My Background and Experience

I am a seasoned strategic planning and operational executive with over 30 years’ experience in start-up technology companies and international business consulting. I have experience and success in streamlining operations, implementing internal and external processes, and driving revenue for domestic and international organizations. I am personally responsible for over $100 million in sales, conducting due diligence for angel investors and raising millions in equity investments.

People, Culture & Hot Buttons

First and foremost, a company is made up of people and this is where the rubber meets the road. Consider people as the wheels of a vehicle that are supported by and in turn support, every function and decision of the company. They move and do as directed, but also have their own wants and desires that over time are based on events in their lives, their environment, finances, etc.

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”.

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. What are we a fraternity? When did core values start including ping pong and foosball or all you can eat sushi (I wouldn’t mind the sushi)? Culture is not conformity, it’s individualism and adaptation.

Financial Evaluation & Understanding

I remember consulting for a company a while back that was having the best years in revenue in the company’s history, but were upside down in their bank account. They were broke. They didn’t understand how this could be until I converted their financials into my vertical analysis system. It was then clear to them how their cost of goods was the issue.

You can’t stop there though, after you implement my vertical analysis, you have to load that into a horizontal analysis. This is where I look at a company's financial statement compared year over year, while every other year represents percentage differences in terms of changes to that baseline.

Companies work so hard to earn the money they make 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’s the last time you looked at your expenses as a percentage of revenue?

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 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 to do it yourself.

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 implemented with daily actions to ensure goals and promised projections are met. The confidence level for not just the owners, but also for each salesperson grows and ensures longevity and happiness of each sales person. When you know what you must do every day, then there is no ambiguity or gray area for confusion.

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? That’s one of the first things I do in every consulting engagement, and it is by far the most insightful to ownership.

Business Consulting & Turn-Around Services

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

Bob’s Success Stories

  • "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!"

    - Dr. Carman Burke, Owner, Family Holistic Dentistry

  • "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!"

    -Jim Eckert, Co-Owner, RNL (FedEx)

  • "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."

    - Horst Brunner, Chairman

  • “Bob Rollins is a well-connected straight shooter who provides both employers and candidates with qualified opportunities to meet and work together. I highly recommend retaining him for your next corporate search, as well as contacting him if your skills match up with a future job opportunity in Bob's network.”

    - Pete Spinner, MBA

  • “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).”

    - Carl Vitilleno, CEO

  • “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. ”

    - Agustin Francisco Albero, Owner

  • "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. "

    Doug Wheeler - CEO ScriptRx

  • "I started working with Bob while I was at Capture Education while we were in need of hiring a few sales reps. Stand up, professional guy that worked with me through some difficult times during a leadership change. This relationship later turned into Bob being my personal executive recruiter. Can't say enough about Bob's ability to understand the entire process and help guide you along a potentially difficult journey, especially if you haven't looked for a job in over 20 years. He's the best out there."

    - Gene Lawhun, President, Capture Education

  • "I highly recommend Bob as a recruiter. I had the opportunity to work with him at ESRI and Entrance. He is excellent at understanding the requirements for the position and almost could read my mind with the qualities I was looking for in a candidate. His candidates were prepped which helped make the interview process very smooth."

    - Michael Schlagel

  • "Bob Rollins can help you find your dream job! And helps companies find their dream employees. Win win."

    - Chad Burmeister, Podcast Host

  • "I consider Bob a Subject Matter Expert when it comes to recruiting and helping others find their next opportunity for success. I have known Bob for several years and have consulted with him on issues related to opportunity generation, LinkedIn optimization, elevator pitches and other situations related to executive recruiting and hiring. Bob is definitely an outside the box thinker in his approach to helping you find and land your next opportunity. I would not hesitate to recommend him if you or your company are looking for consultation services that will save you time, money and help you succeed."

    - Joe Agnew, MBA

  • "Bob, has the ability to exceed business outcomes through performance and productivity. Thus, I am confident that he can deliver and exceed any and all goals set in his path. Bob's a knowledge expert who thrives to increase market share and promote product lines and services. Bob has the ability to successfully develop and deliver on sales training programs and as well as the sales results. Bob, always displays the highest level of energy, enthusiasm, and commitment to the results. Equipped with the motivation, eagerness to succeed, and valuable work history, I know and personally recommend him, as he'd bring substantial value to your team."

    - Kem Boris, Jr.

  • Bob has a unique approach to professional recruiting that I greatly admire. I say unique because he leverages his accomplished sales background to identify unique traits in prospects that would make them ideal candidates for sales and marketing roles. In a working relationship with Bob, he is incredibly responsive, candid in his feedback, and methodical in his approach. I admire Bob and his ability to go the extra mile to find high-potential candidates. He is a consummate professional and an invaluable resource to any organization looking to find skillful talent.

    Alex Southern