Expertise — ThroughSpan

Sales Acceleration

ThroughSpan leaders have helped multiple companies reset market strategy to accelerate and sustain sales growth. We optimize pricing, strengthen product development, and develop break-through revenue funnel strategies. We do this by applying data analysis, machine learning, and strategic rigor to understand customers, market opportunities, and competitive dynamics. We ensure that a market strategy matches the operational capabilities of the enterprise. The results are increased sales, customer satisfaction, reputation, and enterprise value.
Loyal customers spend more, generate disproportionate profits, and convert other customers. We have designed customer satisfaction and loyalty programs in industries ranging from large-format retail to aviation. We analyze customer equity with machine learning and define pricing, products, features, and services to increase both customer value and enterprise profitability.
Entering a new market or releasing a new product are transformational events. ThroughSpan leaders have helped companies successfully launch new products and enter new market segments in the manufacturing, technology, retail and cleantech sectors. We rigorously study and understand customer needs and behavior, and integrate marketing with operations to ensure product design and customer needs are aligned.

In a world of complex interdependencies, an organization’s license to operate and enterprise value depend heavily on how it manages its stakeholder ecosystem — from elected officials and regulators to local communities, employees and the media. We apply proprietary analytic tools to identify, prioritize, and orchestrate stakeholder concerns. We focus on high-risk business areas, and tie the stakeholder ecosystem strategy to the operational capabilities of the enterprise.
In today’s world commercial results depend on reputation, which can be enhanced or derailed by a rapidly moving and increasingly active stakeholder ecosystem. ThroughSpan applies proprietary tools to map, navigate, and orchestrate complex stakeholder ecosystems to increase reputation, influence, and commercial success.
ThroughSpan leaders have managed complex stakeholder ecosystems to permit and site utility-scale energy projects, shape a favorable competitive environment, and reset supply chains. We create reinforcing cycles of growth, trust and resilience, and balance value distribution to key stakeholder groups. To facilitate long-term success, we make sure stakeholder expectations are aligned with the operational capabilities of the enterprise.

ThroughSpan leaders have designed and managed operations transformation programs for complex, high-precision manufacturing businesses in multiple industries. We structure performance improvement programs that satisfy all key stakeholders. We focus on strengthening team capability in core Lean skills such as problem solving, value stream mapping and daily management. Improvement targets include operations output, gross margins and working capital.
For many businesses, gross margin is arguably the most important metric of value generation. ThroughSpan GM improvement programs break down all line items of costs of goods sold (COGS), rigorously analyze historical performance trends, identify multi-period stretch targets, and relentlessly track performance improvement. Our GM improvement programs are also anchored in market strategy, managing price to balance competitive position with sales growth.
ThroughSpan leaders have moved and consolidated manufacturing facilities in the US, Europe and China to reduce operational complexity, cut costs and boost profits. Informed by market strategy, our approach centers on minimizing the risks of delivery interruption and maximizing customer satisfaction. Successful projects ensure updated manufacturing process documentation, fully qualified suppliers, rigorous project management and careful communications to all stakeholders.

Companies that lack effective supplier performance management face higher risk and cost than their competitors. ThroughSpan evaluates teams and processes using capability maturity models to quickly spotlight improvement opportunities. We train teams to use the “total cost of ownership” framework to define supplier performance requirements, ensure timely and accurate data, and communicate effectively to improve cost, quality, delivery and supplier resilience.
Effective supplier data systems are vital for timely, comprehensive tracking of vendor cost, savings, quality, delivery and other key performance measures. They enable visibility across business units, ERPs and geographies. ThroughSpan engages supply chain and IT leaders to assess vendor data systems, leverage AI, and spearhead critical improvements.
Most firms accumulate excessive numbers of suppliers – diluting spend leverage and adding administrative cost. Supplier consolidation offers huge savings but is surprisingly difficult for most teams to execute. ThroughSpan helps teams assess vendor redundancy as well as the cost and risk of spend transfer. We prioritize the lowest-risk, highest-ROI consolidation opportunities to secure sustained cost reduction.

We have served as CFOs of both private and public companies, and led investor relations for public companies with multi-billion dollar valuations. We apply rigorous finance-based analytics to all that we do, from product pricing to operating margin and working capital improvement.
We have raised hundreds of million dollars in equity from venture capital, strategic investors and the public markets. We have also played leadership roles in both buy- and sell-side mergers & acquisitions, including target due diligence, synergy assessment, and post-acquisition deal integration.