Business Consulting Case Studies
Inventory “risk” analysis for National Distributor of Engines, Motors, and Parts: Requested by new client to take a full enterprise view of risks surrounding inventory---from accounting, consistency, and operational views. Estimated as a three-month project, due to major experiences in working capital management, M&A, and procure-to-pay knowledge, was able to complete team prioritization of risks, resolution sequence, so remediation work could begin immediately. Client examined the working document and evaluated how quickly action plans, entity initiatives, and new metrics were to be incorporated. Program management for this follow-up work and two other significant work-streams around deal due diligence and likely claw-back efforts under consideration.
Post-Sale Review of Escrow -- Healthcare Client (GA): Conducted study of post-sale collections to determine if release of $ multi-million escrow account held as condition of final purchase agreement was warranted. Review resulted in no funds released, but also confirmed likely fraud. Acquiring company filed lawsuit against former owner to recover purchase price due to inflated/non-GAAP financial statements. Applying the results of the findings vs. the original purchase price reduced value by 60%. Project documents and work product were utilized by litigators. Action persisted due to subsequent acquisition by internationally-known conglomerate and pursuit of final resolution via lawsuit and mediation/settlement.
Market Research Project for Sales Consulting Entity: As part of a software client’s strategic planning processes, specifically-underwritten and proprietary market research was performed by a core sales consulting team. This market research required significant review of the software firm’s research, engineering, sales and implementation functions at one of its domestic USA locations. Thereafter, the core team led in-depth customer-facing and investigative on-site visits at five different (global company) client locations in the UK. The research process and client visits required, among other things, experienced and highly-developed knowledge of financial/control activities, management reporting surrounding information technology assets, and a working understanding of utilized applications and security processes of global companies. The project required dedicated, periodic time intervals (evaluation deadlines) over the course of four months, culminating in final, editorial-quality reports addressing the total operational and economic impacts of the clients’ use of the software, provided to the software firm’s management team and private equity group.
Re-Engineering of Credit, Collections, and Receivables Management -- Global Telecom Company (GA/VA): Significantly improved commercial billing effectiveness, cash-flow, collections results and accounts receivable management. Efforts resulted in $200+ Million bad debt reduction and $1 Billion+ cash-flow savings/acceleration during a period of record revenue increases, acquisitions and major product releases that caused the portfolio to grow from $800 million to $1.8 billion. Directed simultaneous development and implementation of: new systems; inserted de-centralized mid-range computing equipment; and instituted best-in-class business practices while consolidating six centers into four mainstream units (650 personnel); optimizing effectiveness to accelerate revenue and corresponding cash flow; re-configured network connecting all locations' workstations to the two primary data centers; reduced financial risk; generated bottom-line savings from operations.
Accounts Receivable Fraud – Global Telecommunications Company (GA/VA): As director of all USA commercial domestic credit and collections, took over responsibility of additional (carrier/wholesale) line of business. Over the course of eight months, uncovered three schemes to defraud the company. After exposing the fraud and terminating perpetrators, led internal investigation and coordinated all support for external, white-collar crime resources hired to direct civil and criminal prosecution. Over an extended period, drove coordination of evidence, history, and exhibits, testified in three different civil and criminal proceedings (over 40 hours of direct testimony): series of depositions, Federal criminal grand jury, and criminal jury trial. All pursued perpetrators pled or were found guilty—jail sentences for two internal fraudsters and a $6 million judgment against the primary one; one external culprit pled guilty, and final perpetrator was subsequently found guilty on all counts at jury trial.
Content Management/Manufacturing Company (FL): Developed business plan for $50 million diversified manufacturer of CD/DVD’s, high-end and digital printing, mailing/packaging/fulfillment, and eBusiness provider. Family-owned company required business plan revamp and review of major initiatives to move to next-generation firm. Completed 7-week restructuring plan that included management, sales growth needs, pricing and manufacturing action items. Prepared/issued: comprehensive SWOT analysis including business issues, options and recommendations; path-forward for use by the board of directors, company management, and secured lender.
Funding Viability Assessment--Wireless Broadband Provider (FL): Publicly-owned wireless broadband company had recently undergone a “roll-up” of a group of operating entities. Developed cash-flow and analytics to assess new business plan viability and funding opportunities. Assisted turnaround partner to develop series of “go-forward” options, then worked with management team to synchronize funding options with cash-flow requirements. Subsequent project was initiated to re-finance the company.