Consulting, Research and Business Services

Ask SCORE

          After several years of doing management consulting for a large firm, I’m planning to pursue a career as a freelance management consultant. I’m good at what I do, but could use some advice on how to go about finding clients. 

          When you start a career as a freelance consultant, you begin a journey that will be as challenging and rewarding as anything you’ve ever done. Though the possibilities of what you’ll do and how far you’ll go are endless, there are some things you can count on—namely the constant pursuit for new work.

About the Author

This column is brought to you by the Merrimack Valley Chapter of SCORE, with nearly 70 current and former business executives available to provide free, confidential, one-on-one business mentoring and training workshops for area businesses. Call 603-666-7561 or visit merrimackvalley.score.org for information on mentoring, upcoming workshops and volunteer opportunities. SCORE is a national, non-profit organization and a resource partner of the U. S. Small Business Administration. 

Stephen Tunstall

Stephen Tunstall

Current City: Red Bank, NJ
Chapter: Monmouth SCORE

A MANAGING DIRECTOR with expertise in building profitable international software businesses, through effective business development and technical skills.
 

Resume

Education

<p>
MBA&nbsp; - International Business and Sales - University of Durham.<br />
B.Sc. - Computing &amp; Chemistry - University of Durham.<br />
<br />
&nbsp;</p>

Workshop Poster Fall of 2014

Ask SCORE
          My beauty supply business has grown significantly in the short time we’ve been in 
business and I’m considering hiring an accountant. How do I find the right one?

          There are many responsibilities that come with being a small business owner, and everyone is critical to maintaining profitability and promoting growth. You can’t risk letting a deadline slip or overlook an administrative requirement, yet there are only so many hours in the
day to get things done.

About the Author

          This column is brought to you by the Merrimack Valley Chapter of SCORE, with nearly 
70 current and former business executives available to provide free, confidential, one-on-one 
business mentoring and training workshops for area businesses. Call 603-666-7561 or visit 
merrimackvalley.score.org for information on mentoring, upcoming workshops and volunteer 
opportunities. SCORE is a national, non-profit organization and a resource partner of the U. S. 
Small Business Administration.

Calvin Scott Sihilling

Calvin Scott Sihilling

Current City: Eden Prairie, MN

Resume

David Jones

David Jones

David Jones

Current City: The Villages, FL

Professional accountant [CPA; Canada, USA]

- Worked in public accounting for "Big 4" audit firms PwC, Deloitte], and had my own practice, with major emphasis on family-owned businesses

- Worked in industry as a CFO [heavy equipment; HVAC contractor]. Major emphasis on Business Plans and Cash Flow. Expert with Jian's BizPlan Builder and suite of management tools.

- Director [completed professional qualification course] of a major Canadian Credit Union and of a Central Credit Union. Major emphasis on Strategic Planning and Corporate Governance

- Instrumental in designing and developing an online consulting practice "Family Business Experts" [www.family-business-experts.com]. Major emphasis on Succession Planning.

- Specialized earlier in my career as a Chartered Business Valuator [Canada] and qualified as a Business Arbitrator [Canada]

Resume

Education

<p>
&amp;lt;p&amp;gt; &amp;amp;nbsp;MBA&amp;lt;/p&amp;gt;</p>

Joseph Elias

Joseph Elias

Current City: The Villages, FL

Retired Vice President of Citibank. Executive level expertise in commercial lending and commercial Real Estate. Author of few Patents. Previous owner of a "The UPS Store" Franchise. Re-engineered and created a number of businesses at Citibank. Provided financial re-engineering and counseling, Developed business plans and provided guidance in operation efficiency for small businesses. Introduced the concept of Product Development Life Cycle (PDLC) replacing SDLC. Re-engineered and defined Human Resources business. Developed Knowledge distribution centers across the company. RE-architect customer interface process for internal clients worldwide. Sigma 6 certified professional. Negotiated major contracts. Restructured commercial lending relationships. A Change Agent.

