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Morettini on Management Blog
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"We originally engaged PJM Consulting to review and revamp our marketing. Our sales at the time were in a slow decline. Phil Morettini helped us re-position our company and product line, changing the emphasis from consumers to business customers. Concurrent with re-aligning our company's operations for this new focus, he dramatically enhanced our consumer distribution channels--raising the number of retail outlets stocking our software from less than 10 stores to in excess of 1500. Our revenues began growing briskly again. We would gladly work with PJM in the future."
Scott Pickett
President & CEO, Adept Computer Solutions
Services
PJM Consulting provides services through engagement custom-designed to meet the needs of each unique client. We can be retained for as little as a day of “intensive intervention” with the client management team. However, our typical engagement utilizes a monthly retainer to minimize costs, so we can serve as your “on call” expert, serving as a sounding board, part-time functional manager, or “strike team” for the company’s most critical near-term or strategic initiatives. We can engage for a set period of time for a product launch, or on an open-ended basis to turnaround a sagging product line-“until the job is done." It depends solely on the requirements of the specific task and preferences of the client.
As stated above, we typically work on a retainer basis, since under this arrangement we can offer our lowest cost alternative, therefore the most “bang for the buck.” But we will also take on short-term projects on an hourly basis, if that is the client's desire.. In extraordinary circumstances, , we will even consider taking part of our compensation in equity or or some other form of compensation, if the situation warrants it. The only way we don't work is on a contingency basis. Just like our engagement terms, our compensation is client-driven as well.
PJM Consulting can provide significant value across key segments of your organization. The highlighted areas of the diagram below as well as the sample engagements which follow illustrate our core competencies, where we can make the biggest impact on optimizing your business:
SAMPLE ENGAGEMENTS:
Product planning and new market studies:
How successful was your last product launch? The trick is getting the product designed and developed properly to meet the needs of the target market. If you’ve target the “wrong” market with your technology, or haven’t developed the best user interface—you’re probably in trouble—no matter how “killer” your underlying technology is. Unfortunately, all too often a product doesn’t “hit” until it’s second release because of product/market planning issues like this. Let us help you get it right the first time.
Establishment/modification/implementation of worldwide distribution strategies:
Are your products being sold through every channel that is applicable? Are you only selling in your home country, leaving the rest of the world to your competitors? Or is your product line over-distributed and suffering from massive channel conflict? If so, we can help—we’ve tackled these problems successfully too many times to count.
Operational review of corporate plans/staff/budgets:
We look for inefficiencies throughout the company—something that is often done more effectively by a third-party who isn’t “too close” to pet projects and departmental fiefdoms. We can help redirect a company toward a more profitable future if the strategy isn’t optimal. Or we may uncover resource that aren’t being used optimally or other inefficiencies, allowing the “found money” to be utilized to accelerate the current strategy.
Sales force effectiveness, tactics and compensation plan review:
Are you getting the most out of your sales force? Is the sales compensation plan fully aligned with overall corporate goals? Is the sales base/incentive split such that the sales people are properly motivated? We can help make sure that your hot product moves as fast through the sales pipe as possible.
Optimization of Marketing/Promotional mix within organizational budgetary constraints:
Everybody loves to see a full-color ad of their newest product in their favorite magazine. Or go to a trade show to “show it off”. But you have a limited marketing budget and window to hit your revenue targets—are these the fastest and most efficient ways to the promised land? Every product, target market and market stage is a little different—and no one marketing mix “fits all”. We’ve used just about every business-to-business and consumer technology marketing method in existence. Let us design the right plan for your situation—and stay with you to implement it until you’ve reached success.
Implementation of New Marketing and Sales Tactics :
We can engage on a very tactical basis as well as strategic. PJM has expertise in online marketing activities such as PPC advertising and SEO optimization. We can initiate and run these activities for you. We also have deep experience in offline tactical marketing activities such as white papers, PR, print advertising, trade shows, and much more. Whether you need strategic assistance, tactical assistance, or a little of both, we can help you hit the ground running--quickly and efficiently.
Strategic Partner Planning, Selection and Recruitment:
A very underutilized marketing approach is to partner with complementary suppliers. From potential channel partners to vendors who offer non-competitive products to the same target audience, there’s great potential to partner. Not only is partnering underutilized, it’s very inexpensive when done by experienced and skilled business developers. Let us be your “outsource” Business Development/Alliances department.
Profitability review: Drop more to bottom line without adversely impacting the future
Your sales are rising, but profits are lagging—or non-existent. Is your company in the “habit” of always “investing” and never “profiting”? Which product lines are creating revenue but have little hope of significant profits? What expenditures are truly driving the business, and which could be eliminated with no adverse impact whatsoever? Learn which departments are core, and which activities would be more efficiently outsourced. We can show you the way to maximize what really counts in any business—the bottom line.
M&A-Acquisition/divestiture strategy to optimize the product mix
Are you competing in the right markets given your company’s strengths and weaknesses? Do you have a product line or Division that just doesn’t “fit” with the rest of the business? Can you develop that next product internally and still make it through the market window? Technology markets move at warp speed these days, and sometime you just can’t get to where you need to be fast enough using internal resources. Merger & Acquisition strategies are not for the faint of heart. If done poorly (as they are all too often), M&A can be disastrous for a company. But done well, almost nothing can position your company for growth faster. PJM Consulting has done many transactions and successfully integrated acquisitions into the “mothership”—let us guide you to avoid the pitfalls that trip up many potentially successful transactions.
Interim senior management including CEO, COO, GM, VP Marketing, VP Sales, VP Business Development
Haven’t fully staffed your early stage company yet—but can’t afford to make mistakes in one of those critical functional areas? Had a key manager leave your established firm at the worst time? PJM Consulting can provide proven, seasoned expertise to make sure sound decisions are made until a permanent manager is brought on board—keeping your business on a winning track.
Download PJM Consulting Brochure
Contact PJM Consulting to discuss solutions to move your company to the next level today!
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