Challenge/Opportunity
Due to unforeseen circumstances, the company is without the leader of the sales and marketing division and with no appropriate succession candidate. An interim executive is required.

Consulting Engagement
Jack Fleming, Principal of Fleming Advisors International is engaged to serve in this role and to oversee the Individual Sales Department, the Retirement Investment Services Department, the Marketing Support Department, the newly formed Worksite Marketing Department and the Telemarketing and Service Department.

Consulting Process
12 days per month of on-site involvement with the sales and marketing team as well as on-going communication on a daily basis. In addition, leadership is provided to the development work necessary to create an overall Distribution Strategy for the company with seven distinct sub-strategies by business function and distribution channel. Vital impact & discipline is provided to the year-end budgeting process.

Results
The company achieves sales growth ahead of plan in all areas. In addition, the “core documents” relating to the Distribution Strategy are developed. A new Sales and Marketing executive is hired after a period of 120 days. Mr. Fleming provides valuable insights to the new leader to facilitate his introduction to the company and its people. This indoctrination occurs in rapid fashion and ensures the new business year begins with a sense of focus and with well-defined standards established.

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