Resume

Education

&lt;p&gt; BSEE, MSEE computer Science, NYU&lt;/p&gt;

Philip Grabfield

Philip Grabfield

Current City: Weston, CT

Philip Grabfield

361 Goodhill Road, Weston, CT  06883

Cell: 203.434.4082: pgrabfield@hotmail.com

LinkedIn: http://www.linkedin.com/in/philipgrabfield

 

Chief Marketing Officer

Business Unit Marketing Leader

Senior Brand Consultant

 

Executive Profile

Marketing executive with classical consumer marketing training that has been successfully applied to various B2C and B2B situations at Fortune 500 companies across industries and geographies to reach financial objectives.  Expert and sought-after conference speaker on leveraging brands across the marketing mix.  Passionate about research-based insights, Marketing & Sales collaboration and people leadership & development.

 

Areas of Expertise

  • Brand creation, strategy and messaging
  • New product development
  • Creative thinking and problem solving
  • Lead-to-revenue management
  • Digital marketing
  • International business leadership

 

Professional Experience

MCAWORKS, Westport, CT                                                                                                               Current

Executive Director
Asked to join a team of senior marketing and strategy professionals dedicated to helping clients identify opportunities that accelerate business growth.  Consulting assignments include value proposition development, branding, new product development and marketing best practices.

  • Developed ingredient brand strategy for hardware manufacturer.
  • Recommended CRM and lead generation strategy to architecture firm.

 

MERCER, New York, NY                                                                                                                   

Global Marketing Leader – Health & Benefits                                                                            2006-2013

Promoted to Global Marketing Leader for $1.4 billion Health & Benefits business of professional services consulting firm, driving revenue up 28% over six years.  Built thought leadership and marketing initiatives from conception to execution – not afraid to get “hands dirty.”

  • Introduced benefits exchange within tight timeframe via digital/social media demand generation campaign and measured results using technology solution, exceeding all business goals.
  • Launched differentiated middle-market go-to-market plans in the US, the UK, Spain and the Netherlands based on customer-focused, strategic and competitive analysis that increased market penetration beyond core Global Fortune 1000 client base.
  • Integrated Mercer and Marsh brands across 35 countries under unified value proposition, generating two-fold increase in revenue from Marsh channel.
  • Led $5 million global advertising and public relations campaign, increasing perception of Mercer as "right firm for my needs" from 77% to 86%.

Chief Marketing Officer – US                                                                                                         2003-2006

Managed staff of 42 in new position as Mercer’s US Chief Marketing Officer.  Upgraded marketing function to better align with and support matrix organization. 

  • Established disciplined process across businesses to create annual marketing objectives, strategies and plans and to track results.
  • Recommended and received leadership approval for transformation of US marketing function, including creation of marketing strategist roles, used as model for Global Marketing reorganization.
  • Oversaw marketing and branding due diligence and execution of outsourcing acquisition that contributed to building business that now makes up 12% of total Mercer revenue.
  • Conceived, created and implemented new CRM-based marketing channel that enabled consultants to personalize intellectual capital and promotional e-mails, increasing click-throughs by 23%.

 

 

Philip Grabfield                                                                                                                    203.434.4082

 

FUTUREBRAND/MARKETING CORPORATION OF AMERICA, New York, NY                                 1997-2002

Principal - Marketing & Brand Consultant

Consulted Fortune 500 companies as part of Interpublic’s brand and marketing consulting firms, advising clients across industries on vision, positioning, branding and marketing strategy development.

  • Generated $2MM of new revenue per year, following disciplined business development process.
  • Conducted segmentation research and data analysis for Capital One, leading to No Hassle credit card product.
  • Achieved approval from two Boards to post-merger vision, naming and brand strategy for Thrivent Financial (Fortune #325), including internal and external launches.
  • Trained Pfizer disease management teams on Direct-to-Consumer marketing best practices to enable them to leap-frog the competition in taking advantage of loosened regulations.
  • Developed market research-based global, regional, local brand positioning for Citi’s Investment Division.

 

BANTAM DOUBLEDAY DELL, New York, NY                                                                                   1995-1997

Marketing Director

Applied disciplined marketing processes to the book publishing business based on track record at Kraft.

