Success Partnering

Executive summary

Success Partnering

A proven revenue generator with a strong technology and solution selling approach and an extensive history of progressive sales and corporate leadership. Mr Haley is adept at B2B sales including negotiation with decision makers, internal champions, key influencers, and C-Level executives. Mr. Haley will work to evaluate and maximize all aspects of his client’s business development, sales management, solutions engineering, product development, and general team leadership. Mr. Haley excels in driving financial growth, increasing market share, exceeding revenue targets, and building first-class teams with a sharp focus on product and service quality and commitment.

Service Methodology

The first engagement will be onsite and in person. I am a big fan of company culture and have a certain skill for rating good or bad cultures. This process is something that I implement and therefore would require access to certain employees who would remain anonymous. Improving the culture and work environment for your employees is one of those secret weapons against any competitor. Next we do an overall company health check on all aspects of the company, 3 years of audited financials are required for success. Once we know what is wrong with the patient we can work on the problems. Many times I have been brought in to fix a sales problem, but through this process find out it’s a customer service problem or a problem with the service or product. Sales process is one of my key skills and will be a large part of fixing any sales problem. Many companies have no process, or if they do they are not following it. We work to document your current process and refine it to fit the real world. I believe in role playing for inside and outside sales reps once the process is finalized. I use a patented process called The Exchange Diagram to help salesman become superstars. I believe that I am a partner in the success of all my clients love this business.

Service Options

Companies can elect whether they just require Appleton Greene for advice and support with the Bronze Client Service, for research and performance analysis with the Silver Client Service, for facilitating departmental workshops with the Gold Client Service, or for complete process planning, development, implementation, management and review, with the Platinum Client Service. Ultimately, there is a service to suit every situation and every budget and clients can elect to either upgrade or downgrade from one service to another as and when required, providing complete flexibility in order to ensure that the right level of support is available over a sustainable period of time, enabling the organization to compensate for any prescriptive or emergent changes relating to: Customer Service; E-business; Finance; Globalization; Human Resources; Information Technology; Legal; Management; Marketing; or Production.

Service Mission

I believe that I can add value with any size company that has a business problem that are seeking third party support. I was the president and CEO of a large consulting company that had over 180 consultants world-wide. As part of our offering I spent 90 minutes with over 500 CEO’s for a strategy session. These companies were in every industry imaginable and were as small as $5 million and up to multi- billion firms and yet they all shared similar problems. This experience is rare and it blends in with my accounting degree, founding and selling a start-up, going public, building one of the fastest growing private companies in the Silicon Valley becoming the top producer in packaging and logistics in California, closing over $150 million contract with Oracle to handle their logistics. My service mission is simple: if you want the best then hire the best.

Service objectives

The following list represents the Key Service Objectives (KSO) for the Appleton Greene Success Partnering service.

