focus. In the process, they build better businesses.
A better approach creates better results.
* Learn - Gain focus. Understand the actual reasons your best clients select your firm
* Think - Be strategic. Focus on what matters rather than struggling to do more, more, more.
* Act - Focusing is easy with a Strategic Marketing Plan that reflects your firm's situation, resources, and culture. Clarity and confidence keeps your firm differentiated in a changing market.
* * *
My clients capture more market opportunity, use fewer resources and generate momentum across their entire firm in ways that surprise and delight.
Recognizing that "marketing" is valuable in aggregate, many firms struggle to assess the individual components. Marketing their firm is a burden. They either don't like doing it, or they don't think they are any good at it, or they hesitate because they don't know where to focus.
Learning from the internal team and talking to clients draws out insights to collaboratively craft a marketing strategy that reflects a firm's situation, resources, and culture. When highly technical clients begin to grasp the broad value of a well-founded marketing function, I know I've done my job.
I haven't always been a consultant, so I know how hard it is thinking and acting strategically while holding down a "day job" managing tactical priorities. I've served in key marketing, channel and business development roles for market leaders including: Docent (now SumTotal), First Data, Cornerstone Imaging, and Raychem (now TE Connectivity). For eight years I was Business Strategist for Rubicon Consulting. Experience with a variety of organizations led to my successful process for building customer-infused strategic marketing plans that marketing, sales and the entire firm can embrace equally.
Understanding why customers really select your firm creates the clarity needed to focus on growth while spending less. Extending this same clarity firm-wide creates additional benefits in increased productivity, innovation and employee loyalty. My 4 Principles help companies harness these fundamentals to their full potential--that is, more sales, higher profits, and greater market share.
My credentials include degrees from Claremont McKenna College (Economics, Cum Laude) and The Amos Tuck School of Business at Dartmouth College (MBA), and professional certification in Essential Facilitation from Interaction Associates.
My articles have appeared in a variety of publications.
Free 45 minute consultation
Half and Full-Day Planning Sessions with your leadership team
Strategic Marketing Plan development
• Crimson Consulting Group/Crimson Marketing
• Engineered Environments/VIA
• Johnson Wright, Inc
• Logitech, Openwave/Unwired Planet
• Pearson & Co
• XL Construction