Case Studies
Project Summary- Small Business Growth Assessment:
BTG’s consultants performed the BTG Business Growth Assessment and helped the company owner develop strategies for improving the quality of services received from its vendors. BTG also helped the company improve a business planning process to incorporate a budgeting and execution program. BTG’s consultants provided advice on how to better leverage technology in their business operations. These business practices helped the owner establish an infrastructure that improved on its successful operations.
Outcome:
After 30 years of success, the owner sold the business to an employee team who now owns and operates the enterprise.
Project Summary Business Growth Plan Business Prototype
BTG performed the Business Growth Assessment and developed a cost-benefit analysis for developing a business prototype. BTG is currently assisting the company further by developing the business prototype that will be used to expand the business operation to other states. This will be done by partnering with a national chain as a strategic partner. BTG advises this company owner on issues related to employee bonus plans for their project managers, approaches to developing a balanced score card with a strong, measurable growth plan and the cost/benefit trade-offs to initiatives needed to support the plan.
Outcome:
The new bonus structure the company implemented produced improvements on accounts receivable and project manager accountability. The new business prototype will enable the business to expand its business partner relationships and grow to other states.
Project Summary Building the Management Team and Practices for Growth:
As a consultant to an IT and management consulting firm, BTG took a leadership role in its transformation. BTG helped the company establish and mature many of its operating models. A strategic operating plan and performance metrics were determined to measure enterprise and individual goals and alignment. Then a structured compensation program was designed and established as well. Important infrastructure elements were also established to monitor and manage goals and objectives; and a structured client-delivery quality management program was established. Finally, BTG worked with the company to develop a teaming and partnership strategy which generated a rich pipeline of qualified opportunities.
Outcome:
Tripled revenues of two major customers and doubled the revenues of another, creating a backlog of work spanning three years. The partnership strategy developed more than $15 million in sales. Compensation packages attracted senior professionals and executives out of major fortune 500 companies, and partner-level consultants out of major consulting firms. Total revenues were doubled in one year; gross margin increased by 60%.
Project Summary Establishing a Small Business Partnership Program:
BTG assisted a large, predominantly commercial consulting firm establish a new practice with successful small to mid-sized companies. In the past, this organization rarely partnered with other companies and did not have a program in place to nurture relationships with small companies. BTG developed the small business partnership program, composing the business case and mentoring candidate small businesses on useful strategies to use when working with this large organization. BTG also created the business case internal to the organization on the need to utilize small business partnerships.
Outcome:
In the first year, 70 per cent of the consulting firms new practice revenues utilized these small business relationships, processes and programs. The program continues to be used, generating business for both the large consulting firm and its small business partners.
