How We Work
Each client’s situation and challenges and goals are different, so we do not have a one-size-fits-all approach

Pre-evaluation
We evaluate your situation and target business potential with you before committing and developing our proposal. For turn-arounds and performance improvement, we evaluate the track record and present status of your local team and the key issues dragging down performance, as well as the local competitive situation and market dynamics. For new entry or re-entry situations, we look at market size and opportunity, competitive dynamics, and preparedness. From this evaluation, we both understand your business potential and the actions, metrics and milestones for us to work together to achieve your target potential. The targets, timescales, action deliverables and metrics are then formalized into our written proposal to you.

Team & System
Typically, the first phase of the engagement focuses on your organization in order to optimize your team and sales and service system. For performance improvement engagements, we confirm whether you already have the right team in place and whether it is aligned to drive your business. We pinpoint any weaknesses and barriers holding you back from improved results, we determine how well your organization is structured to deliver your business objectives, and we validate your channel structure and partnerships. If your present organization is not poised to achieve the business potential, then we step in with corrective actions. We prune the low performers from your channel and recruit strong hands to replace them. For new entry engagements where results are often the prerequisite to investing in a direct organization, the focus usually is on creating and motivating a high-performing channel system.

Revenue Production
Revenue visibility is the heart of the next phase. We drill down into your sales production processes from lead generation, prospect qualification, and pipeline depth to forecasting reliability, competitive wins/losses, renewal rates, account management cycle and overall sales performance. After reviewing our findings with you and agreeing on corrective measures, we take the actions to break the sales logjam and give you and your management the visibility and comfort level you need to direct the business.

Integration & Performance
The integration and traction phase institutionalizes the improvements we have realized through the team and the revenue production phases and takes your business to the higher performance level we targeted with you. With your business objectives accurately set, your optimal organization in place and your sales production machine on overdrive, we work with you to make sure that you get full value out of every prospect, customer relationship and channel alliance.

We focus primarily on technology-intensive small-cap and mid-cap clients seeking to achieve their revenue potential in the Korean and Japan markets. We have twenty-five years’ of focused experience and we are good at what we do.