  • Directed first-ever research study to measure consumer purchasing habits and guide positioning of different genres.
  • Optimized marketing budget to support more profitable "backlist", increasing overall margin by over 2 points.

 

KRAFT FOODS

Steadily progressed through brand management in top consumer packaged goods company, with experience on consumer-pull and trade-push brands domestically and internationally.

Marketing Director - Kraft Foods, Japan                                                                                      1992-1995

  • Drove revenue up 40% over three years across cheese, processed meat and confectionary categories.
  • Launched Soft Philadelphia to expand brand franchise to new eating occasion for Japanese consumers, working across multiple distribution channels.
  • Developed award-winning advertising, collaborating with three different ad agencies.
  • Demonstrated relationship building and team leadership skills managing all-Japanese staff of 20.

Brand Manager – Polly-O Dairy Products, Mineola, NY                                                               1990-1992

  • Expanded revenue 7% per year following Kraft acquisition.
  • Launched first fat-free natural cheese in the US.
  • Upgraded marketing operation to Kraft standards, managing staff of five.

Associate Brand Manager – Natural Cheese, Glenview, IL                                                       1988-1989

  • Formulated $5MM account-specific marketing plans for Natural Cheese brands to drive 12% increase in incremental revenue in low market-share markets.

Assistant Brand Manager – Philadelphia Cream Cheese, Glenview, IL                                             1987-1988

  • Introduced trial size soft Philadelphia flavors through airlines to generate 12% cost-savings and increased awareness.

 

 

                                                           

Languages

  • Native English speaker
  • Fluent in Spanish and French
  • Proficient in Japanese and Portuguese

 

Resume

Education

<h3>
Education</h3>

<p>
<strong>The Wharton School</strong>, Philadelphia, PA - MBA, Marketing&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;</p>

<p>
<strong>Lauder Institute,&nbsp;UPenn</strong>, Philadelphia, PA - MA, International Studies&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;</p>

<p>
<strong>Trinity College</strong>, Hartford, CT - BA, Economics and Spanish &nbsp; &nbsp; &nbsp; &nbsp; &nbsp;</p>

Rob Duncan

Rob Duncan

Current City: Ponte Vedra, FL

Resume

Al Chiasson

Al Chiasson

Current City: Nashville, TN
Chapter: SCORE Nashville

Experience

1. General Manager - Hexagon Metrology Services June 2004 – February 2014 (9 years 9 months) Studied and analyzed financial and technological opportunities to provide strategic plans to a $3.2B global provider of integrated design, measurement and visualization technologies. Led to the startup of three successful divisions. Included complete Business Plan development and implementation.

2. National Aftermarket Business Manager 2001 – 2004 (3 years) Revised existing go-to-market sales strategy by transitioning several of the ‘commercially savvy’ Application Engineers into Technical Sales Specialists. Direct result of studying the buying habits of the customer base and launching something innovative. As a result of this focus, the sales strategy changed dramatically and realized record revenues.

3. Regional Sales Manager, Aftermarket 1997 – 2000 (3 years) Southeast Region Partnered with Direct Sales Representatives and Certified Distributors to grow market share. Established growth plans for accounts with more potential. Continuously developed resolutions to affect long-term process improvements and successful outcomes. Consistently surpassed sales quotas year over year. Mostly software and retrofit sales (hardware), with impressive EBIT percentages.

4. Key Account Manager, Aftermarket 1996 – 1997 (1 year) Michigan Spearheaded complete line of SPC software products into each stamping plant operation. Delivered a full range of data reporting tools for each of the US small car assembly plants. Grew account by 20%.

5. Application Engineer 1995 – 1996 (1 year) Michigan Provided training and technical support to the company’s full range of software products. Arranged and installed on line software systems to several different OEM machines.

6. Adjunct Instructor - Mathematics 1993 – 1994 (1 year) Pensacola, Florida Area Taught classes in College Algebra and Pre-Calculus.

Resume

Education

<p>
Mathematics, MA</p>

<p>
University of West Florida</p>

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