1. Driving Your Strategic Growth Path Dale A. Hetrick
Business Dynamics Influencing Business Growth Imperatives
Innovation &
Transformational
Business Models
Business Strategy &
Market Expansion
Revenue & Profit
Growth
Focused Initiatives &
Business Operations
Guiding Principles Supporting Business Dynamics
• Build new industry
competencies
• Create distinctive customer
interactions
• Invent entirely new
industries
• Strategic market
definitions
• Distinctive messaging to
target markets
• Go-to-market plans that
maximize long-term value
• Widen revenue streams
or improve margins
• Org changesto focus on
growth initiatives
• Position the firm to
handle rapidly evolving
business dynamics
• Align functionsto operate
as a single entity
• Retain organizational
identity and goals
• Initiatives to drive
effective and efficient
operations
Alignment of Capabilities to Strategic Growth Imperatives
Institutionalized a selling
concept referred to as
“Unsolicited Proposal”,
driving 100% penetration of
new accounts.
Worked with Fortune 1000
clients to build go-to-market
plans and sales assets to
engage new accounts.
Facilitated the completion
of multiple 6-figure sales
initiatives
Initiated and sold a $5
million transportation
initiative. Outputs include;
sales presentations, project
scope and budget, and
contract negotiations
Developed and
implemented a revenue and
profit turnaround plan.
Implementing business
metrics best practicesdrove
a 15% increase in revenue
and highest profit margin in
five years
Facilitated entrepreneursand
executives through a strategic
thought processto align the
future of their firms with
measurable goals creating
next generation business
models and new revenue
streams.
Created a strategic business
relationship with a global
ERP vendor.The partnership
included market plans, go-
to-market assets, and sales
execution.
Changed organizational
culture to improve focus on
sales productivity, cost
management,and client
focus. Revenues,profits,
and client retention
improved.
Developed and leveraged
partnershipswith outside
management consulting
firms to effectively deliver
strategic consultingprojects,
while maintainingprofit and
client satisfaction targets
Built and led an innovation
team to deliver a
multi‐million dollar global
business intelligence system
for an Energy client.
Expanded market presence
to include the U.S. west
coast.Initiated and
completed a sale with a
large hospital system in AZ
to provide professional
services.
Built a team of over 100
consultantsto develop and
implement complex
automotivesoftware
systems. Revenue growth
included one initiative
valued at $1 million
annually.
Led major sales effort to
increase strategic IT
consultingrevenues.
Developed consulting
templates and methods to
drive efficiency and
effectivenessof
deliverables.
dale.hetrick@comcast.net
248-760-6846