The Federal Circle

Growthers Revenue Team Review Meetings

 CRM, Guest Articles  No Responses »
May 022013
 

by Matthew Falls

At Growthers, we build companies. One of the most important tools we use to drive growth for our clients is the customer relationship management system. (CRM). In this article, I will describe the process we put in place to focus the entire revenue generating team on finding the best path to increasing revenue.

WSL is a manufacturer of industrial equipment. In a recent engagement, I installed a customer relationship management system (CRM) to help the company improve their revenue generation activities, set performance metrics and to create revenue for the company. Continue reading »

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What Makes the Growthers Approach to CRM Training Different?

 Advisory  No Responses »
Apr 182013
 

by Matt Falls

At Growthers we take a slightly different approach to the installation and management of a Customer Relationship Management System (CRM). We view the CRM as a tool to drive revenue. We show clients how to use the CRM to provide structure to the revenue generation process, to set metrics and to create a culture that focuses the entire revenue generation team on finding the best path to revenue. Continue reading »

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Executive Briefing – Developing Valuable Relationships

 Executive Briefings  No Responses »
Mar 142013
 

Executive Briefing Webinar: Creating Valuable Relationships
(Full 45 min Webinar as presented to SECAF w/slides)

Learn how to create and maintain valuable relationships – and how the effective use of a CRM can turbo-charge that process.

Matthew Falls was part of a team that built a technology company. He and his team sold non-performing businesses to fund new product development, developed the core customer base by purchasing competitors, and drove license and service revenue by creating a customer-focused corporate culture, eventually selling the firm to a national competitor. Continue reading »

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Ways to Win at Business Development

 Executive Briefings  No Responses »
Oct 182012
 

Raymond Williams is a proven growth engine with over 15 years of successful leadership experience in sales, operations, strategy, corporate development and restructuring of public and private companies. Ray is Executive Vice President for SE Solutions where he is responsible for P&L, growth and strategy. Prior to SE Solutions, Ray was Director, Army Programs for Harris IT Services where he doubled the business three years in a row. He brings hands-on service delivery experience in early-stage Federal IT services, telecommunications and high-technology companies, as well as executive management and governance experience within both Private Equity backed businesses and global, publicly traded companies. Ray’s career is marked by executive, growth-oriented leadership roles in emerging companies, including: Exodus, KEI, WAM!NET, Netco Government Services, Multimax and Harris, among others. Prior to joining Harris, Ray was the Vice President of Multimax, where he led the Federal Civil, Intel and Commercial line of business. Ray serves as an adviser to early stage technology firms on business development, operations, marketing and growth strategies. Notable clients include The Carlyle Group, Perot, Harris, Cap Gemini, The US Army, Dell, State Dept, and the Intelligence Community


How to Win at business Development – Executive Briefing
Click here to listen to the briefing

Send us a question or comment

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News Alert – The Federal Circle is now Growthers

 Press Releases  No Responses »
Oct 172012
 

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

The Federal Circle is now Growthers

 

We are renaming and refocusing The Federal Circle. The new name is Growthers. This is in celebration of the remarkable growth of the company and for two very important other reasons.

  1. Our client base is mostly in the commercial sector. In fact, the majority of our clients’ revenues are generated from that sector rather than from federal contracting.
  2. We have discovered that our value proposition – what we deliver to our clients – is just as potent in the commercial sector.

Our new website is Growthers.com Continue reading »

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Good Governance – Balancing Eight Key Factors

 Governance  No Responses »
Sep 252012
 

Dr. Earl R. Smith II
Managing Partner, The Federal Circle
DrSmith@Dr-Smith.com
Dr-Smith.com

Boards operate in complex environments that require them to balance a wide range of issues and challenges. Their charter – to preserve and extend shareholder value – might sound simple enough but the pursuit of that objective can quickly bring on some very complex questions. Continue reading »

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Ten Myths About Business Coaching

 Coaching  No Responses »
Sep 232012
 

Dr. Earl R. Smith II
Managing Partner, The Federal Circle
DrSmith@Dr-Smith.com
Dr-Smith.com

There are quite a few preconceived notions about business coaching and some of these notions are actually more myth than reality. I have been working as a coach for a couple of decades now. Occasionally I meet someone who tells me something about coaching that just does not fit with my understanding of it. I have culled out ten that I wanted to share with you. Following is a list of the ten most common myths and their respective realities. Continue reading »

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Good Governance – Minority Board Service

 Governance  No Responses »
Sep 232012
 

Dr. Earl R. Smith II
Managing Partner, The Federal Circle
DrSmith@Dr-Smith.com
Dr-Smith.com

Minority corporate directors play an important role in leading companies. Each minority board member brings something different to the board. Hiring committees should consider the skills and background the director brings to the board. Is should also assess how the prospective director’s leadership style will affect board dynamics. As with many other high-level positions, increases in minority representation in the boardroom has been slow, but it is improving as minority members prove their value Continue reading »

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Why You Can’t Coach Yourself

 Coaching  No Responses »
Sep 212012
 

Dr. Earl R. Smith II
Managing Partner, The Federal Circle
DrSmith@Dr-Smith.com
Dr-Smith.com

A good percentage of my new clients have spent time, effort and money trying to ‘reform’ themselves with seminars, tapes, books and the like. They have tested the proposition that coaching is something that they can do for themselves. Most of them have come to the realization that working with a coach is a lot more effective than self-improvement books, training programs and seminars. Continue reading »

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Five Rules for Choosing a Leadership Coach

 Coaching  No Responses »
Sep 172012
 

Dr. Earl R. Smith II
Managing Partner, The Federal Circle
DrSmith@Dr-Smith.com
Dr-Smith.com

Some of my organizational coaching engagements begin with a search for the right place to start. Most often, the initial contact comes from either the CEO or Chairman of the Board. “What can we do to shake things up? Where do we start and get a high-impact initial result?” Before I respond to questions like these, I insist that we do an organizational and management assessment. After all, responding before knowing is probably one of the reasons that the company is facing the challenges that it is. One of the most frequent results of the assessments is that the leadership within the company is simply not up to the task of running it and leading the team. Continue reading »

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Determining Board Compensation Structure

 Governance  No Responses »
Sep 092012
 

Dr. Earl R. Smith II
Managing Partner, The Federal Circle
DrSmith@Dr-Smith.com
Dr-Smith.com

A board’s primary responsibility to the shareholders of the company is to protect and enhance the value of the shareholders interest in the company. This responsibility has not changed with the business environment today’s boards operate in, however the work boards engage in and the scrutiny directors now fall under has changed drastically. Sarbanes-Oxley ensures that directors now face legal consequences for board decisions as SOX attempts to codify good governance policies. Corporate governance demands more from directors than ever before, while at the same time a negative wind blows against the compensation levels directors enjoy for their services. As part of governance activities, boards assess compensation policies, set benchmarks for the level of director compensation and document its method for future compensation assessments. Continue reading »

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Leadership Development Coaching

 Coaching  No Responses »
Sep 052012
 

Dr. Earl R. Smith II
Managing Partner, The Federal Circle
DrSmith@Dr-Smith.com
Dr-Smith.com

Good leadership coaching provides direction and guidance, support and counsel, during an executive’s personal development efforts. Personal growth accelerates with the support of a coach. My coaching engagements are fast tracks to improvement. One client described them as “coaching on steroids”. Continue reading »

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