Central Penn Business Journal CEO Forecast

The economy is moving forward with positive momentum; however, many companies continue to depend on the lean business practices they put in place during the recession as they seek to remain fiscally responsible. Organizations are seeking creative ways to leverage their assets more than ever before. They face the challenges of the competing needs of business expansion beyond current resources and the high overhead of onboarding additional leadership.

Over the past few years, the outsourcing of key financial and human resources positions, not to mention entire departments, has become commonplace as companies focus in-house staff on their company’s core competencies. This strategic outsourced staffing trend will rapidly expand into other key areas of expertise over the next few years including sales and marketing leadership and staffing.

Below are just a few of the ways companies are beginning to strategically leverage the trend of utilizing outsourced, sales and marketing expertise. Consider if one of these options may benefit your company.

  • Part-time, Executive Addition to Management Team When resources do not allow for a full-time sales executive, companies are turning to on-going, part-time executives, or “executive shares.” These client-side advocates bring market-based perspective to help crystalize the CEO’s vision, develop the corresponding growth strategy, and manage sales and/or marketing implementation that will drive the desired growth.
  • Strategic Project Support For Temporary Band-width For many companies, current leadership is at capacity working in the business such that there is no time to focus on strategic planning for continued growth. Consider limited-engagement project support to provide the expertise to develop a forward-thinking strategic plan while your team remains focused on their current goals and objectives.
  • Complementary Expertise to Fill the Gap Your company has a strong team of leaders in place, but the corporate vision is not being translated into sales growth or is not in alignment with Operations, Administration, and Finance. This is particularly true in companies where the VP of Sales and Marketing is an excellent salesperson, but not the best manager or developer of corporate growth strategy. Bringing in a strategic advisor is a low risk method to complementing your current leadership’s skill set.
  • Interim Sales and Marketing Executive Need a pinch hitter to ensure key projects do not fall by the wayside while your Sales or Marketing executive is out? Consider an interim executive placement.

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