Once Lauterback Consulting earned the engagement, a thorough review of the operating methods and to-market strategy was undertaken. As a result of our investigation, it became clear that old, poorly defined management and reporting platforms existed. This, together with a lack of proactive business development activities could negatively impact the project internally and in relations with buyers and prospects.
A leadership initiative was developed to address the cultural challenges. This included, regular formal and informal staff interactions, development of job descriptions, and an employee review platform. The initiative resulted in better understanding of expectations by management and challenges felt by employees. Behaviors were modeled by management and expectations were clearly expressed. With our help, when challenges appeared, they were immediately handled.
A proactive marketing process was developed so that the company could solicit prospective customers while the new product was being developed. Awareness campaigns included direct sales activities, creation and use of a CRM, seminars and participation in trade events.