1. Sales Process
   Every company that sells a service or product has a sales process, some of which is documented but most are not. The first step is to document the current process, it does not matter if it is a bad process. Once the process is documented we go thru a gap analysis and find what works and what doesn’t. This process includes all C-level executives and sales people. Results are measured and the process is documented and built into ongoing training. Recently, I was contacted by the CEO of a productivity software product, specifically it helps you speed read and increase your memory. Sales peaked in 2008 and have declined every year since yet they had the same sales process. Their sales people would call on procurement groups and try to get an RFP for their service. The problem was that they were the only ones that had this kind of product so they couldn’t get a competitive bid. Also, they didn’t have a budget for this type of service. The problem with their sales process was they were calling the wrong people. Their software increased their productivity by reading emails and proposals faster which translates to 30% more efficiency per employee. We directed our focus to the CFO and finance people where we were able to quantify the savings in dollars. We offered a free pilot program for 20 employees which we would test before and after the program. It was a slam dunk. Sales are up 50% in the past 6 months!
2. Financial Check-up
   If sales is the oxygen of a company than financial health is the blood, no company can survive without both. I ask for three years of financial statements, profit and loss, balance sheet and current cash flow plan. One of my priorities is seeing how the company stays ahead of its cash flow and how much reserves are saved for bad times. I look for obvious and not obvious problems with gross margin, receivables, sales commissions and executive pay. I benchmark sales per employee in your industry. We plan for the worst. I set up a scenario where the company loses 40% of their business overnight and find out they are not getting it back. What is the plan? I go through a restructuring plan that starts with a detailed Org Chart that shows names, titles and salaries of every employee and executive. First we have to look at how much we need to cut to become profitable, once this is determined we can start the plan. All non-essential recurring expenses must be cut. One major layoff needs to happen and it has to be well planned and executed so we keep the best people and get rid of the rest so we can survive as a smaller more nimble company. I have found that this restructuring exercise uncovers a lot of waste and also eases stress if the company does face a crisis they will be ready.
3. Customer Service
   I will audit your customer service process and people. Most importantly, i want feedback from your clients if you are not already getting feedback. Bad customer service can kill the best product or service simply because the customer is always right and will go elsewhere if they are treated poorly. Recently I was waiting for my credit card to clear at the cash register at a local grocery store. For some reason it seemed to take forever to clear. Finally it cleared! The owner seemed upset and turned around grabbed two thin mint candies and threw them in my bag. He said that he was sorry for the delay with the card and that it was unacceptable. I will always go to that grocery store from now on. That is customer service. If you are looking to hire a good customer service person than pay attention, they are everywhere. I have hired two top customer service managers from the Apple Store where i went to the Genius Bar. Apple does a great job of finding and training talent.
4. Role Playing
   I really believe that all sales and customer service reps can benefit from role playing on the phone. For sales people I usually get a group of 15 or less in a conference room and lay out a fictitious scenario where I am the CEO of a $100 million dollar company and you’re trying to close me for a meeting to sell your software product (or whatever they sell). Using a deck of playing cards each rep grabs a card and the lowest card has to leave the room and call into the conference line to close me for a meeting. This instantly becomes stressful for the caller as he/she is on speaker phone for all to hear and criticize. This creates an environment that is actually more difficult than reality. If you can be successful in front of your peers you will be successful out in the field. I make the meeting tense and competitive but fun as well. For customer service I play the impossible client to make happy, again a lot of fun!
5. Contract Management
   This could be the most boring part of consulting for me, however I have saved companies millions of dollars in employee and business liability with this process. We start with employee contracts for W-2 employees. I can’t tell you how many companies lose their contracts or never got a signature. I have templates if needed for California. The IRS is coming down hard on companies that have 1099 contractors. If more than 20% of your payroll is 1099 than you can expect an audit within 2 years. There are 14 different “tests” to qualify for a 1099 status, not all have to be met, which is the issue. Plan now and run your contractors through my “test” to see if they are compliant. Also, get proof that they are paying their quarterly taxes (yes this is legal). Make sure you have contracts with the contractors and it is clearly stated they must pay all their taxes and have other revenue from other jobs. We also review your insurance policies and disaster recovery plan (especially backup plan for IT).

Testimonials

Trusted Translations

”Mr. Haley changed the course of our business through just six months of work. He came in and fixed our sales process, which has resulted in an increase in sales of 35% and climbing. Words cannot describe Mr. Haley’s keen business and people sense.”

VFI

”I have been working with Mr. Haley for just under a year. We are a start-up and needed Mr. Haley’s help in raising money as well as structuring the company and building a technology team. I am pleased to report that we raised over $15 million from investors and VC’s that came from Mr. Haley’s deep network. We have also secured a tier 1 technology team that was a large reason we were funded This too was from Mr. Haley’s network. Mr. Haley’s devotion to our company has been a game changer for our success.”

