Case Studies for Business Development

Case Studies: Client Examples

Client Example: Talent Management: Intellectual Talent Mentoring

  1. Situation:  Frustrated Owner.  Company experienced high growth over 4 year time period.  Grew from 5 – 35 employees.  Intellectual talent was key problem:  Low employee morale, employees not 100% productive, Unable to effect change in the organization to stimulate growth.   Leaders aren’t leading.
  2. Discovery:  Administered multiple tools to analyze the business from 55 key stats
  3. Issues relative to the team:
    1. Turnover of 85% in the last year, similar for previous years
    2. No operational functionality:  No processes or procedures established to deliver services
    3. No employee alignment:  No job descriptions, appraisals, expectations of performance ; no team utilization
  4. Actions
    1. Perform Competency benchmark for key positions
    2. Perform assessments against the benchmark
    3. Developed action plans to improve productivity
    4. Executive Coaching
    5. Training/Team Building
    6. On-line tools for non-leadership positions to help improve individual performance
    7. Established process manual for all flows of activity
    8. Employee process defined from hiring, training, appraising, expectations
    9. Assessment tools developed for each of the above areas.
    10. Individual and team objectives established and measured on a scorecard
  5. Results
    1. Reduced turnover to 15% or roughly national average in 14 months
    2. Process manual allowed training on process/services to ensure each team member understands goals
    3. Have the right people in the right job function, and are hiring more efficiently
    4. Leaders understand goals, and hold the teams/individuals accountable for the goals

Client Example: Performance Management; Business Coaching and Intellectual Talent Mentoring

  1. Situation:  $65.0 M Company experiencing emerging growth issues when taking the company to the next stage of business.  Are successful to this point by accident and hard work.  Doesn’t know how to replicate the success to continue to grow.  Now stagnant, few large clients, organization in disarray, no vision.
  2. Discovery:  Administered multiple tools to analyze the business from 55 key stats.
  3. Issues relative to the company:
    1. No vision or clear goal definition
    2. No planning process:  No business plan,  no precise sales/marketing efforts
    3. No financial indicators being measured – no scorecard
    4. No communication plans within company or to clients established
    5. Decision making style inconsistent amongst leadership
    6. No branding/PR
  4. Actions
    1. Mission, Vision and Values Statement created
    2. Corporate structuring/facilitation of meetings by Neutral 3rd parties
    3. 1st Business plan, Sales Plan and Marketing plan process developed and implemented
    4. Company re-branded from logo to positioning in the marketplace
    5. Developed action plans to improve productivity:  based off behavioral and priority assessment for owners/leaders/managers
    6. Branding:  Strategy is essential…Marketing Tools created to reflect the essence of the brand in all materials including website
    7. Employee Assessments, Appraisals completed to ensure alignment to goals
    8. Executive Coaching
    9. Financial Benchmarking:  Individual and team objectives established and measured on a scorecard
    10. Provided client with access to resources otherwise not available.
  5. Results
    1. Increased large client representation from 1 states to 14 states in 15 months
    2. Added additional national accounts to add new revenue streams
    3. Processes defined and replicated to minimize activity
    4. At this stage, the business will make a name for itself.  Unique branding is key, and executed in the marketplace
    5. Favorable press – company is above the radar now
    6. Positive Outlook from the Team and Flexibility to drive performance

Client Example: Synergy Issues

  1. Situation:  When a client needs to switch to duplication and delegation.  This is the most difficult state of the business and this stage is the graveyard for most Small/Medium Business Owners.
  2. Discovery:  Applied the normal business assessment tools
  3. Issues:  The owner is more of the problem that the solution and is having trouble giving up control.  Working too much IN the business rather than ON the business.
  4. Actions
    1. Organization charts with descriptions
    2. Benchmark all positions in the business
    3. Policies and Procedures manuals must be developed or fine tuned
    4. Executive Coaching:  Persuade the Owner to leave the employees alone long enough to perform their jobs.
    5. Intellectual talent mentoring:  Training of employees and then empower them (and reward them) to take initiative
  5. Results
    1. Improved financial performance by 300% simply by reducing the service cycle and being more efficient
    2. Owner able to invest more into the company for growth as he is building the strategy not working the details
    3. Company is poised to grow to the next business level.

In summary for the client examples, Henry Business Solutions brings the ability to Discover, Develop and Deploy Resources which enables personal and business growth.  By using unique solutions for each client, the right mix of business coaching and intellectual talent mentoring will be generated to enable clients to succeed.

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