Research shows that 75% of change initiatives fail due to misdiagnosis – poor framing for and solving the wrong problem. Through business evaluation, market analysis and customer researach, we offer comprehensive solutions for sustainable growth.

1. January 11, 2012
NORTHPOINT
Overview
For:
Client Contact
Title
Company
© Northpoint Advisors. All Rights Reserved.

2. Northpoint.
Experience the
Results.
Helping Leaders Achieve Sustainable Revenue Growth.

3. The Value Zone and Benefit of External Voice
Competency (Ratings in +)
Internal
Team
Rating
Consultant
Capability
Rating**
• Leadership, running business/area ++++ +
• Industry and market knowledge ++++ +
• Insight into company culture and operations ++++ ++
• Operations and people management skills +++ +
• Act as an agent to help drive new organic growth ++ ++++
• Bandwidth to absorb incremental projects ++ ++++
• Unfiltered Voice of the Customer and reality + ++++
• Proven methodologies for research, analysis, and
change
+ +++
• Ability to introduce new ideas and best methods ++ +++
• Ability to identify, evaluate, and lead game-changing
Reinvention projects
++ +++
• Help identify root causes and why targeted changes
are not happening- forensics
++ ++++
Value Zone is in Dark Blue*
*Value zone input is driven by focus groups and exit studies that we’ve conducted for the 15 years.
**As with key employees, consultants need to carefully selected, to assure this rating

4. …every stop is the wrong stop
Research shows that 75% of change initiatives fail due to misdiagnosis –
poor framing for and solving the wrong problem
If you’re on the wrong bus….

5. What Makes Us
Different?
1 2 3
We blend the
art & science of
management
consulting.
We focus on
practical,
actionable
insights that build
quick lift.
We work to your
rhythm and fit in.
Our work is
complimentary and
synchronized with
the energy and
culture of your
enterprise.

6. 6
OUR FOCUS:
• General Growth Assessments
• B2B Revenue growth strategies including:
 Market assessment and entry strategies
 Innovation and commercialization strategies
 Inorganic growth strategies – acquire offerings, customer access
• Business Intensification for rapid results – QuickLift™
OUR EXPERIENCE:
• 15 years and 100+ Clients
• Key markets: Water and energy infrastructure (focus on renewable), Intelligent building
systems, medical technology
OUR NETWORK:
• Partner relationships with 11 consultancies and over 200 associates to support areas of
focus. Active contributors and participants in leading think tanks, Association of Strategic
Planning, Institute for the Study of Business Markets, Fortune Innovation, and MedTech
based in Upstate New York.
About Northpoint
Our Mission: To Help Leaders Achieve Sustainable Top-Line Growth

7. Northpoint Offerings
Strategic Growth
• Initial growth ramp and Long term
strategies and options selection that
map to clients business intent
Business Development
• Market Entry- with offerings, channels
and markets
Quick-Lift™
• Business intensification process to
deliver profitable revenue lift in 6-18
months
Results
• Results are an imperative with NP
Helping you assess from
Outside in
Solutions we Deliver:

8. What are the levers for Growth?
NPA Offering
Lever 1:
Offerings
Lever 2:
Customer
Access
Lever 3:
Markets and
Segments
Horizon for
Growth
Growth
Strategies
New Offerings New Channels New Markets
Medium to Long
Term
Business
Intensification
Existing
Offerings
Existing
Channels
Existing
Markets
Near Term
• Northpoint helps our clients achieve revenue growth by developing business strategies
and execution plans for any combination of Offerings, Channels, and Markets.
• Projects can be near-term Business Intensification projects with quick wins, or longer
horizon Strategies For Growth into new markets or development of new offerings.
• Projects can focus on Offerings, Channels, or Markets, or comprehend all.

9. Key Tools in QuickLift TM
• Scenario Planning and Actions
• Vitality List
• PlaybookNP
• Simulated Sales Calls & Success
modeling
• Quick Assess
• GO Teams
• Rapid Deployment
• Key Advisor Program

10. Why it works. Quick Lift SM takes the right team –
you + Northpoint.
• Fresh ideas and perspectives-
history and tribal knowledge vs.
outside-in
• Inject added energy and
support to your team
• ID best right path to growth
• History of results
Northpoint knew just how to reach
all the key stakeholders in our
business—and make each one feel
that they were a key part of the
process- Shamus Hurley, President RBST,
Robert Bosch GmbH
“

11. PROBLEM:
New product designed
for hospital catheter and
IR labs; management had
concerns about how to
effectively sell and price
the system.
SOLUTION:
Using Proto-Marketing
with the use of a our
simulated sales call.
Northpoint conducted 44
in-depth interviews in
webinar format that
simulate a 12-month sales
process in 45 minutes.
TOOLS:
PowerPoint, WebEx,
custom-fit ROI,
discussion guide, online
survey, and Van Westen
Dorp pricing model.
RESULT:
Had to reposition the
product because
research uncovered that
solution ROI
assumptions were too
low: Added 7.5 points
to gross profits based
on findings.
CASE STUDY: Medical Device and Systems Company
Uses a Simulated Sales Call to Ramp Up New Product

12. Richard (Dick) Van Belzen
Managing Director
New York Office
19 Sylvan Glen, Suite 300
Fairport, NY 14450
585.233.6707
dvanbelzen@northpointadvisors.com
www.northpointadvisors.com
Attribution: All architectural photos by Thomas Hawk, Flickr Creative Commons
Case Studies and references that fit your business need(s)
can be provided in follow –on discussions.