Safe Decisions

”I have worked with Mr. Haley for 18 months. He not only helped change our marketing, but our entire sales process to go after the university market. Mr. Haley trained our sales people and made high level presentations to our clients. I look at Mr. Haley as being a great listener and super smart at problem solving.”

CGI

”Mr. Haley was brought in to help us restructure the company due to severe financial constraints. In short order, Mr. Haley put together a restructuring plan that saved over $1 million annually and provided a step by step implementation plan that was spot on. We had to lay off over 90 employees and Mr. Haley handled each and every one with dignity as no lawsuits were filed!”

CPI

”Mr. Haley began his career in packaging logistics in 1986. Haley closed one of the largest logistics contract with Oracle that was valued over $150 million and placed Haley as one of the top producers in the industry.”

More detailed achievements, references and testimonials are confidentially available to clients upon request.

Industries

This service is primarily available to the following industry sectors:

Logistics

Logistics is all about problem solving with a best practice supply chain. The ability to determine the best supply chain goes hand in hand with the solution, therefore you need someone with deep experience and success in logistics, something that Mr. Haley has. Logistics is not the term that was used when I set up supply chains in Europe and the US for Oracle. Now it is used for everything. Perhaps one of the greatest logistics on the planet could be argued is Uber. The platform that Uber created was successful for both the user and the driver. So my outlook on the future of logistics is over the moon. I am currently working with a Language service company to use geolocation software to manage over 150,000 on-site medical interpreters. This was not possible 5 years ago.

Banking & Financial Services

I have a degree in accounting and this has given me the foundation to discuss and analyse the complex nature of financial performance faced by today’s companies. I spend a lot of time with the CFO vs. the CEO as the financial challenges determine the health of an organization. All companies need to have annual financial check-ups to make sure everything is in order. The financial sector is still struggling to shake off the dirt from the crash in 2008 but will continue to grow and prosper through any head winds. The increase in interest rates are a good thing and handled correctly will keep inflation intact. Things look promising in an election year.

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Locations

This service is primarily available within the following locations:

Los Angeles CA

I live in Manhattan Beach and love Los Angeles. I recently moved here and spend a lot of time in Venice Beach aka. Silicon Beach and Santa Monica. The start-up scene is thriving, especially since Google bought 200,000 square feet in Venice Beach. Real estate is booming with no end in sight. Technology, Entertainment and construction are growing sectors. Uber and Lyft are excellent alternatives if you’re going to a meeting in LA as they are inexpensive and you don’t have to worry about parking.

Santa Clara CA

I graduated from Santa Clara University and lived in the Silicon Valley for 30 years where i lived in Woodside. Silicon Valley is the heartbeat of business. There is a reason why Apple, Oracle, Tesla, Google, Intel, HP, Wells Fargo, Bank of America and eBay choose to stay in Silicon Valley. It is where ideas are made into reality. Currently, the new term is building a Unicorn, which is VC talk for financing a company that surpasses a billion dollars in revenue within a few years, think Uber. Many friends of mine are VC’s some are the biggest names in the business. I am currently raising money for a company that has a great idea and needs $15 million, we are almost there. Silicon Valley also attracts the best technology talent if you are looking to build the best technology team for your new idea. The downside is rent and the cost of a home. Be prepared for huge rents for almost anywhere in Silicon Valley and especially San Francisco. The Silicon Valley also has some of the best weather in the country and will always be a desirable place to live in. Combine the technology and venture capital industry and you have one of the strongest economies on the planet.

