Recent Engagements
(Partial Listing)
Marketing
The Challenge: ~ A rapidly growing middleware company needed to open new markets for its database products in order to maintain its competitive edge. Hartley & Associates was selected to develop and implement a worldwide marketing and sales distribution program, consisting of value added resellers and international distributors. This assignment included new marketing tools, hiring additional staff and recruiting/training new business partners to sell and support the product line.
The Results: ~ The new sales channels created an immediate increase in domestic sales and opened new markets in Europe and South America.
Sales
The Challenge: ~ To develop and implement a worldwide sales distribution program for a rapidly growing middleware company. Hartley & Associates was selected to review the existing direct sales strategy, set up a channel sales program (consisting of value added resellers) and international distributors. This assignment included recruiting and training the new business partners to sell and support the products.
The Results: ~ This new program resulted in a dramatic increase in sales with market expansion into Europe and South America with an expanded staff.
Interim Management
The Challenge: ~ An e-commerce software supplier start-up needed an expanded sales/marketing infrastructure. It had generated some early sales success and was looking for some temporary leadership to help prepare for the next corporate lifecycle. To meet this need, Hartley & Associates provided a senior consultant to serve as interim vice president of marketing to create and implement new sales/marketing programs and, in addition, build a staff to take on continuing management responsibilities.
The Results: ~ With this help, the company was able to rapidly increase sales and become a major player in the exploding e-commerce market.
Recruiting
The Challenge: ~ One of the world's largest distributors had a plan to convert their semi-automated purchasing and buying system into a full-blown automated e-commerce system. They needed new technical managers, project managers, software engineers, programmers, database administrators and technical support teams to accomplish their objective. The assignment was completely handled at the client's location.
The Results: ~ Hartley & Associates successfully staffed the organization with 37 people in 36 weeks at a minimum cost of hire of 13.2%, even though some of the positions were unique and required difficult searches.
IT Services
The Challenge: ~ A medical Professional Services company needed a migration of a proprietary database and re-creation of the main applications, using Visual Basic. The company was having difficulty in collecting receivables due to poor client record control, which caused a loss in revenues and higher costs. In addition, the corporate sales and scheduling system was plagued with daily crashes.
The Results: ~ Hartley & Associates provided experienced technicians and took on full project management activities. When the process was completed, the company was able to recover several hundred thousand dollars of receivables, gain increased productivity, reduce staff and re-position itself for renewed growth with a stable, expandable system.
Interim Management ~
Staffing ~
Policy & Procedures
The Challenge: ~ A computerized scale and mail system company was having support, quality and delivery problems in their software department. Hartley & Associates provided on-site interim management for a period of 12 months. During that time, the programming staff head count was reduced from 12 to 7, then brought back up to 10. A new customer support position was created and staffed. New software bidding, development, quality assurance and support policies & procedures were created and implemented. Staff turnover was eliminated.
The Results: ~ All project goals were met, customer support was improved, software quality was significantly enhanced, application programs were stabilized, and the company enjoyed positive customer feedback.
Market Awareness
The Challenge: ~ A start-up Computer Services company needed a corporate identity package. Hartley & Associates provided a new logo, letterhead, envelopes, business cards, etc. A corporate web site was created with white papers. These papers included detailed information to educate the clients about their interface, bidding and implementation procedures. In addition, Hartley & Associates created a corporate 4-color brochure and press kit for the client.
The Results: ~ An image of a successful company was established before they engaged their first customer.