About Us

Who Are We?

What we do

We deliver Business Growth. We do this by using a combination of Skills, Systems, Processes, Tools, Models, Metrics, Technology & Experience to create or improve
  • Customer Profile
  • Value Proposition
  • Go To Market Team
  • Build Customer Relationships
  • Revenue Streams
We combine these into an overall programme to deliver a solution for growth in New and Existing Markets.
We have drawn on experience and combined it with some some state-of-the art thinking, training and books to create our own models & tools that we believe can make a difference. Some books are included in the Reading Lists. We acknowledge that all have added something.
Some have added a lot.

Vision

"We believe in leading people and businesses to grow and achieve their potential.
We believe in creating and communicating value and finding the simple and elegant in the complex.
  • We create a platform for growth through adding skills and methodologies,
  • We establish growth by entering new markets and
  • We optimize growth by developing existing markets.
We create or optimize: Customer profiles , Value Propositions, Go To Market Teams, Customer Relationships & Revenue Streams to deliver this growth".

Vision

"We reduce the risk of achieving business growth whilst providing a platform for creativity.
We are excited about using latest technology & thinking to achieve innovation, greater efficiency and effectiveness. For instance the possibility of combining Tablets, Graphical Models & proven principles to create more intuitive tools and more effective communication, coaching and training.

We believe that with our help you can achieve more than you think and have fun doing it."

Our Values

We are a values-driven organization. For us this means:
  • We put the Client First:   We put the Client's Interest First. We deliver more value than expected. If our Clients are successful we will be successful.
  • We act with Integrity:   We always deliver on a promise.
    We always tell the truth as we see it and do it early.
  • We use Teamwork:   We use teamwork because it delivers the best results.
  • We are Resourceful:   We are not fazed by difficult situations. We are creative and solve problems to deliver results.
  • We are Cost Effective:   We expect our people to spend the client's money as if it were their own.

Our Principles

We use the following principles which are guiding obligations and good practice:-
  • We focus on the delivery Business Growth and Value:   We are ultimately judged on results. We don't get lost in the details or over analyse.
  • We know every Client is Different:   We tailor our approach to suit the environment.
  • We don't Reinvent the Wheel:   We learn from experience. We use skills, systems, processes, tools & metrics to reduce risk and make us more cost effective
  • We use value to drive Strategies & Opportunities:   Value is fundamental to successful sales strategies and opportunities.

Our Themes

Themes describe aspects of a client engagement that must be addressed continually:
  • Business Case:  Establishes mechanisms to judge whether the project is (and remains) desirable, viable and achievable.
  • Organization:   Defines the project roles, responsibilities and structure of accountability and reporting.
  • Leadership & Stakeholder Engagement:   Direct, influence and motivate others towards achieving objectives. Includes stakeholders that are outside direct control but can affect, are affected by or perceive themselves to be affected by the project. Operations, Marketing, Finance and company leadership are included as stakeholders.
  • Metrics:   Defines and implements the means which the project will create and verify deliverables such as business growth, market share etc.

Our Themes

  • Plans:   Facilitates the communication and control by defining the means of delivering the objectives stating where, how, by whom , by when and how much.
  • Risk & Issue Management:   Enables the identification, assessment and control of uncertainty and as a result improve the ability of the project to succeed.
  • Change:   Enables the identification, assessment and control of any potential and approved changes to the baseline objectives.
  • Progress:   Establishes mechanisms to monitor and compare actual achievements against those planned; provide a forecast for the project objectives and the project’s viability and control any unacceptable deviations. The Sales Management System and Sales Automation System facilitate this theme.

Sales & Marketing

  • New Solution Selling: Keith M Eades SPI Interational
  • Selling to Big Companies:   Jill Konrath
  • Let’s Get Real or Lets Not Play:   Mahan Khalsa & Randy Illig
  • Crossing The Chasm:  Geoffrey A. Moore
  • Reward Systems:   Steve Kerr
  • Compensating the Sales Force:  David J Cichelli
  • The Trusted Advisor:   David H Maister, Charles M Green, Robert M Galford
  • Power Base Selling:   Jim Holden
  • The 22 Immutable Laws Of Marketing:  Al Ries & Jack Trout
  • Marketing Communications:  Chris Fill
  • Understanding Digital Marketing:  Calvin Jones, Damien Ryan

Sales & Marketing

  • Positioning:  Al Ries & Jack Trout
  • The Psychology Of Influence:  Robert B. Cialdini
  • Persuasion:  James Borg
  • Permission Marketing:  Seth Godin
  • Customer Centered Selling:  Robert L Jolles
  • Spin Selling & Major Account Selling:  Neil Rackham
  • Strategic Selling, Conceptual Selling:  Stephen Heiman, Diane Sanchez & Tad Tuleja
  • Rethinking the Sales Force:   Neil Rackham, John De Vincentis
  • Sales Force Design for Strategic Advantage:   Andris A. Zoltners, Prabhakant Sinha & Sally E Lorimer.
  • Business Model Generation:   Alexander Osterwalder and Yves Pigneur

General Management & Strategy

  • The Prince:   Nicolo Machiavelli
  • The Art Of War:  Sun Tzu
  • The Art Of War for Managers:  Sun Tzu & Gerald A.Michaelson
  • The 5 Rings:   Miyamoto Musashi and Thomas Cleary
  • Lessons from Private Equity Any Company Can Use:   Orit Gadiesh and Hugh MacArthur
  • Winning in Turbulence: What Does the Downturn Mean for My Business and How Will I Get Through It? :   Darrell Rigby

General Management & Strategy

  • Lean Thinking:   James P Womack & Daniel T Jones
  • The Toyota Way:   Jeffrey Liker
  • Managing Performance:   Performance Management in action:- Michael Armstrong & Angela Baron
  • Performance Management:   Harvard Business Essentials
  • The McKinsey Mind:  Ethan M. rasiel and Paul N.Friga
  • The Mind Of The Strategist:  Kenichi Ohmae

Leadership & Coaching

  • Leadership Plain & Simple:  Steve Radcliffe
  • Leadership & Self Deception:  The Arbinger Institute
  • The Tao Of Coaching:  Max Landsberg
  • The Inner Game Of Tennis:  W. Timothy Galwey
  • Zen & The Art Of Archery:  Eugen Herrigel
  • Effective Coaching:  Myles Downey
  • Man’s Search For Meaning:  Victor Frankl   (Inspiration to Steven Covey's 7 habits and other books)
  • The Origin of Virtue:  Matt Ridley
  • Winning & Jack:  Jack Welch
  • Drive:  Daniel H.Pink
  • The Chimp Paradox:  Dr. Steve Peters
  • Start With Why:  Simon Sinek

Technology & IT Leadership

  • The Adventures of An IT Leader:  Robert D. Austin, Richard L.Nolan, Shannon O’Donnell
  • Service Oriented Architectures for Dummies:  Judith Hurwitz, Robin Bloor, Marcia Kaufman & Fern Halper
  • The Official Introduction to the ITIL Service Lifecycle:   OGC
  • Prince2:  OGC
  • Speaking in Styles:   (Fundamentals of CSS for Web Designers) Jason Cranford Teague
  • Creating Google Gadgets:  Google
  • Art & Design in Photoshop:   Steve Caplin
  • Beginning HTML, XHTML, CSS, and JavaScript   Jon Duckett
  • JQuery UI 1.7:  David Wellmann