Dublin IR

I own a manufacturing plant in Dublin from my business with Oracle, I visit often and have many business contacts. Dublin created a tax haven in the early 90’s for publishers, which includes software companies to pay only 10% tax on net earnings. Companies like Apple, Oracle and Microsoft took advantage and set up operations in and around Dublin. For some time Ireland was the fastest growing economy in Europe and with this came employment and increases in wages. The real estate collapse hit Ireland really hard as the government bailed out the failing banks and the recession hit. Ireland and the real estate market has rebounded as well as the technology sector remains strong. Universities and high schools are strong. The restaurant business is booming in cities like Dublin where some of the best chefs in the world have moved to compete against the best. Rugby, soccer and Gallic football are the country’s main sports. Recently the National rugby team made it to the quarterfinals of the Rugby World Cup where they were beaten by a strong Argentina team. Still, the best part of Ireland is it’s people. The Irish have a natural ease and pleasure of life that rubs off on tourists and strangers. They especially are fond of Americans (a rarity) and one can see JFK tributes at many of the pubs in town. Guinness is the drink of choice for most Irish as they like a good pint or two and some good crack by the fire (crack means a good story teller).

Portland OR

I grew up in Portland, I have connections in banking, real estate, law and technology. Portland is an outstanding town to live and work. The entire downtown area has been revitalized and is a beautiful sight when you look out over the Willamette river and the breath-taking view of Mt Hood. What is great about Portland is in 2 hours you can be skiing on Mount Hood, or drive to one of many amazing beaches, if you’re cold you can head to the desert near Bend, Oregon which is really a gem. You will have to get use to some rain and trips to the beach are not to surf but to read a good book by the fire with a glass of wine to watch the storms. Intel, moved a manufacturing plant to Hillsborough Oregon about 15 years ago. They are now the largest employer in Oregon. Now companies are starting up in Oregon and the region is known as Silicon Trees as more and more companies like the lifestyle that Portland creates. Some of the best high schools in the country are in Oregon, for instance Jesuit was pick in the top 10 nationally for academics and recently was picked by Sports Illustrated as the top high school sports program in the country. On the sports side the Portland Timbers won the championship this year and the Portland Trailblazers still sell out each game. Reed College is rated as one of the top liberal arts school in the country and was attended (briefly) by Steve Jobs. Bottom line, the lifestyle, natural beauty and work environment makes Portland a prime opportunity to start a company or start a new career.

London UK

I have contacts in Technology, Law, manufacturing, packaging and entertainment.

Clients

This service’s current clients or employers include:

BR Printers

BR Printers is a leading provider of digital printing products. Based in San Jose, CA, with production facilities in Independence, KY., and East Windsor, NJ. The company’s product portfolio includes self-publishing solutions, print-on-demand, short run publications, web-to-print, rebinds & other digital printing solutions. Founded in 1992 by industry veterans Rich Brown and Chris Rooney, BR Printers set up shop in Silicon Valley to supply solutions for the booming software market. At the forefront of the digital printing age, BR quickly became the printer of choice for Silicon Valley, including primary clients Oracle and Sun MicroSystems, and was well on its way to becoming the largest digital print solution in the Western United States. Over the next two decades, BR rapidly expanded its services, markets, and, therefore, it’s efficiency. With three production facilities across the United States and partners in Asia and Europe, BR is able to deliver solutions both across the country and the globe. In fact, product offerings have diversified to include every major printing need, delivered at any scale. BR has such immense capabilities that it is now the favored solution for Fortune 500 tech companies like eBay and PayPal. BR also serves all of the largest textbook publishers and some of the largest healthcare providers in California. Never forgetting it’s entrepreneurial or tech roots, BR continues to be industry leaders in innovation. In 2005, current President Adam DeMaestri devised a process for updating and reusing older editions of textbooks that significantly reduced the resources used, and therefore the cost, for textbook manufacturers. In 2012, recognizing that customers want a more complete solution than merely printed materials, BR acquired printing logistics firm Agilaire, one of Silicon Valley’s fastest growing companies from 2007 through 2010.

BR Printers – Click Here

Agilaire.com

Leading logistics company in the Silicon Valley. Acquired by BR Printers in 2012. Customers are Sony Playstation, eBay, Apple, Jabra. There is a reason Agilaire made the Silicon Valley/San Jose Business Journal’s Fastest Growing Private Companies. Agilaire’s team cannot be confused with print brokers, as the brokers work with trade printers that do not have a sales force to produce the best solution for the client. As one of the top performers in this industry, Agilaire is able to work with world-class manufacturers that compete for Agilaire’s representation and client base. Due to their international network of manufacturers they are able to be where clients need them from the U.S. to Europe to the Far East.

