Solutions for Mid-Size and International Businesses
Employee engagement across all levels, and organizational discipline are essential to the successful execution of the strategy.
DATA ANALYTICS
Be advised by executives who used analytics to run their businesses
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Developed data analytics models for a $450M Internet solutions company to make decisions in pricing, comp-plans, capex, and on how to best scale the business. The models showed how each option impacted monthly recurring revenue, profitability, cash flow and shareholder value. The analytics evaluated the interaction of multiple variables such as sales ramp-up by service, sales-comp, bookings, collections, churn, attrition, customer acquisition costs, and capex per client and site.
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Developed the “client profitability outlook” for a $500M IT/Professional Staffing firm that analyzed bill rates, mark ups, operating costs, recruiter productivity and profitability at the client and site levels. This discipline helped make decisions on pricing, costs and operations, improving operating margins by 50% within 18 months.
FINANCIAL MODELING
Be advised by executives who've had to live with their projections
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Developed the 10-year financial projections models for a $1.2B global satellite radio company, founder of a division that was later spun off as a separate company (XM Radio, which merged with Sirius in 2008). The 10-year business models estimated the interaction of multiple variables, including demand ramp-up in 3 continents, billing rates, ad revenue, operating costs, and CapEx. The full set of 10-year financial projections (P&L, BS and CF) were presented to investment bankers, including Credit Suisse First Boston, DLJ, Merrill Lynch and Smith Barney, positioning the company for an IPO.
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Developed an interactive financial projections model for a $500M IT/Professional Staffing firm that was used for the monthly operations review and presented to the board on a regular basis. The model incorporated actual financials from previous months with KPIs and ramp-up estimates to produce full sets of 12-months and 5-year projections (P&L, BS and CF).
STRATEGY
Craft your strategy with specific, actionable initiatives
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Developed and led a strategic initiative to change the business model for a $450M internet solutions company. The company provided hosting, data, internet access and voice services to corporate clients in Mexico, Brazil and Argentina. This initiative focused the company’s business on lower capex and faster payback services while restructuring the service delivery model and improving cash flow by $100M.
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Crafted and directed the organizational design and realignment of a company’s cost structure during the 2008 financial crisis. This initiative was critical to offsetting the EBITDA impact of a 46% or $250M decrease in revenue, and helping the company meet its EBITDA target for the year.
FINANCIAL REPORTING | DASHBOARDS | BOARD REPORTING
From basic Excel models to sophisticated performance management systems, you will get a solution that fits your business needs and your budget
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At Devonshire Investors, the private equity arm of Fidelity Investments, we led the implementation of a Hyperion-based financial reporting system for one of its portfolio companies, a $500M IT/Professional staffing company. The new system performed data analytics from a large and complex suite of systems, including Oracle, Taleo, a proprietary assignment management and time capture system, associate pay and billing. The system delivered a “client profitability outlook” that was used to track performance, run the business and report to the board. The client profitability outlook drilled down key metrics such as bill rates, margins and recruiter productivity to the client and site levels, highlighting areas where targets were met and where improvements were needed.