Typical Results

Nine lives: How West Falmouth helped these companies…

A regional financial services company is under performing. A West Falmouth consultant works with management to review the company’s strategy and assess management team strengths. In the process, the consultant discovers disagreement about the strategic direction—and facilitates a collaborative planning approach to unify the strategy with the operational plan. The consultant then coaches several managers new to senior roles and helps them implement the plan. The result: a strong financial turnaround.

A division of a large, diversified corporation is losing money. Corporate headquarters retains West Falmouth to help management leverage talent more effectively. In analyzing the company’s human assets, it is clear more “entrepreneurial leadership” is needed. The consultant helps the company select three new managers and reorganize the staff to emphasize marketing and sales. Later, a redefined training and development program is initiated. The result: a more effective and engaged middle management team emerges.

A rising star is promoted, becoming CEO in a difficult turnaround situation. The firm asks West Falmouth to help transition the CEO into her new role. The consultant helps the new CEO take a personal inventory of her strengths, and meets with key subordinates to gain their perspectives on the organization’s challenges, as well as concerns they may have about their new leader. The consultant continues to meet with the CEO monthly—coaching and acting as a confidential sounding board for any organizational changes being contemplated. The result: a faster, smoother transition and broad open acceptance of the new CEO by a once-wary support staff.

A rapidly expanding manufacturer seeks a chief financial officer with superior technical skills and management ability. A national search produces two first-rate candidates: one is dynamic but seems less technically competent than the second, more reserved candidate. A West Falmouth consultant works with top management to determine the requisite skills for the position, as well as best “fit” with existing management. Testing and assessment of the candidates reveals the first to be more salesperson than financial manager, and the second to be the kind of person who “warms up over time.” The company selects the second candidate. The result: the new CFO ultimately emerges as a strong contributor to the organization’s profitability.

A large insurance company is growing quickly, but losing money nearly as fast as it is expanding. A West Falmouth consultant helps management review the insurer’s strategy and identify the factors most critical to success. Action plans are developed to implement (and communicate) strategic changes. The consultants work with management to monitor and refine the plans. The result: the company regains its customer focus and begins to execute operating fundamentals more effectively.
A large distributor acquires several smaller competitors and asks West Falmouth to help with the integration. While meeting with the newly-acquired management teams, the consultant learns about a number of unexpressed concerns and helps the parent company to address the “silent” issues. The result: a faster integration of new management resources and resolution of cultural differences.

A service firm wants to differentiate itself from the competition and reduce field sales turnover. A West Falmouth associate works with management to refine the market strategy and integrate it with the operations plan. In so doing, it becomes evident that different sales behaviors in the field are needed to drive the new strategy. Using a comprehensive interview and statistical approach, the consultants identify five key activities to drive sales success. A behavior-based interview model is then developed to enable regional managers to select new sales staff—and a training program is created to retool the existing sales force for the new approach. The result: a rejuvenated sales force lives up to its production potential.

A life sciences company is plagued by conflict among the management team. A West Falmouth consultant works with top management to identify differences in perceptions among team members that inhibit success, along with well-intentioned top management practices that foster disagreement. The consultant works with management to develop clear roles, a refined organizational structure, and a coaching program for top managers and team leaders to help the changes take root. The result: a shared vision—and a team that enjoys working together.

Several insurance agencies merge and integration problems arise almost immediately. A West Falmouth consultant is brought in to interview all key managers in the new organization to gain their perspectives about opportunities created by the merger. As a result, a merger integration team is formed and new sales and service initiatives are put in place to ensure merger benefits are fully realized. The consultant works with management over time as the new agency becomes a dominant force in its market. The result: a smooth integration and a common purpose.

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