SBC (Southwestern Bell)
-The challenge: lagging sales of wireless service in heartland markets
-The solution: develop two completely different messages: one for prospects in conservative Midwestern/heartland markets, another for the boom markets of Texas and the southwest
-The result: SBC Wireless became the dominant carrier in the region
ARMOUR FOOD COMPANY
-The challenge: lack of distribution at key retailers/market share at key retailers for its Decker brand of lunch meats
-The solution: conceived, planned and implemented a unique affinity program
-The result: Lunch meat market share grew by 40% in the first year of the program.
CUTTING EDGE SOFTWARE (now part of iGo)
-The opportunity: an entrepreneur with a great product needed help to make the leap from running a one-man show from his home, to having a real business
-The solution: develop and implement a game plan to add products, processes, increase staff and structure, and expand distribution channels
-The result: within three years CES had quadrupled in size, grown profits 500%, and was sold to a publicly traded company
TEXAS SPECIAL OLYMPICS
-The challenge: time and labor intensive fundraising events were sapping TSO’s volunteer pool while returning less than 50% of gross revenues.
-The solution: create a sponsorship program with HEB Grocers where HEB developed and managed its own fundraiser with minimal TSO resources
-The result: the annual HEB golf tournament raises over $500,000 each year, with 99% of the funds going to the charity
ALLIANCE SYSTEMS
-The challenge: a new dot com “telecomshopper.com”, was proposed at the height of the internet boom in 1999, but investors wanted assurance the venture could succeed.
-The solution: a feasibility analysis showed that (despite strong customer demand) the one-stop web shop concept for bundled telecom services would fail, due to insurmountable provisioning hurdles at that time
-The result: Alliance’s founder, Andersen Consulting (now Accenture), and other investors cancelled the venture, saving $7 million