Agilaire.com – Click Here

Chet Holmes International

Chet Holmes and Tony Robbins collaborated with a joint venture that delivered motivational content (Tony) and sales and marketing content (Chet) to thousands of companies throughout the world. Sadly, Chet Holmes passed away at the y0ung age of 54. Chet’s content and best-selling book The Ultimate Sales Machine lives on as over 100 consultants world-wide continue to teach Chet’s methodology. During Chet Holmes amazing career he worked with over 60 of the Fortune 500 companies as America’s top marketing executive, trainer, strategic consultant and motivation expert. He identified and developed The 12 Core Competencies that have been proven to provide the main structure of truly great companies. He also developed more than fifty proprietary implementation methods to see these ideas actually take root and grow. The realization of Chet’s discoveries came to full fruition while running nine divisions of a company for Charlie Munger (on the Forbes “Billionaires” list, partner of Warren Buffett). Chet Holmes doubled the sales volume of each division, most within only 12 to 15 months, continuing strategic growth in several divisions and again doubling sales for several years consecutively. Charlie once called Chet, “America’s greatest sales and marketing executive.”

Chet Holmes International – Click Here

iprint.com

Business Card Printing and More from iPrint: At iPrint, you can personalize your printed product just the way you want it. Our online printing service offers lots of different products with a variety of design options. Business cards, stationery, postcards, Post-it® Notes, rubber stamps, and address labels are just a few of our items. Adding your name or logo to many of them — or even creating your own logo with art on our site — is fast and easy. Choose the product, design, enter your information – and go! Over One Million Satisfied Customers: iPrint.com has been serving customers like you since 1996, and we are dedicated to making you so glad you ordered from us that you will be back again! About our Business Cards, Custom Rubber Stamps & Stationery Supplies: iPrint.com is a leading source for high-quality business cards, custom rubber stamps and stationery supplies. Featuring stock artwork, simple-to-use templates and a wide range of custom options, you can design and order the items you need in just minutes. Whether it’s full-color business cards, custom rubber stamps for your office, home or school – or even letterhead, envelopes and other stationery supplies – we’ll create your items quickly, and with the greatest attention to detail. Best of all, we back up all of our products with a 100% Satisfaction Guarantee – which means that, at iPrint.com, you can shop with confidence.

iprint.com – Click Here

CPI

CPI became the largest packaging and logistics company in the Bay Area throughout the 1980’s and 1990’s. Tom Haley closed the largest contract to date with Oracle for over a $150 million in 199o. CPI’s clients include Apple Computer, Hewlett Packard, The Gap, Toshiba, Sony Play Station, Chevron, Intel, Informix, Wells Fargo, Morgan Stanley and Levi’s. CPI invested in the only electron beam 70 millimetre film processer which decreases times by 10 days as well as 30% less cost. CPI also owns a similar manufacturing facility called Trilogy in Dublin Ireland. The purpose of this plant is to allow simultaneous product launches in the US and Europe for our global clients out of the US. CPI currently manages supply chains all over the world for over 150,000 sku’s that are constantly changing with updates. CPI utilizes a proprietary ERP platform that manages the bill of material and all changes and requirements. It is this platform that sets CPI apart from all of it’s competition and has enabled our top tier clients like Oracle and Apple to dramatically reduced their time to market for new products. Oracle chose CPI as it’s vendor of the year four different years as a testimonial to the quality of service and performance they performed. CPI was the first printing company to embrace Xerox’s new digital printing presses called Docutech. In a short timeframe CPI owned 5 Docutech’s that ran 24 hours and 7 days a week. The typical turnaround for manuals was about 15 working days. The Docutech’s cut that timeline to 24 to 48 hours which was a game changer.

