Where are you based?
We currently have offices in US (Indiana), Europe (Dublin) and China (Shanghai). Our team have a combined 50+ years of experience in >50 different countries. We apply a global track record to local knowledge.
What services do you offer?
We offer support to companies in the photonics and related sectors in areas such as Business Development and Sales, Team Development, Talent Identification and Training and on both the buy and sell side of M&A transactions
How does your service work?
- Starting with senior managment interviews to set goals.
- Understanding company capabilities and product offerings.
- Select potential applications, products to deliver on the Revenue goal.
- Target specific customers for vists and development.
- Advise our client on what it will take to be successful in these opportunities.
- Initiate the deal, get the order.
- Negotiate the terms and conditions that will result in a win-win collaboration.
- Account Manage: develop the commercial relationship for deeper business.
- Bring new talent to the table with a view to handing over stable accounts.
- Lead the process from start to finish.
- Exit the initial project to support you elsewhere.
S U S T A I N A B L E
So are you like a distributor?
No, not really. While we do support you in growing your revenue, we do it differently than a distributor. The main difference is that we believe the end customer interactions should be shared completely with our client. In this way, our client has complete visibility on what is happening in the case and are able to learn from the dynamics of the cases. Many distributors protect their customer relationship in a way that stops the manufacturer from having the kind of customer intimacy that we believe is absolutely needed for future growth. Furthermore, our work is about developing a new revenue stream (or geography) for a company with the firm intention of handing that over to the client at some point. We do this by a mixture of training their existing team or identifying and onboarding talent capable of sustainably developing the business.
Do you act as an Executive Search consultant?
Yes partly, but not in isolation. Our view is simple; understanding the company and their needs is probably enough to identify talent. There are many executive search consultants who do this very well. Our offering goes beyond this and extends into onboarding and training of the new hire. Our training is both technical in the area of photonics (lasers, optics and their applications) and domain specific sales training. We believe there are some outstanding general sales training courses and we advise people to consider taking some of them. Our training is designed specifically for sales professionals in the photonics area and has emerged from our decades of experience and track record of delivering revenue of >$1bn USD.
Do you have standard packages and pricing?
No, we don't believe in a 'one size fits all' offering. Our level of support and the associated fee are entirely dependent on your needs. We are happy to have a discussion with you to determine if your needs and our skills are a good fit. If we are not, we promise to give you a recommendation that may help you if we cannot.
What kind of clients do you work with?
Our clients are as diverse as the applications in photonics and it is probably not easy to fit them into categories. Some are small companies that have a niche product or technology, some are larger players in the photonics space while some are trying to grow in a new area (either technical, application or geography). The only thing our clients have in common is that they provide innovative solutions of the highest quality, are eager for change and growth and hold themselves to the highest standards of professionalism and ethical behavior. Without those basic requirements, we will not work with you.