Bill Zipp’s consulting work takes the principles of leadership he speaks and coaches on and applies them to the complex, real-life situations his clients face. Each year Bill takes on a handful of project-driven engagements and works side-by-side with his clients to help them fulfill their goals.
Is consulting with Bill Zipp right for you?
- Do you want to grow the leaders in your organization in way that’s fully customized to the context of your business?
- Do you have a significant sales challenge facing your company that you don’t have the internal resources to overcome?
- Are you looking to develop your senior leaders into a strong, cohesive executive team that’s focused on performance?
- Do you want your leaders to learn how to coach their people to the highest levels of achievement?
- Is there an open executive leadership position in your company that you need seasoned hiring expertise to fill?
Here are some of the consulting projects Bill has worked on:
Sales Leadership Development
The challenge:
Mike D’Onofrio, head of Concur Technology’s SMB group, took on the challenge of growing this division year over year by 30% or more. Mike’s first priority was to create a team of competent, capable sales managers who could lead their salespeople, many in virtual locations. An additional challenge was that this sales growth was being pursued in the middle of the worst economic downturn since the Great Depression.
The project:
Create a customized curriculum for frontline sales managers, most of whom were transitioning from being successful salespeople and now were leading their peers. Use this curriculum to train these managers and reinforce the principles via online webinars. Also, assess each leader and work with them one-on-one so that the sales managers and their sales teams would exceed their revenue goals.
The results:
Sales grew by over 30% within a year of completing the sales leadership training program in spite of the economic challenges in the marketplace. In the second year many of the leaders who received this training have moved into senior leadership positions as the SMB division has taken on an additional 40% increase in sales.
Bill dramatically improved the health of our company by designing a sales process and tracking system that has resulted in the significant growth of our business.
Randy Davison, President
Extra Mile Media
Leadership Academy Formation and Facilitation
The challenge:
Leading Age Oregon is a nonprofit organization that serves the aging population in the state of Oregon. Leaders within their member organizations were beginning to age themselves and a new generation of leaders needed to be raised up. Leading Age was looking for a way to actively develop younger leaders in their state and to provide the industry with a new generation of capable, competent leaders.
The project:
Create a year-long leadership training program and customized curriculum. Gather a group of industry mentors to assist in the development of these leaders and shape the content of the program. Assess each leader, debrief the assessment one-on-one, help each leader create and execute a year-long project, and facilitate bi-monthly meetings with the group.
The results:
Leading Age’s Leadership Academy is now starting its fourth year with over 40 participants. Amazing projects have been completed, like the starting of a foster care center for Alzheimer’s and dementia patients. Graduates have go on to be leaders in the industry, fill open executive management positions in their organizations, and rave about the transforming experience of this program.
Bill has truly expanded my leadership ability. He has given me new tools and skills to enable me to fully develop my leadership potential. Our organization has also benefited from these changes at every level.
Dennis Whitted, Executive Director
The Village
Sales Force Development
The challenge:
FutureSecure* has one of the best financial planning software offerings in the marketplace. Once first in market share, FutureSecure had slipped to a distant third. The sales team had shrunk to two people and sales had slipped to less than 50% of former revenue. Annual renewals had also slipped to the lowest point ever in the history of the company.
The project:
Sharpen FutureSecure’s sales process and identify the skills needed to execute it, especially in light of new competitive challenges. Help existing sales team members succeed at implementing this process and assess their progress. Additionally, create a job profile, one year accountabilities, hire and train a dedicated sales manager to rebuild the sales team. Seek to uncover the reasons for annual renewal losses.
The results:
Total sales grew rapidly and them slipped to previous levels. Personnel changes were made, that, frankly, were long overdue. An additional sales representative was added to the team and a dedicated sales manager was also hired. After a year, sales have grown nearly 50% and FutureSecure is poised to take over second place in market share. Annual renewals are also growing as well.
*FutureSecure is a fictitious name to protect anonymity.
Bill Zipp’s sales leadership development has helped us increase sales and maximize our organizational capacity. His coaching and consulting has contributed significantly to our ability to get great results.
Brogan Taylor, VP Sales
ooVoo
General Manager Selection and Onboarding
The challenge:
Steve Ramsing, founder and president of Northwest Compressor, made the decision to move with his wife to Cambodia to serve at a vocational training school there. While Steve believed he could sell his business, he decided to keep it and hire a general manager to run it in his absence and have a portion of the profit support the work in Cambodia.
The project:
Create a job profile and first year accountabilities for the position. Set up an intensive recruiting process and collect applications, screen applications, and conduct first and second interviews for the position. Help select the final candidate, present the offer, and successfully onboard this person in the new position.
The results:
Over 75 candidates applied for this position. Eight of these candidates received rigorous final interviews and an offer was offered to the most qualified person. Since accepting the position, sales have increased 40%, debt is being retired, and profit is robust enough to offer employee profit sharing and fully support the work in Cambodia.
Working with Bill was a real eye-opener for our business. It’s made all the difference in the world. Bill’s the real deal!
Kim Taylor, Owner
The Retreat Day Spa and Salon
Start the Conversation
I understand that consulting services are not something you buy off the Internet. First, they’re intensely customized, and, second, they require high levels of trust to succeed.
What we can do right now, however, is start the conversation and see if makes sense to take the next step together. If anything you’ve read on this page strikes a chord with you, contact me at the link below.
For a complete list of Bill’s clients: Bill Zipp’s Client List