CPI – Click Here

Benefits

Bronze Service

Monthly cost: USD $1,500.00
Time limit: 5 hours per month
Contract period: 12 months

Bronze service includes:

01. Email support
02. Telephone support
03. Questions & answers
04. Professional advice
05. Communication management

SERVICE DESCRIPTION
The Bronze Client Service (BCS) for Success Partnering provides clients with an entry level option and enables client contacts to become personally acquainted with Mr. Haley over a sustainable period of time. We suggest that clients allocate up to a maximum of 5 Key Employees for this service. Your Key Employees can then contact the consultant via email, whenever they feel that they need specific advice or support in relation to the consultant’s specialist subject. The consultant will also be proactive about opening and maintaining communications with your Key Employees. Your Key Employees can list and number any questions that they would like to ask and they will then receive specific answers to each and every query that they may have. Your Key Employees can then retain these communications on file for future reference. General support inquiries will usually receive replies within 48 hours, but please allow a period of up to 10 business days during busy periods. The Bronze Client Service (BCS) enables your Key Employees to get to know their designated Appleton Greene consultant and to benefit from the consultant’s specialist skills, knowledge and experience.

Silver Service

Monthly cost: USD $3,000.00
Time limit: 10 hours per month
Contract period: 12 months

Bronze service plus

01. Research analysis
02. Management analysis
03. Performance analysis
04. Business process analysis
05. Training analysis

SERVICE DESCRIPTION
The Silver Client Service (SCS) for Success Partnering provides more time for research and development. If you require Mr. Haley to undertake research on your behalf, or on behalf of your Key Employees, then this would understandably require more time and the Silver Client Service (SCS) accommodates this. For example, you may want your consultant to undertake some research into your management, performance, business, or training processes, with a view towards providing an independent analysis and recommendations for improvement. If any research and development, or business analysis is required, then the Silver Client Service (SCS) is for you.

Gold Service

Monthly cost: USD $4,500.00
Time limit: 15 hours per month
Contract period: 12 months

Bronze/Silver service plus

01. Management interviews
02. Evaluation and assessment
03. Performance improvement
04. Business process improvement
05. Management training

SERVICE DESCRIPTION
The Gold Client Service (GCS) for Success Partnering is intended for more detailed evaluation and assessment, that may require your Key Employees to have monthly meetings or interviews with Mr. Haley. These meetings and interviews can be conducted over the telephone, Skype, or by video conference if required. The consultant can also attend your business premises, an Appleton Greene office, or another mutually beneficial location, but please note that clients are responsible for the costs of any disbursements separately, including travel and accommodation. This service enables you to integrate the specific skills, knowledge and experience of your designated consultant into your Key Employee management team. The Gold Client Service (GCS) can also incorporate training workshops, business presentations and external meetings with customers, suppliers, associations, or any other business-related stakeholders.

Platinum Service

Monthly cost: USD $6,000.00
Time limit: 20 hours per month
Contract period: 12 months

Bronze/Silver/Gold service plus

01. Project planning
02. Project development
03. Project implementation
04. Project management
05. Project review

SERVICE DESCRIPTION
The Platinum Client Service (PCS) for Success Partnering is our flagship service and will be required if you need Mr. Haley to facilitate the planning, development, implementation, management, or review of a particular project relating to his specialist subject, which would obviously require more time and dedication. This service enables you to reserve up to 12.5% of the consultant’s working month and provides a more hands-on service as and when required. If you need more time than this, then this can always be arranged, subject of course to the consultant’s ongoing availability. The benefit of having an external consultant involved in projects is they provide an independent perspective and are not influenced by internal politics, day-to-day responsibilities, or personal career interest. They provide objectivity, specific knowledge, skills and experience and will be entirely focused upon the tasks at hand. The Platinum Client Service (PCS) will provide your organization with a valuable resource as and when you need it.