M.E. Gilligan Consulting, dba
Martin & Associates
Relationship and Organizational Strategic Consulting
Foreign / Domestic Business

Case Studies - Marketing

  • Performed marketing/sales organization reviews, strategic business analysis, offer reviews, and negotiation position papers for $5+ million engineering/manufacturing company with expanding business at the same time as it was being sought as a joint venture partner and as an acquisition by different foreign-owned companies.


  • Engaged by emerging technology company to assist in organizing early stage company, developing strategic plan and resulting business plan to be used for fund raising; assisted in establishing business and technical advisory boards, and participated in recruiting and training managers.


  • Supported local emerging technology company in developing strategic plan and business decision-tree to evaluate an offer to be acquired - resulted in declining the offer and continuing the business for local children and adult patient medical education product making use of high-tech interactive kiosk and play items.


  • Worked fourth generation owners of long-term Philadelphia small business manufacturer to develop strategic marketing plan to commercialize a commercial product as an upscale consumer product, including focus groups, market research, customer and prospect contacts, and distribution system review.


  • Performed strategic marketing analysis for three companies in different product/service lines but all influenced by the disastrous downturn in electronics and telecommunications to re-evaluate their strengths and to locate new industries for their products/services, including: injection molded plastic products, tool & die maker, electro-mechanical job shop, small circuit board designer/manufacturer.


  • Developed strategic marketing plan for significant player in the paper color (i.e. dyes & pigments) industry allowing them to keep their base business and expand into other industries and establish a strategic relationship with a potential competitor in China.


  • Worked with value-added packaging products distributor to reinvigorate declining sales by conducting a telemarketing campaign, using the client’s employees, with ex-customers and with present customers, resulting in a campaign to develop a new customer base.


  • Developed strategic marketing plan for value-added Environmental Recycling Equipment distributor allowing him to become venture partners with both the equipment manufacturers and the end-user customers with residual cash stream generated by the sale of recycled material products. Re-drafted sales and purchasing agreements, drafted and successfully negotiated strategic relationship agreements.


  • Assisted national health fruit drink manufacturer locate, select and negotiate Master Distributor Agreement; then worked with Master Distributor to set up warehouse distribution, sub-distributors, and dealers. Also developed business and financing plan for raising working capital.


  • Recruited by the Delaware Valley Industrial Resource Center (DVIRC) as a independent Closely Allied Small Business Consultant to assist businesses develop business plans, obtain working capital, apply for Ben Franklin and SBIR project funding, develop marketing strategies, and organize to achieve profitable growth.


  • Recruited by the Delaware Valley Industrial Resource Center (DVIRC) as a independent Closely Allied Small Business Consultant to assist businesses develop business plans, obtain working capital, apply for Ben Franklin and SBIR project funding, develop marketing strategies, and organize to achieve profitable growth.


  • Developed marketing/licensing strategy leading to successful manufacturing and sale (by others) of traffic control products (i.e. collapsible and rigid bollards, directional signage, safe-lock signs) invented by local inventor who did not want to leave his full-time job. Profitable sales of $150,000 were achieved the second year, growing to $250,000 by the end of the third full year with sales growth projected at more than 25% per year. Drafted all sales and distribution agreements, assisted in location and selection of the current manufacturing source; drafted business plan for acquisition of working capital, which was not required due to high margins.


  • Worked with management team of local $35,000,000 world-class steel foundry to develop detailed strategic growth plan and marketing policy to allow company to escape its ‘single’ market limited growth potential. Trained and mentored key sales manager during successful transition to Director, Sales & Marketing; assisted in locating, drafting and finalizing sales representation and stocking distributor agreements in US, Canada, Chile, Argentina, Peru, China, Australia, Philippines and Papua New Guinea. Also accomplished three searches for acquisition companies in the US and in South America, two of which were approved by the Board of Directors but were not consummated due to personality conflicts among the principals.


  • Developed business plan and sales/distribution network for the successful start-up spin-off of a company commercializing a water purification technology unsuccessfully marketed by the parent company.


  • Acted as Senior Vice President of Sales & Marketing, with continuing sales at 75% of prior levels during unsuccessful Chapter 11 work-out and subsequent Chapter 7 liquidation of major industrial shelving manufacturer. Acted as Sales & Marketing Manager for local automation and manufacturing systems engineering company during successful Chapter 11 workout.


  • Performed marketing and contract negotiation functions on a project assignment basis for $20,000,000 energy equipment company leading to the successful introduction of their XL (extra-large) firetube boiler product line and the closure of their fluidized bed alternative fuel product line.

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