Business Consulting That Works!
Straightforward - Hands-on Business Consulting!
No Retainers - No long-term contracts to sign - No Account Executives - No Account VPs
Do you need to hire someone else's employees? Don't you already have enough employees?
WHERE WE ARE: 2010 - Stay Current, Relevant, Competitive
2010 finds our business world struggling to rebalance itself. We are in an extended "W" economic rebalance more than a recovery.
Stimulated by market forces beyond your control or your customers' control, purchase decision rationales will alter. Wisely and carefully alter your selling strategies and market solutions to ensure they are fresh, current, relevant and competitive.
You need to know now - right now - how your customers' business is evolving and reshaping. What do your clients gain from your solutions and from your business relationship - or what are they requesting, currently, from your competitor?
Tired 2009 knowledge is of little use to you. Past customer and client research does not measure what is going on in your client's world and head right now. Relating to your customers - building key relationships and purchase trust in you and your solutions is Ken Lerman's mission.
CONSULTING SERVICES: 2010-2012
#1 - Sales Collaboration: Ken Lerman Speaks With Your Customers
Ken Lerman holds unique 'face-to-face" value added business interviews with his client's customers. All have greatly benefited from his insightful and refined third-party interview techniques which provide fertile ground from which to nurture collaborative value added customer relationships, productive, more meaningful solutions - and the framework from which adjusted selling strategies are developed that keeps your business current, relative, competitive and focused.
Ken Lerman's interviews remove any potential defensiveness and keeps the conversation flowing from your customers to you. In addition Ken's interviews remove your customer's uneasiness in saying what they want to tell you and you need to hear - good and bad. All the above is accomplished without threatening, risking or disturbing your business/selling relationship.
Your customers will recognize and thank you for your value added efforts and for the opportunity to share openly with you through Ken, a knowledgeable, seasoned professional resource. You will look good and both your current and potential customers will readily perceive the importance you place on their relationship. Saying you care for your customer doesn't make it so. With Ken, your customer care will be evident.
"Your unique process of third party interviews for your clients' customers should be a part of every business's best practices. This interview is to my (Starbucks) advantage - only if (your client) does something with it." B. S. - Starbucks Roasting Plant, South Carolina
Please call and let's discuss this meaningful and successful customer activity on your behalf - business to business, business to consumer, business to government.
#2 - Development of Collaborative Value Added Selling Strategies (CVAS)
"We have received full value and clear sales benefits from Ken's (national) third-party interviewing on our behalf. We will continue with Ken's services." - S. S., President, Lubrication Engineers
Total Cost of Ownership (TCO) is the bedrock selling strategy requiring a collaborative selling relationship between you, the supplier and your client, the buyer. This relationship between supplier and buyer is more genuinely perceived when developed through a third party. Generally, there is an immediate acceptance with tangible benefit and value realized to both parties.
With this objective, Ken Lerman works with your sales management and staff to develop collaborative selling and working relationships with current and potential users. We then develop your sales presentation skill sets and refocus selling materials that effectively merchandise your value added activities, bringing about solid selling relationships and partnerships with your customers. Have you ever been part of your customers’ or clients’ planning for the following year? Have you ever helped them sell their solutions to their clients? Why not?
Avoiding old commodities in your business solutions and selling strategies is a function of unique product and service benefit. If your solution or service level is “vanilla,” it becomes a necessity to bring enhanced value added solutions to the market . . . something past the vanilla. The Collaborative part of Value Added Selling is an ongoing selling relationship or partnership with your customers and clients that becomes the fertile ground for a cooperative and collaborative working relationship.
#3 - Ken Lerman Speaks With Your Employees
"Ken Lerman is a tiny mustard seed that can move a mountain. My Popeyes employees - management and crew - relate, respect and respond to Ken more positively than any resource I've brought to them in over 30 years." (2009) Willie Kendrick, Popeyes-Wichita Franchisee
Without performance risk, over-exposure or mistake, find out what is going on with your talent. Your talent will relate to, open up to and share the "good and the bad" openly with Ken.
Employee interviews also provide an excellent opportunity to "plant a seed" - a message - through Ken, in the minds of your managers and employees.
Performance-oriented business cultures - that significantly contribute to strengthened profit margins - don't just come about. They are created, developed and sustained by the Business Owner and management.
Like you, your employees and managers are experiencing larger disappointment and personal uncertainty - what is the effect on their attitudes, performance, motivation and behavior?
With Ken's guidance and assistance much greater attention and responsibility is focused on development of the employee and department. Employee development becomes a higher priority for the performance-oriented culture.
Your privately held business can afford to develop a performance-oriented culture that selects, develops, motivates, coaches, promotes and rewards your talent for the successful attainment of business objectives. Ken Lerman employee interviews emphasize fairness and demonstrate your genuine respect (Civility) for the individual and among all employees. This translates to greater performance for you and your business and more profit for you to distribute back to your employees and their families.
Your fair, performance-oriented workplace will also become more attractive to intelligent, better-performing managers, supervisors and employees. Loyal, committed, motivated employees to clear performance of business objectives becomes a united and reasonable goal – good for the business and good for all!
- Selection of Talent - Hiring and Interviewing
- Performance of Talent –
Job Descriptions – weighted, prioritized
- Compensation of Talent - Based on consistent, professional evaluation
- Development of Talent - Cross Training, Skills Development
- Retention of Talent – Career Pathing
- New Employee Orientation & Follow-up (3 month)
#4 - Current, Relevant, Competitive Strategic Thinking, Planning & Implementation
Ken brings a strong, active and experienced Strategic Planning history and credential that is current, relative and competitive to our complex marketplaces, helping to dissolve the uncertainties which constrain the business that keeps it from moving forward. In 1999, Ken began writing to business owners – "Beware – do not become stuck like a deer blinded by the headlights of uncertainty, doubt and fear." Become more current, relevant and competitive in assisting your customer in growing their business.
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Thorough Competitive Market Analysis and Evaluation
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Identification of Competitive and Comparative Advantages/Weaknesses
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Strategic Plan Facilitation, Documentation, Accountability, Monitoring
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Complete Internal Business Analysis
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Complete External Market Analysis
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Financial Forecasts – P&L Forecasts & Assumptions
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Corporate Strategy linkage to product and brands
As a Brand Manager and defensive competitive coordinator, for Johnson & Johnson Baby Products, he learned along with aerospace and financial institutions how to effectively formulate and translate business strategies into segmented marketplace competitive activity and tactics. Later, Ken would help the North American Society for Corporate Planning expand through Planning Forum Inc. by establishing and founding its Kansas Chapter in Wichita.
#5 - Marketing Brands with P&L (Financial) Oversight
Today, Ken continues to delight in joining business strategic analysis and planning to value added brand strategies that are competitively positioned and thereby generate increased market share, revenues, cash flows and brand profitability.
As a young Product Manager at H. J. Heinz, Ken began developing unique marketing strategies. Those strategies today are referred to as “Value Added.” Ken has years of experience in efficiently and effectively leveraging value added strategy across a broad range of industries.
Please call and let's discuss your 2010 business growth and potential.
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