INTERIM AND SHORT TERM MANAGEMENT
When you need to strengthen your
executive team, whether for several days a month, for a
week or two or
for several months, Brian Harrison Smith can solve your problems.
Strategic Account Research
When you need a leader to research your most important accounts and their
industries
Staff mergers
When you need an interim, neutral, leader when two rival departments
are being merged
Recruiting
When you need a senior sales executive right now, while the recruiting
process is being conducted for a long-term sales director or
vice-president.
Replacing a sudden resignation or discharge
Brian Harrison Smith fills the gap when you've lost a senior sales or
operations executive, while you decide on your long term replacement
strategy
Sales meeting external preparations
Call Brian Harrison Smith when you need added seniority and experience
planning important external sales presentations.
Internal sales reviews
Have Brian Harrison Smith act as the high level sales and general
management professional to whom sales reps report, during your regular
operations reviews.
Internal sales reviews rehearsals
Rehearse in front of Brian Harrison Smith, and make sure your sales
presentation will be perfect when you present it to real prospects or
visiting executive management.
Sales meeting management
Choose BHS to manage your regular sales meetings, and ensure sales staff
meet their obligations. Once a month, or quarterly.
New product introductions
When you need highly experienced leadership while designing and
implementing the sales plan for a new service
New service introductions
When you need highly experienced leadership during the design and
implementation of the sales plan for a new service.
Raising Prices
Guide your sales staff though the entire relationship with clients when
raising prices.
"Brian Harrison Smith can fill the
roles of Vice-President Sales, General Manager, Chief Operating Officer,
or CEO on a temporary basis."
Ending products or services
Guide your sales staff though the entire relationship with clients when
notifying them of the elimination of products or services they valued, and
switching them to alternatives.
Synchronizing with marketing
In many organizations, there's a need for occasional or regular -- but not
full time -- senior sales liaison with marketing professionals to match
promotion with the real-world needs of customers.
Synchronizing with finance
When the sales department needs a senior level, highly experienced,
executive to represent its interests in meetings with financial
professionals, inside or outside the company..
Sales materials review
Executive level review -- and a fresh set of eyes -- to determine the
effectiveness of ads, brochures, collateral, and other sales aids.
Inspiration talk
Sometimes, it's great to have an outsider who can talk to a sales
department based on real world experience.
Post downsizing
When an organization has slashed staff, Brian Harrison Smith can analyze
the best way to organize and employ those who remain.
Pin point focus
When an organization has some specific sales problem -- excess inventory,
perhaps, or a new competitor -- Brian Harrison Smith can help your
organization adopt a pin point focus for a week, a month, or a quarter, to
solve this problem.
Firing customers
Brian Harrison Smith can help a sales department analyze which customers
are not profitable, and design and implement programs to either "fire" these
customers or move them to profitability.
Medical and maternity interim management
Brian Harrison Smith can fill in for sales and operations executives away
for medical or family reasons.
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WORKOUTS, RETREATS, CONFERENCES
When you need a hands-on neutral chairman, a facilitator, or a leader to
help your team solve a problem or take advantage of an opportunity
Work-out Sessions,
Planning, Leadership and Facilitation
This program involves working with business
leaders to set and implement business strategy for significantly improved
business results, based on work-out session concepts pioneered at General
Electric. The format involves a series of strategic thinking and planning
sessions to develop a plan and then participating on the implementation
teams to achieve planned results.
"With Brian Harrison Smith chairing
a meeting or facilitating the discussion, everyone feels more free to
contribute their best ideas."
COACHING AND EXECUTIVE AND MANAGER SUPPORT
Athletes know the value of coaching, but they also know that the coach's
style and techniques need to match the talents and strengths of the
players on the field.
Many younger senior executives, often but
not always entrepreneurs, welcome an opportunity to bounce ideas off
Brian Harrison Smith, and benefit from his decades of general management
and sales experience. Often, the executives have risen quickly through
the technology or financial ranks, and trust Brian Harrison Smith to
coach them on their new responsibilities as president or CEO to support
sales. At lower management levels, a
comparison can be made to batting coaches or football offensive coaches,
where an organization benefits from having Brian Harrison Smith work
confidentially with various managers who need one-on-one help developing
skill areas that will permit them to grow and be promoted.
Coaching engagements vary from regular sessions
weekly or monthly to ad hoc sessions tied to client opportunities or
roadblocks. Details
on Work-Outs are here
Work-Out case studies are here
Work-Out and retreat photos
are here |
