CASE STUDIES
Corporate - Manufacturing - The client was experiencing competition from global competition as well as challenges due to rising costs and erosion in margins. The problem was there was no definitive solution that the leadership team could agree to. Starting with the leadership team, I used my Developmental Coaching process for Leadership Development and cascaded it down through the organization. I supported this process by coaching the Executive Team to develop their strategy and provided targeted skills training resulting in $3,000,000 in cost savings enhanced customer service, increased employee involvement and new performance measurements that supported the desired behavior.
Corporate - Software – My client, a software development and integration firm, was about to lose a very large SAP project that was experiencing rising costs and resistance from the employees. The solution required: the development of a strategy using NECS-MA’s Developmental Coaching Methodology; the development of the leadership team (the client and my client) using NECS-MA’s Leadership Development Methodology; and targeted training to support the desired goals - my client saving $4,500,000. Additional results were enhanced customer service, increased employee involvement and metrics to support the desired behavior.
Individual – Business Owner - My client, a web site developer, was struggling to accomplish the daily tasks, grow the business and achieve the desired financial goals. Using my Developmental Coaching methodology I coached the owner on developing a vision, Strategic Plan and a task oriented action plan that resulted in a revenue increase of approximately 200%, in fewer than two years, better control of time, and a merger that positioned the company for continued growth.
Electrical Connector Manufacturer - My client’s business was not growing and new account development was stagnant. The Sales Force was rewarded for servicing existing business. Coached the Sales Manager to redefine the sales measurements and establish new measurements that focused on growing new business. I used my Developmental Coaching methodology and provided my services to the Sales Manager and the Regional Managers on reengineering the sales processes and the reward system to focus on the desired results. I provided Developmental Coaching to the field sales team and the customer service representatives who handled existing accounts; to work together as a team. Reengineered sales processes and reward system, resulting in 90% increase in new account revenues.
Corporate Strategy - My High Tech Manufacturing client was facing a rapidly declining military business. Working with the President and the Executive staff, I provided Developmental Coaching to the Executive Team on creating a strategy to transform business from a strictly military business to a commercial / military business resulting in an increase in commercial business to 60% while maintaining the military business at 40% effectively streamlining the product line while increasing the bottom line 0.5%.
Corporate – My High Tech Manufacturing client was facing a rise in customer complaints and a decline in customer satisfaction. By providing the Executive with Developmental Coaching on Root Cause Analysis they were able to categorize and prioritize the complaints. One major customer complaint was that new product introduction had a long cycle time. The new product introduction team determined that there was indeed a long cycle time for new product introduction and that there was a lack of methodology for introducing new products, assessing and prioritizing customer needs and determining organization’s capabilities. I provided Developmental Coaching to the new product introduction team in two areas: Quality Function Deployment (QFD) and Concurrent Engineering. I Coached the new product introduction team on using concurrent engineering to shorten the cycle time and I delivered QFD training (skills training) to the new product introduction team resulting in: better defining the product; better define the process; focusing priorities; and better communication. A partial result for my client was a reduction in new product introduction time by 40%.
Electronic Sales and Service - a small business owner was struggling to grow the business and increase the profits. I Coached the owner on: market survey; analyzing data; creating marketing and sales strategy; refocusing from automotive electronics to consumer electronics that resulted in fast growth and extensive market penetration. Buy developing new Sales and Marketing Strategies the business was able to achieve an inventory turnover of four times for parts and finished goods. The result was the business generated $3,800,000.00 in profit and 12% net profit in approximately 3 years.
Restaurant – small business owner - my client was experiencing a decline in customer satisfaction and customer loyalty. I Coached the business owner on conducting a Voice of the Customer (VOC) survey and identified multiple reasons for the results. In addition I provided the owner with Coaching on analysing the survey and Leadership Development. Additional Leadership Coaching was provided to key staff members and Customer Loyalty training (skills training) was delivered, resulting in an increase in customer satisfaction by 27%.
Lean / Six Sigma, Leadership & Project Management - My client was relocating a manufacturing facility from the Boston area to a location in New Hampshire and the entire project had been poorly managed, was behind schedule and there was a decline in customer satisfaction. I coached the project manager on project management and the President / Executive Team on assessing the current situation, categorizing and prioritizing the data, provided a Train-the Trainer Curriculum and Coached problem solving teams to identify and resolve issues. Cut late deliveries by 16% weekly and increased margins from average of 3% to average of 45% in less than 12 months.
IT Manager – my client, an IT manager was frustrated in the current position, did not like his boss and believed that he was underpaid for everything he did for the company. He felt that he had good people skills and was very good at helping people transition through change. He felt that he should receive 150% more, in salary than he was presently receiving but was struggling to reach his goal. On the personal side the IT manager wanted to improve his negotiation skills and his communication skills to better communicate with his boss. I coached the IT Manager, using my Developmental Coaching Methodology, in Leadership and Communication resulting in a change in job description, a promotion, an 18% raise and an agreed upon plan with the manager to ultimately increase his salary by 150%.
Sales Person – my client, a sales person, was struggling and not achieving the four goals she was given when she started the position she is currently in. She received a letter addressing her performance and she was given 90 days to show improvements. She has not successfully set and met monthly goals that will fulfill the company assigned goals and continues to work on the mundane, routine tasks instead of focusing on the big picture. At this time she needs to develop balance between business and personal goals to insure success and does not appear to have a plan of action in place to assist her reach her goals, develop the required balance and she continues to wonder aimlessly. I coached the sales person using my Developmental Coaching Methodology resulting in her creating a 90 day plan and exceeding the goals she received from the company. She was also able create balance by categorizing and prioritizing her personal, professional and business goals enjoying the balance in her family and work life.
