Selected Case Studies
Client Challenge—A large social service agency, responsible for homeless individuals including women, men, children, and families.
Background—The agency had recently embarked upon a capital campaign for a new combined facility that would house all individuals in one unit. This unit would replace several different smaller facilities located in the community. The capital campaign began very slowly and with little success. The organization attempted to develop a strategic plan on numerous occasions, but was never able to successfully develop a plan that involved all stakeholders. Solomon Bruce Consulting was engaged to lead a strategic planning effort to focus the organization for the future.
Problem—A Social Service agency did not have any organizational focus; agency was “going in all directions” with no strategic focus on resource expenditure.
Approach—Solomon Bruce Consulting employed a non-profit organizational analysis protocol along with a SWOT (Strength/Weakness/Opportunity/Threat) analysis to identify organizational deficiencies. We then developed a correlation matrix that contrasted the SWOT analysis and the protocol and developed strategic plan objectives for the agency.
Recommendations—Solomon Bruce Consulting Analysis identified four organizational strategic areas where maximum efficiency could be improved. We identified the strategic goals the organization should develop in a strategic plan.
Results—An Organizational strategic plan was developed that resulted in organizational re-organization, realignment of staff resources, and improved organizational efficiency with no added increase in staffing or facility costs.
Client Challenge—A regional agriculture expo desired to optimize marketing fiscal resources for increased return on investment for advertising and increased expo attendance.
Problem—Regional agriculture exposition required assistance to effectively allocate marketing dollars for maximum return on investment and increased expo attendance.
Approach—Solomon Bruce Consulting performed an attendee data analysis of expo participants based on car license plates in the parking lot.
Recommendations—License plate data was graphically portrayed by country, state, and county. This data showed that marketing dollars were being spent on areas where little attendance was derived. Solomon Bruce Consultants recommended that computer-based feedback kiosks be installed during the expo to obtain even more attendee data.
Results—Reallocation of marketing resources increased expo attendance in successive expositions by over 10%. The Board of Directors was pleasantly surprised by the various locations of all exposition attendees.
Client Challenge—A business promotion company requested Chief Executive Officer executive coaching in order to achieve greater market share penetration and increased sales objectives. The business had been in operation for approximately six years when the CEO elected to expand operations and increase sales objectives.
Problem—A business promotion product company requested executive coaching to reach the next level of organizational performance.
Approach—Solomon Bruce Consulting performed one-on-one mentoring and coaching for the CEO. We conducted role playing exercises as well as providing feedback on organizational performance metrics.
Recommendations—Solomon Bruce Consultants suggested development of a strategic plan, increased involvement in the local business community where the business is located, and greater participation in local business organizations. We also identified new market opportunities and website enhancements and provided strategic direction for overall corporate performance.
Results—Marketshare penetration increased by 22%, sales increased by 20%, and the CEO gained more confidence of their ability to identify new challenges and solve client problems.
Client Challenge—A Native American economic development corporation housed on an Indian reservation had started several new businesses. Each business was beginning to become successful; however, tribal board members desired a strategic planning retreat for assistance in achieving new strategic goals.
Problem—Native American economic development company sought board development and strategic planning assistance in achieving new strategic goal attainment.
Approach—Solomon Bruce Consultants used a collaborative consultation approach. Board member roles and responsibilities were identified and strategic vision and mission statements were developed as well as an overview of the strategic planning process.
Recommendations—Corporate governance objectives were addressed, identifying the role and responsibilities of each board member as well as the interaction of various committee assignments. Chief Executive Officer evaluation criteria were developed in order to ensure that the organizational CEO knew and understood board performance expectations.
Results—Board members came away from the engagement revitalized, eager to provide leadership to the organization, and had a much better and clearer understanding of their organizational responsibilities.
Client Challenge—A large major aerospace contractor requested specialized assistance in identifying government procurement opportunities in the Department of Defense’s logistics domain.
Problem—Large aerospace defense contractor needed assistance in identifying government procurement opportunities in the Department of Defense (DoD) Logistics domain.
Approach—Solomon Bruce Consultants identified procurement opportunities for which the company was well suited to pursue. We worked closely with company business development staff to identify niche markets that the company had not previously pursued.
Recommendations—Company pursued procurement opportunities in the DoD logistics arena, increasing overall corporate awareness of company capabilities.
Results—The company received new contracts, which were supportive of the company’s key strengths and industrial focus areas.
Client Challenge—A startup web development and information technology firm required strategic planning and direction in order to focus resources for maximum return on investment.
Problem—A startup web development firm required a business plan and strategic direction in order to focus limited fiscal resources and identify appropriate markets in which to operate.
Approach—Solomon Bruce Consultants developed a multi-faceted business plan as well as a strategic plan that identified the key essentials of overall business operation.
Recommendations—Solomon Bruce Consultants reviewed the corporate pricing structure and identified areas in which the firm was significantly under priced compared to the competition. We recommended that the firm increase their fees for services provided and identified markets in which the company could expand for enhanced market share presence.
Results—Recommendations from Solomon Bruce Consultants resulted in a 22% increase in revenue generation, a 15% increase in additional market share, and an 18% decrease in expenses, reduced due to business operational analysis.
Client Challenge—An interior design accessory company requested executive management coaching and an organizational business analysis in order to improve overall company efficiency and increased profitability.
Problem—An interior design accessory company needed executive management coaching and organizational management assistance in order to focus on distinct markets as opposed to all markets available for the company.
Approach—Solomon Bruce Consultants provided one-on-one executive management coaching with the business owner to identify key owner strengths as well as to identify key markets where the company could best perform.
Recommendations—Solomon Bruce Consultants suggested additional business owner managerial skills, new personnel management skills and techniques, and identified key markets where the business could achieve increased market share.
Results—The client company sold off one product line, refocused on its primary core sales products, and developed new personnel staffing models that reduced staff turnover by 88%. Overall product sales increased approximately 44%.
Client Challenge—A family-owned insurance sales branch office required executive management coaching for the sales representative in order to instill self-confidence and increased sales volume through new lead generation.
Problem—A family-owned insurance sales branch office hired a new sales representative who needed executive management coaching for increased overall personal effectiveness and greater sales volume increase.
Approach—Solomon Bruce Consultants provided one-on-one executive management coaching with the sales representative. We conducted role-playing scenarios, skill development questioning, and a careful analysis of time management during the workday. We provided an external viewpoint and perspective to the sales representative. The sales representative responded very favorably to external feedback from Solomon Bruce Consultants rather than from the family member owner of the firm.
Recommendations—Solomon Bruce Consultants identified personal growth areas in which the sales representative needed additional focus. We provided many new skills and ideas on how to effectively present and sell an intangible financial product.
Results—The sales representative has achieved or surpassed his sales goal each month after completion of the Solomon Bruce Consulting engagement.