Business Consulting & Turn-Around Services

My Background and Experience

For almost 30 years, I have been traveling the world fixing broken companies. I have served in a myriad of C-Suite positions, such as a Chief Operating Officer, Chief Sales Officer, Chief of Staff, and Chief Executive Officer. I have been a strategic advisor on PE/VC investments, conducted financial reviews/analysis and installed systems that guarantee profits. My sales methodologies increase productivity, efficiency, accountability, and revenue. I have never failed to reduce customer atrophy and have broken sales records for every company I’ve worked with.

I provide insight to business owners and help them understand the unknowns of their business that are restricting their growth. I do this in part, by showing them what their employees need (personally and professionally) for success. I also give business owners a full breadth of knowledge that includes the ability to see their financial position at a moments notice, allowing them to make significant corrections and adjustments for increased profits.

What makes me a unique and a one-stop-shop consultant, is that I even fix all of the broken structure problems with recruiting and hiring their staff. I cut the overall time to hire by 75% and save them tens of thousands of dollars when hiring.

Since late 2022, I have been serving as a fractional C-Suite executive for various industries including Dentistry, Shipping & Logistics, CPG (health & fitness), Oil & Gas and Public Utilities.

People, Culture & Hot Buttons

First and foremost, companies are made up of people and truly successful business owners know that although they hire people as employees to work for them, that they actually work for the people they hire. Success starts with understanding what drives each and every employee.

I put into place my “Hot Button” system of understanding the “needs” of your people (including management & ownership) and survey every employee to give you the insight and knowledge of the things “you don’t know that you don’t know”. Knowledge is power, and if you don’t understand what your people think, you cannot succeed.

A cultural fit is defined as the likelihood that an employee will be able to conform and adapt to the core values and collective behaviors that make up an organization. I agree that you should hire someone that fits with your core values, but that's as far as I go. I do not agree with companies that want to hire a herd of people just like themselves (sheep that only follow).

Financial Evaluation & Understanding

Financial responsibility for a business owner goes far beyond putting together financial projections to present to the Board or investors. An owner is responsible for ensuring the company’s financial stability. The problem though, is most business owners react to results, rather than monitor and measure revenue and expenses.

Owners work so hard to earn the money they make for the company, but few ever look at how they spend the money they make. I’m sure you have a chart of accounts and monitor your spending, but when is the last time you looked at your expenses as a percentage of revenue? Do you compare year over year as a percentage of each year’s revenue for consistency?

Please don’t tell me you wait until the end of the year and “hope” you met your financial goals. That’s just smokin’ “hopeium”.

Sales Process with Guarantees

I am sure everyone has heard the idiom "even a blind squirrel finds a nut every once in a while".  As a business consultant, I have had the privilege of speaking to many groups about sales and business operations.  While speaking to a quarterly conference of insurance agents a few years ago, I opened my speech with three simple questions.  By a show of hands, how many of you achieved your sales goals last year?  How many of you have a sales forecast for this year?  And lastly, how many of you know what you must do on a daily basis to reach your sales goals?  Interestingly enough, not a person in the room raised their hands for any of my questions.   I was sitting in a room full of blind squirrels!

How can salespeople achieve their goals if they don't know what they must do each and every day?  It has been said for many years that sales is a numbers game.  I agree with that statement 100%. In sales, a widget is a widget.  No matter your business or what product or service you sell, there is a process that you go through to close a sale. 

Each and every business has a different set of numbers. In addition, each and every sales person within the company, has a different set of numbers based on his/her skill set.  My point to all of this is simple.  How can a business owner create a financial forecast/proforma, or you as a sales person achieve a sales quota if you have no clue what you must do every day? 

Management & Ownership

The goal of a business turn-around or tune-up is to take a hard, unemotional look at your company and to analyze everything from financials, Go-to-Market strategies, product/service, and of course sales. My goal is to provide the knowledge, skills, and ability for each owner to carry on without me. I don’t expect to hang around forever, but to give you the tools you need to do it yourself.

As mentioned above, the rules of a vertical accounting system are to allow owners to see exactly where they stand financially, in moment’s notice. They can adapt and change BEFORE the problem grows into something that can’t be overcome.

The sales process I implement, with daily actionable tasks, ensures goals and promised projections are met. This provides the confidence to your salespeople and to the owners. When you know what you must do every day, then there is no ambiguity or gray area for confusion. It honestly take the pressure off of the owners and employees.

As for the employees and culture you currently have, If I were to ask them what would be the first thing they would change if they were CEO tomorrow, would you be afraid of the answer? This is one of the first things I do in every consulting engagement, and it is by far the most insightful to ownership. Are you ready to know the answer?

I’m ready to take the guesswork out of my business decisions!

Bob’s Success Stories

  • - Dr. Carman Burke, Owner, Family Holistic Dentistry

    "Bob has helped our dental office a lot! He is very diligent, kind, patient and has great ideas for growth. He's very knowledgeable, polite, and provides great leadership skills. Highly recommended him for any industry!"

  • Jim Eckert, Co-Owner, RNL (FedEx)

    "We needed an objective, common sense view of our operation and Bob's ability to cut through the static and help us communicate in a concise and clear manner has been key in helping us define our goals and ultimately improve our bottom line. I can wholeheartedly recommend Bob to any company looking for that "Coach" to help them get to the next level!"

  • Horst Brunner, Chairman DigiTot International

    "I hired Bob as a contract CEO to report to the board of Directors and manage the relationship with the South African Government for my international company. He managed all of the company assets in Johannesburg, Durbin, and Cape Town and because of his efforts, we increased sales by 300% while decreasing customer turnover from 100% to just under 30%. Bob was an incredible asset to our company."

  • Carl Vitilleno, CEO Protect Video

    “We contracted with Bob to revamp our sales and marketing efforts. They were professional and efficient and created all the tools and programs we needed. Because of his efforts, we increased sales 1,000% (from $129K to $1.2M).”

  • Agustin Francisco Albero, Owner, Albero Granite

    “I brought Bob onboard to my $60 billion granite quarry in Argentina. Bob stepped in and managed Angel investor relations, developed an executable business plan and website, successfully negotiated purchase of a 50 year old granite processing plant that allowed for a 200% increase in granite removal, processing and sales. Bob personally negotiated and secured two long-term international sales contracts totaling $43 million. ”

  • Doug Wheeler - CEO ScriptRx

    "As the CEO of ScriptRx (now Bravado Health),  Bob worked for me to head sales and to create a successful team driving hospital sales, engagement and installations. Within one year, we had hundreds of hospitals sold and installed on our prescription based touch screen computer system. Bob then worked with me on raising a $2.1 Million investment capital. Bob's operational and sales leadership put our startup on the map. "

  • Steve Kuzara - CEO

    Bob was brought onboard as the first member of this spin-off company and wrote the company’s business plan. He managed a staff of 12 while responsible for over 120 integration projects. Developed relationships with Microsoft, Samsung, Diebold, National Semiconductor, Cisco, RSA, Citrix and various DoD units.

    He negotiated a multi-million dollar deal to create a South Korean Joint Venture complete with exclusive Asian distribution rights with initial $250K sales contract, $500K investment capital and $5M long term sales contract.

    His skills and contributions as a member of the management team are highly respected and I highly recommend Bob for any future work with start-ups or companies looking to grow.