Why, How & What We Provide
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WHY: We help business leaders address complex challenges across Sales, Marketing, Operations, Product Development, Quality Management, Production, and Technology Migrations—so they can drive performance, scale effectively, and achieve top line and bottom line results.
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HOW: We apply best-in-class expertise and proven lean principles, working closely with leadership teams to align strategy, execution, and accountability. Through a disciplined, collaborative approach, we create a clear roadmap that moves the organization from its current state to its targeted future state.
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WHAT: We engage through flexible commercial models, including retainer-based, project-based, and time-and-material arrangements, tailored to meet leadership priorities and business needs.
Our Services
Smart Transformations exists to solve the critical issues facing our clients, both large and small. Our unique approach is simple, we coach to improve. We provide a specific set of services and solutions to help organizations facilitate change, achieve their vision and optimize performance and productivity, Our approach is always balanced between people, process, & tools.
Call us for a no-charge introductory meeting to discuss your needs.
Introductory Session
Outcome: Exploratory discussion on your needs and pain points. What are bottlenecks and constrains for growth, profitability, quality, etc? A high-level review of your current and desired states.
Business Strategy Session
Outcome: A roadmap for driving Growth and Sustainability: Three Year Strategy Plan, One Year Execution Plan, quarterly scorecards, succession plan, and SWOT with a competitive landscape overview. We will dig into the health and strength of your P&L.
Operational Planning &
Execution Session
Outcome: A roadmap for executing on your one-year objectives and quarterly objectives including timelines, change management and risk mitigation practices, operating rhythms and cadence. Inspection of your P&L model and concepts for improvement including direct and indirect costs. Identify areas within your operations that are prohibiting growth: People, Process, Technologies, & Tools.
Target Market &
Segmentation Session
Outcome: A roadmap for market access, eco-system partnering, direct sales, channels, and identification of target accounts by industry & application. Market Segmentation using CECORE process (GE’s Calibrate, Explore, Create, Organize, Realize). The session includes market sizing (total available market, product available market, served market) and includes a formal roadmap on account-based marketing for your best customers.
Goto Market Planning & Execution
Outcome: A roadmap focused on role centric (persona-based) messaging by an industry for specific target accounts that highlight why buyers and influencers should pay attention to your product or solutions. Session also includes account-based marketing (why and how to do it), website design for specific target accounts, branding concepts and considerations, video production, use of focused social media, blogs, marketing spend and budgets, leading, in-process, and lagging marketing KPIs.
Leadership Development Program (LDP)
Outcome: An in-person or distanced based leadership training program tailored for your high-potential employees. The LDP program is based on the Jack Welch Leadership Development Center Program and covers the following ten topics:
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Leadership (references book Good to Great), Growth as a Process, Social Corporate Responsibilities, Setting Strategies (reference book Blue Ocean Strategy), Operational Excellence & Execution (reference book Extreme Ownership & Discipline of Market Leaders), People & Performance Management, Finance 101, Innovation, & Globalization Considerations
Growth & Commercial Excellence
Outcome: A roadmap for formalizing your commercial sales process to drive repeatable and sustainable growth. Discussion topics include sales process & methodology, cycle times, sales process KPIs (leading, in-process, and lagging), opportunity qualification process and top of sales funnel activities. Also included is, sales & operation planning (S&OP) – getting Ying & Yang to work together, and product versus solution customer approaches. Two hours will be spent on transforming sales teams from product to solutions-oriented to consultative sales as well as developing and implementing target account plans.
Sales Team Enablement Training
Training tailored to your organization:
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Strategic Selling & Large Account Management (based on Miller Heiman methodology)
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Account management and prospecting: Is cold calling dead?
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Wallet share expansion with existing accounts
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Understanding the customer budget cycle (Cap-Ex versus Op-Ex)
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Negotiating
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First meeting imperatives
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Objection handling
People & Performance Session
Outcome: A roadmap for recruiting (talent acquisition), retaining, performance managing, growing, and rewarding your teams. Variable compensation including defining commission plans for commercial teams is also covered. Also discussed, spot awards for maximizing team impact, aligning of leading, in-process, and lagging KPIs with incentives. Lastly, we will discuss the use implementation of the nine-block performance tool (aka the 9 blocker) to identify, drive and grow your high potential employees.
Digital Transformation Session
Outcome: Develop roadmap from current state to future state of production and operations for a site or enterprise……define a roadmap for your production, manufacturing and supply chain. By site, by complex, across your enterprise. We will explore, safety, throughput/yield, quality or reduce costs with ROI and payback modeling. Technologies and systems include IIoT, Robotics, Control Systems, DCS Systems, MES, & ERP Integration.
Quality Management Session
Outcome: A roadmap for evolving your quality management process and methodologies. This session includes how to implement customer feedback into your QMS using the Net Promoters Score (NPS developed by Bain & Company). Also discussed will be Quality centric leading, in-process, and lagging KPIs. An overview of implementing a Quality defect process is also part of this session including communicating issues with customers using a simple three-step process:
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Incident reporting, root cause (Toyota's 5 Why Process), communication and risk mitigation plan.