Corporate - Software – My client, a software development and integration firm, was about to lose a very large SAP project that was experiencing rising costs and resistance from the employees. The solution required: the development of a strategy using NECS-MA’s Developmental Coaching Methodology; the development of the leadership team (the client and my client) using NECS-MA’s Leadership Development Methodology; and targeted training to support the desired goals - my client saving $4,500,000. Additional results were enhanced customer service, increased employee involvement and metrics to support the desired behavior.
Individual – Business Owner - My client, a web site developer, was struggling to accomplish the daily tasks, grow the business and achieve the desired financial goals. Using my Developmental Coaching methodology I coached the owner on developing a vision, Strategic Plan and a task oriented action plan that resulted in a revenue increase of approximately 200%, in fewer than two years, better control of time, and a merger that positioned the company for continued growth.
Electrical Connector Manufacturer - My client’s business was not growing and new account development was stagnant. The Sales Force was rewarded for servicing existing business. Coached the Sales Manager to redefine the sales measurements and establish new measurements that focused on growing new business. I used my Developmental Coaching methodology and provided my services to the Sales Manager and the Regional Managers on reengineering the sales processes and the reward system to focus on the desired results. I provided Developmental Coaching to the field sales team and the customer service representatives who handled existing accounts; to work together as a team. Reengineered sales processes and reward system, resulting in 90% increase in new account revenues.
Corporate Strategy - My High Tech Manufacturing client was facing a rapidly declining military business. Working with the President and the Executive staff, I provided Developmental Coaching to the Executive Team on creating a strategy to transform business from a strictly military business to a commercial / military business resulting in an increase in commercial business to 60% while maintaining the military business at 40% effectively streamlining the product line while increasing the bottom line 0.5%.
Corporate – My High Tech Manufacturing client was facing a rise in customer complaints and a decline in customer satisfaction. By providing the Executive with Developmental Coaching on Root Cause Analysis they were able to categorize and prioritize the complaints. One major customer complaint was that new product introduction had a long cycle time. The new product introduction team determined that there was indeed a long cycle time for new product introduction and that there was a lack of methodology for introducing new products, assessing and prioritizing customer needs and determining organization’s capabilities. I provided Developmental Coaching to the new product introduction team in two areas: Quality Function Deployment (QFD) and Concurrent Engineering. I Coached the new product introduction team on using concurrent engineering to shorten the cycle time and I delivered QFD training (skills training) to the new product introduction team resulting in: better defining the product; better define the process; focusing priorities; and better communication. A partial result for my client was a reduction in new product introduction time by 40%.
Electronic Sales and Service - a small business owner was struggling to grow the business and increase the profits. I Coached the owner on: market survey; analyzing data; creating marketing and sales strategy; refocusing from automotive electronics to consumer electronics that resulted in fast growth and extensive market penetration. Buy developing new Sales and Marketing Strategies the business was able to achieve an inventory turnover of four times for parts and finished goods. The result was the business generated $3,800,000.00 in profit and 12% net profit in approximately 3 years.
Restaurant – small business owner - my client was experiencing a decline in customer satisfaction and customer loyalty. I Coached the business owner on conducting a Voice of the Customer (VOC) survey and identified multiple reasons for the results. In addition I provided the owner with Coaching on analysing the survey and Leadership Development. Additional Leadership Coaching was provided to key staff members and Customer Loyalty training (skills training) was delivered, resulting in an increase in customer satisfaction by 27%.
Lean / Six Sigma, Leadership & Project Management - My client was relocating a manufacturing facility from the Boston area to a location in New Hampshire and the entire project had been poorly managed, was behind schedule and there was a decline in customer satisfaction. I coached the project manager on project management and the President / Executive Team on assessing the current situation, categorizing and prioritizing the data, provided a Train-the Trainer Curriculum and Coached problem solving teams to identify and resolve issues. Cut late deliveries by 16% weekly and increased margins from average of 3% to average of 45% in less than 12 months.
IT Manager – my client, an IT manager was frustrated in the current position, did not like his boss and believed that he was underpaid for everything he did for the company. He felt that he had good people skills and was very good at helping people transition through change. He felt that he should receive 150% more, in salary than he was presently receiving but was struggling to reach his goal. On the personal side the IT manager wanted to improve his negotiation skills and his communication skills to better communicate with his boss. I coached the IT Manager, using my Developmental Coaching Methodology, in Leadership and Communication resulting in a change in job description, a promotion, an 18% raise and an agreed upon plan with the manager to ultimately increase his salary by 150%.
Sales Person – my client, a sales person, was struggling and not achieving the four goals she was given when she started the position she is currently in. She received a letter addressing her performance and she was given 90 days to show improvements. She has not successfully set and met monthly goals that will fulfill the company assigned goals and continues to work on the mundane, routine tasks instead of focusing on the big picture. At this time she needs to develop balance between business and personal goals to insure success and does not appear to have a plan of action in place to assist her reach her goals, develop the required balance and she continues to wonder aimlessly. I coached the sales person using my Developmental Coaching Methodology resulting in her creating a 90 day plan and exceeding the goals she received from the company. She was also able create balance by categorizing and prioritizing her personal, professional and business goals enjoying the balance in her family and work life.
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