Developed and implemented a consulting process that drove business and success

Situation         

While USWeb/CKS had enormous creative and web development talent, the company lacked a effective strategic tool to analyze the client’s current situation and to convincingly propose (through a sound analysis) changes that would directly impact their business.  Often, initial strategy work created conflicting and debatable results that impeded and sometimes ended client engagement. CKS Group and USWeb/CKS used few, if any, structured consulting methods or analysis tools.  I took the initiative to develop a consulting process to help eliminated this problem by using a structure consulting approach and injecting analytical analysis into the process.

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Action Plan

Using a few small, but high profile, client projects as a springboard, I developed a structured approach to reduce design and usability subjectivity.  Following the success of the earlier projects, a process was developed to incorporate other objective data into the consulting process.

• Created an “open” , “easy to understand” and structured method of assessing websites which maximized understanding and client buy-in while minimizing conflicting views
• Substantiated subjective data with objective data gathered via other research methods (e.g. online surveys, website analysis tools)
• Integrated objective tools seamlessly into consulting method
• Single-handedly selected, negotiated and nurtured a partnership with  a web data analysis firm (Personify) to bolster the consulting method
• Participated in closing multiple deals using consulting method as first step in client engagement
• Personally lead and trained a number of USWeb/CKS Teams through the process

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Results

• Materially contributed to the closing of 3 high profile deals worth millions of dollars of total professional services revenue (BCG, PwC, Point.com)
• Provided key insights and results for specific clients that immediately changed their course of action
• Formulated a strong partnership with a strategic software partner that continued to generate numerous opportunities and multiple sales for both companies ($M)
• Providing leadership and training multiple internal staff, enabled the sale of more client engagements
• Dramatically increased professional services deliverable

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