$20M Supply Distribution and Logistics Firm

Client

Office of the CEO

Problem

Large well-known players began entering a previously untapped marketplace, creating a formidable competitive landscape and changing the way the firm had previously done business. The new players had deep pockets and brand name recognition though the client still held an advantage in intellectual know-how in a highly regulated market.

Deliverables

The Medlin Group assisted the client in designing, developing and delivering multiple internal processes and enhancements to keep the company focused and to minimize reactive activities. These offerings included:

•  CEO One-On-One Coaching: The CEO had founded and grown the business to a $20M operation in less than 10 years. With that growth came new challenges. The CEO wanted a safe environment with trusted advisors where new ideas, current problems and strategic brainstorming could be openly discussed. A confidential coaching plan was put in place with the CEO that would enable these broad discussions and offer fresh insights and designs.
  
•  CEO Dashboard: The CEO Dashboard is a tool whereby the critical metrics of the company could be tracked, updated and evaluated on a regular basis, giving the CEO a more consistent and timely pulse on what was happening. This Dashboard helped perpetuate a more consistent business rhythm for the company by allowing the executive team to focus on and adjust to critical trends and noteworthy changes. In addition, it allowed them to eliminate unnecessary or distracting time-consuming activities and to really stick to their game plan instead of being completely reactive to what was happening to them that others invoked.
  
•  Communications Plan: A company communications plan was developed so the management team could deliver consistent and relevant messages throughout the organization. The plan was two-way, both reinforcing of the company’s plans, goals, and objectives and designed for feedback and observations from the employee base around internal process improvement, competitive rumors, or morale issues.
  
•  Sales Focus: A sales effectiveness program was invoked to ensure these highly talented resources were focused on either improving revenue opportunities with current clients or identifying and closing new clients. Other resources both inside and outside the company were invoked to handle issues around customer maintenance, customer responsiveness and prospect prequalification.