Who We Serve
We work primarily with privately owned businesses that range from $2MM to $200MM in size with the majority of our clients between $2MM and $60MM in annual sales. Because our focus is on creating highly functioning leadership and management teams, which is an essential ingredient to building exceptional organizational performance and attaining the next level of growth, we work across many industries and ownership structures.
Ownership structures we have experience with:
• Sole Owners (Founders, 2nd, 3rd, 4th generation)
• Working Partners
• Private Equity
• Family Business
(and the myriad combination of factors such as multi-generational; spousal; sibling; working/non-working; cousins, uncles/aunts; in-laws, out-laws; step relatives; split families to name a few. But we are always looking for new combinations and challenges).
• ESOP (Employee ownership programs)
• Autonomous Divisions of Public Corporations
Each ownership structure places a unique set of demands on the operating structure and expected performance of the company. What may seem a “simple business problem” is highly influenced and potentially complicated by the ownership structure. During times of transition the conventional wisdom says that continuity is important – which perhaps is code for "don't let it fall off the tracks". But frequently there is a need for increased levels of performance to meet higher financial demands of the post change structure. Continuity will deliver the results it has been delivering, and to attain more will require a change to the structure delivering the results. We have significant expertise in identifying and working with the unique forces of these ownership structures.
Industry Experience
One thing we have learned is that no matter the "industry" a company is in, there are a lot if similarities in their growth and transition challenges. But with that said, there are some industries where we have had substantial client relationships and projects through which we have gained an understanding of how performance in those industries is gauged and attained.
Capital Equipment Manufacturing
Commercial HVAC
Consulting
Food Manufacturing
Freight Forwarding
Industrial Distribution
Insurance Retail
Insurance Wholesale
Investment Advisors
Investor Relations
Outdoor Apparel Manufacturing and Sales
Pest Control
Professional Service Firms
Recreational Equipment Manufacturing
Retail
Software Development
In addition to the closely held and small to mid market companies that are a significant part of the CounterPoint client base, we have also worked with nationally recognized clients including HJ Heinz (and its subsidiaries Escalon Packers, Chef Francisco), Texaco, DuPont, McKesson Pharmaceuticals; Salomon Smith Barney, M&T Bank, Key Bank.
How We Work with Companies
While it is true that the deep structure of every business is unique given the people, where the business is in its overall life cycle, what organizational stage it is in and the forces that are work in its markets, there are some common leverage points where we connect to organizations to change their trajectory through the transition. Long term, multi-engagement relationships are common with our clients as they face new challenges born out of planned growth or the unpredictable realities of life. Our process is primarily broad based organizational assessment followed by coaching, advisement and targeted training with the leadership, management and supervisory people.
Range of Services
The circumstances will inform the actual structure of the engagement but our services range from full organizational engagements to leadership teams and their members.
Full Organizational Assessment
The full Organizational Assessment process includes the assessment, the plan and implementation.
This process is typically in service to:
- Positioning to drive overall organizational performance to new sustainable levels
- Gaining a deep understanding of how two company's operating cultures will meld prior to or during the integration of an acquisition or a merger. Used to speed up the integration process and also identify potential roadblocks and mitigation strategies with key players on both sides.
- Preparing the company for a potential or eminent significant transition in the near future (2 – 5 years out) such as a change in leadership, change in ownership or an earn-out sale. This is a more common dynamic in family businesses where uncertainty about future plans can exist between the generations.
Rebuilding and Aligning the Leadership/Management Team
Conducted on a smaller scale than the full organizational assessment, this process is specifically focused on the leadership / management team.
This process is typically in service to:
- Replacing a key member of a highly functioning team
- Diagnosing team performance and alignment issues
- Conducting team readiness in preparations for tackling large initiatives (acquisitions, growth plans)
- Effecting changes to partnership structures (additions, realignment, departures)
- Planning and implementing leadership succession
Comprehensive Assessments of People in Key Roles
As part of our work with clients, we conduct comprehensive assessments of people in or being considered for key roles using a combination of tools, interviews and organizational knowledge.
The better you are at mixing the people with the role and the culture of your company, the greater your results will be.
Our process looks at the key elements of behaviors (their approach), values (what matters to them when they work) and track record (evidence of their performance).
The process components include:
- Administer and validate the (BSA) Behavioral Strategy for Accomplishment Tool
- Conduct in-depth interviews to elicit personal operating framework for success, values, personal decision models and track record.
- Assess integration with key role requirements and alignment with culture, norms and operating practices based upon track record.
Who We Serve
Industry Experience
How We Work with Companies
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