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Case Study: Medical Sector

Brief

Engaged to review the entire business to assess the viability with the aim of divestment or creating a new strategy and growth plan.

Actions

• Conducted a full review of the business and operations both in Australia and in S.E. Asia over a 3 month period.
• Interviewed directors, shareholders and staff in Australia, Singapore and Malaysia
• Met with key customers of the business to hear their perspectives on what was working and what was not working.
• Delivered written report detailing strategic recommendations across all aspects of the business including finances, products, manufacturing, personnel, sales and marketing.
• The recommendations were adopted and I was given full authority to act as the lead on all strategic and operational initiatives and implementations.
  1. Set budgets, kpi’s and accountabilities for every level of the organisation.
  2. Established systems and began tracking performance for all areas of the business 
  3. Created Financial and Operational controls and smart reporting to bring transparency and planning intelligence to the business
  4. Renegotiated contracts with local and global suppliers 
  5. Renegotiated bad debts with local and global suppliers 
  6. Eliminated non-performing products
  7. Created and facilitated new internal and external communications methods
  8. Negotiated ATO and creditors repayment plans
  9. Restructured operations in Singapore and Malaysia and analysed opportunities to expand to new market

Results

• Sales Growth 1000% over 5 years
  
• Profitability from loss position to profitable within 12 months
  
• Growth into new markets (funded by negotiations with suppliers and customers and other internal sources of cash controls)
  
• Implemented sales process and reporting - enhanced sales results. Yearly growth results exceeded 120%
  
  • New markets developed and sales from $0 to in excess of $1m
    
• Hired internal accountant to improve efficiency and operational management
  
• Expansion of staff from 5 to 60 across Australia and S.E. Asia
  
• Debt free within 24 months
  
• Expanded to 5 South East Asian Countries with fully self- sufficient and functional teams within 2 countries and satellite offices in 3 others
  
• Delivered a Business exit plan resulting in a $10m sale for the owners, a 20x investment return on capital
  

Case Study: Mining Sector

Brief

Engaged to establish a new business focused on the importation, sales and marketing of specialist mining equipment from Europe.

Actions

• Appointed CEO and Managing Director of the start-up import business.
  
• Created the business plan
• Established warehousing, distribution and sales models
• Defined the Information technology requirements and set up the systems
• Obtained certification for Import (Aus Standards, IECEx Certifications)
• Hired Staff for the business
• Managed contractual negotiations with European Suppliers
• Set financial budgets, sales targets and reporting structures
• Managed trade show marketing across Australia

Results

• 36 months later, sold the business to a national player
  
• 300% ROI for owners (+$1.5m)

Case Study: Construction Sector

Brief

Engaged to conduct a general review of the underperforming business to determine the weaknesses and opportunities that existed in order to improve the business performance and likelihood of long- term success and value creation.

Actions

• Analyzed the financial, sales, operations, marketing, human resources and risk & governance sections of the business
  
• Created the Company’s first ever SWOT Analysis
  
• Created the company’s new business strategy and documented the plan
  
• Created the company’s value proposition and the sales and marketing plans
  
• Identified areas of risk within all aspects of the business
  
• Implemented budgeting and planning systems
  
• Set up and managed all kpi’s
  
• Eliminated uneconomic product lines
  
• Mentoring and coaching (one -on one)
  
• Weekly Activity Tracking
  
• Analysis and Hard, Honest Recommendations the Catalyst for Partnership being dissolved as partners had a disagreement on the new direction I proposed
  
• Remaining owners requested increased scope of works and implemented active management strategy
  

Results

The honest, direct recommendations I was able to provide were the catalyst for the partnership being dissolved and the remaining owners adopting the new strategy and growth plans

• +60% gross sales increase over 24 months
  
• 200% increase in core business product line (within 12 months)
  
• 2022 is on track to be a record year
  
• FY profit from loss to 7% NP Margin
  
• Growth has been funded internally
  
• Lead generation up 30% per month over past 12 months
  
• Staff Turnover decreased from 80% in year prior to joining to 0% 
  
• Cashflow is now self-sustaining (no need for capital injections)