Management Consulting
Hartley & Associates assists growth of corporations through a recognized series of lifecycles that are caused by the changing requirements of expanding business. Within these lifecycles (which are virtually the same within every corporation) all elements of the business are impacted. Hartley & Associates experts serve as a temporary expansion to the corporation's management team so that it can successfully react to and handle the transition to each new lifecycle.
Corporate Lifecycles
Dr. Ichak Adizes introduced the concept of corporate lifecycles in his book, titled “Corporate Lifecycles - How and why corporations grow and die and what to do about it.” Dr. Adizes described corporations as being parallel to living organisms in that they are born, grow, age and die. Organizations that are not able to recognize and adapt to these changing phases, or lifecycles, often fall victim to well-documented traps and fail to reach their full potential, sometimes even going out of existence.
The Transition Periods
Corporations are most vulnerable in the transition periods that lead into these lifecycles because the existing management team usually is not able to recognize, or does not know how to handle, the changing conditions in time to respond in an effective manner. They are focused on dealing with daily operational issues and do not have the time or the necessary expertise.
The solution is to bring in Management Consultants. The staff of Hartley & Associates has previously experienced these transitions with multiple clients and knows how to successfully take a corporation into the next lifecycle of its growth. These experienced professionals function as interim managers to direct the re-engineering of business processes during transition periods. Upon completion, the existing management team again takes control of the corporation. These processes usually take 90 to 180 days to complete and the client is always kept up to date on the progress.
Business development is a constant issue for all growing corporations. Sales strategies must be continually developed to increase revenues and respond to changing market conditions. Unfortunately, most sales management teams are focused on reaching current sales goals and don't have time to look into new opportunities or plan alternative distribution channels. Without this necessary looking and planning, financial risks are greater and odds for success are less. The solution is to bring in the experts from Hartley & Associates to do the looking and planning that you would do if time permitted.
The Consulting Process
Hartley & Associates begins with an analysis of the current business processes, the installed base, your products and desired sales goals. Special consideration is given to distribution channels because proper channel balance is essential to reaching the target markets while maintaining net profit targets.
With many years of experience building and managing channel partner programs, Hartley & Associates can quickly analyze current distribution channels and implement programs designed to expand sales into new markets. The Hartley & Associates network of business partners can also provide products and services to complement and expand your product line.
Hartley & Associates' Consulting service opens the door for high tech companies to sell additional products and services to their existing customers. This service also creates the opportunity for reselling current products and services into new markets without increasing risks such as advance funding or premature staffing.
Hartley & Associates offers the following business development services:
Distribution Programs
- Product/service positioning
- Sales channel strategy creation
- Direct sales staffing
- Strategic partner business development
Sales Processes
- Customer/prospect management
- Product pricing and discounting
- Compensation program planning
- Sales activity reporting
Transition Management
- Current process review
- Infrastructure development
- Interim Management