Case Study : Scaling for Growth
The Client
A privately owned Canadian professional services business that assists foreign healthcare professionals become licensed in Canada. The organization has a combination of on-line courses and an in-person training facility. The courses are designed to assist students in passing a series of exams which are regulated by a national examining board. The overall program is a series of courses over a 2 to 3 year period.
Engagement
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The owner of the company engaged the consultant to:
- assess the overall business to make recommendations that will allow the business to continue to grow
- potentially act as a fractional CEO to support implementation of the recommended strategy/plans
Approach
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A business and operations review was completed including the following scope:
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Financial (reporting, metrics, forecasting/budgeting)
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Operational (functional model, operating processes, systems)
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Sales/marketing (scope of services, resources)
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People (organization structure, resources)
Based on the assessment it was determined that a fractional CEO role was not appropriate for the business. The consultant was engaged to:
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Develop a comprehensive sales/marketing strategy and plan
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Develop a functional model and assess the current organization/resources
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Improve management reporting
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Identify opportunities to improve the business and position it for growth
Results
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A sales/marketing strategy along with plans to achieve the strategy were developed. Several sales and marketing operational processes were streamlined, and a dashboard was implemented. Organizational roles were redefined, an Operations Manager was hired, and resources/activities were aligned to support the growth plan.
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The consultant is continuing to provide operational and strategic support to both the owner and Operations Manager as changes are implemented. Additional opportunities have been identified for future implementation.