Leading without an understanding of finance…
…is like flying into a blizzard with no instruments, it’s almost always fatal.
Here are some of the many advantages understanding finance offer:
- More profitable strategies.
- Stronger cash flows.
- Judicious use of debt.
- Operational excellence.
- Financing on YOUR terms.
- Shortened sales cycles.
- Higher returns on marketing dollars.
- More talented employees.
- Greater growth potential.
Here are some of the results I was able to get for my clients.
|Toxic Waste Disposal||Rapidly growing business was outstripping the owner's ability to handle RFPs. His challenge was finding salespeople who knew how to bid toxic waste disposal work.I created a bidding template which enabled successful seasoned salespeople to bid jobs without any previous industry experience.|
|Concrete Construction||Within a month of receiving 4 hours of coaching, cut billing cycle from 3 weeks to 2 days allowing them to pay off their line of credit and leave it untapped for 4 consecutive months.A problem that had client giving up half of their change order revenues and waiting 75 days for their money was solved with a 2-paragraph memo. This memo also generated RFPs from general contractors they couldn't previously get in to see.Adding 2 people to a 12-person crew doubled production capacity."In 13 years I've never had a question that Dale couldn't answer."|
|Bank Subsidiary||Solved morale problem saving client $125,000 a year in overtime and temporary help costs.|
|Railroad Contrator||Company had lost money for two consecutive years and was experiencing severe cash flow problems. Within 6 months, they had paid off 2 loans and had cash in the bank.|
|Residential service||Streamlining sales/bidding and back office processes raised margins from 24.8% to 41%, freed up employees' time to tackle new initiatives and identified 12.5% price improvement opportunity.|
|Distributor||Within 6 months cut average age of receivables from 55 days to 38 days...3 days better than the industry average...without losing any customers.|
|Defense Contractor||Margins improved through better coordination between the estimating and engineering groups.|
|Plumbing Contractor||"Projects that our competitors have been working on for years, we completed in a few months...Our new hires are amazed at how much we accomplish with the limited staff we maintain."|
|Equipment Manufacturer||Redesigned sales force compensation that resulted in double-digit margin increases.|
|Government Agency||"We have been going through the process of self-directed teams for the past two years. The concepts and tools had all been provided...but I was at a loss as to how to get over the last hurdle. Your book, presentation and counseling sessions did the trick!"|
|HVAC Contractor||"I learn more in 2 hours about what's going on in my business, then I used to learn in a whole week."|
|Secondary Education||"Your book, The Uniqueness Myth, has become an integral part of my high school Business Management curriculum...their ability to read, understand and present the topics has been excellent. They have also demonstrated the ability to relate the information to real world examples."|
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This primer, and ready reference, includes: