WD Hall Company  |   (512) 306-8444  |   Email

Fredericksburg, Texas

© 2018 by WD Hall Company

Services.

We work to improve our clients' odds for business success. 

We deliver strategic and tactical information to give our clients a competitive edge - in all aspects of their business.

We help our clients identify goals and make better and faster decisions for issues of leadership, growing pains management, new business development, client development and retention, and exit options and strategies . We listen, probe and brainstorm.

 

Our deliverables are practical, proven tools and processes; useful industry information and resources; and, lessons learned from our own consulting experience.

We hold our clients accountable for achieving the desired results.

Leadership

 

B-S-A Program  - Brainstorming, Sounding Board and Accountability

What does the service provide? 

  • Confidential discussions and a good listener; a brainstorming partner

  • Someone who has the experience you need to anticipate problems

  • Someone who has been where you want to go

  • A catalyst

  • Monthly face-to-face meetings and unlimited emails and phone calls

What is the value for the owner or manager?

  • Peace of mind

  • The strength to keep building

  • An advisor who can help you solve problems and hold you accountable

Who needs it?

  • Business builders and decision makers who want help to grow.

 

S-4 Strategic Planning Program 

What does the service provide? 

  • Strategic planning; a road map for your business

  • Visions of the company for the present and future

  • Assistance with establishing goals

  • Who, what and where of needed actions to accomplish the tasks and overcome hurdles

  • Quarterly meetings for 4 hours each.  We prepare the agenda, facilitate the meeting, and take notes. During the meetings we check the progress toward the vision and goals, modify expectations if necessary, and hold each other accountable for achieving the goals. 

  • In non-meeting months, we check on participants progress toward achieving their goals for the business.

What is the value for the owner or manager?

  • A means to benchmark progress and growth

  • A cost effective and efficient improvement process

  • Someone to hold you accountable for achieving your vision and goals

Who needs it?

  • Business builders and decision makers who want help to grow.

 

 

Workshop - People Skills for Professionals

What does the workshop provide? 

  • Importance of manners

  • Methods of dealing with people

  • Really useful attitudes

  • Listening skills

  • The importance of small talk

  • Opening lines that lead somewhere

  • Working a room - and enjoying it!

  • Improves relationships with clients

What is the value for the owner or manager?

  • Tools for improving sales, operations and profits

Who needs it?

  • Anyone dealing with other people

 

 

Business Development

 

 

Rainmaker Resource Program  

What does the service provide? 

  • Proven resources, ongoing coaching and monitoring, and accountability to enable participants to be more comfortable, more knowledgeable, and more successful in their business development efforts.

  • We prepare a Client Development Action Plan and monitor progress with a Weekly Client Development Worksheet and weekly phone calls or meetings.

What is the value for the owner or manager?

  • Expert coaching and holding the owner or manager accountable

  • Improves company sales

Who needs it?

  • Business builders and decision makers who want help to grow.

 

 

Competitive Intelligence Services  

 What does the service provide? 

  • We uncover, collect, analyze, and present actionable information to help our clients outmaneuver and outperform the competition.

  • We provide some piece or pieces of timely, accurate information that will help our clients make better and faster decisions. For example:  competitors' recent experience with a certain type of work; their perceived strengths and weaknesses; their value proposition; methods of marketing; announced or anticipated changes that could impact their strengths and your actions.

  • Assistance with pursuing new clients, new prospects, acquisition targets, or new markets

What is the value for the owner or manager?

  • The developed information gives owners and mangers a competitive edge.

Who needs it?

  • Business builders and decision makers who want help to grow

 

 

Decision-Maker Prospecting Services  

What does the service provide? 

  • Together we identify target industries and geographic preferences

  • Information about new, qualified prospects that will help you meet them.

  • The type of information we collect includes: the decision maker's name his or her needs, his or her interests outside work, their contact information, their position in the prospects business, and which consultants they are using now.

What is the value for the owner or manager?

  • This information makes it easier for existing staff to grow the firm with new prospects.

Who needs it?

  • Business builders and decision makers who want help to grow.

 

 

Target Client Capture Plan Services 

What does the service provide? 

  • A proactive sales opportunity with a new qualified prospect. 

  • Our research and recommendations will help you decide who you want to go after. 

  • We learn their names and information about them, what they need, and your competition. You just decide to go get them as a new client!

What is the value for the owner or manager?

  • Your focused efforts result in adding to your list of good clients. 

Who needs it?

  • Business builders and decision makers who want help to grow.

 

 

Client Feedback Interview Services 

What does the service provide? 

  • In my opinion, this is the most valuable tool in your business development playbook. The client feedback interview helps you keep and grow your best clients.  We have found that clients are more willing to share their true judgments with a third-party interviewer.

  • This tool provides us an opportunity to sit down face-to-face with your client and find out how your firm is doing, if your firm needs to adjust anything, and if there is more work ahead.

What is the value for the owner or manager?

  • The client feedback interview provides enhanced opportunities for long-term, repeat business from good clients.

  • The interviews add to the possibility that you will keep your good clients, improve your profitability, increase business referrals, and have revenue growth through cross selling.

Who needs it?

  • Business builders and decision makers who want to grow. 

 

 

Workshop - The Business Development Process  

This workshop will help you if:

  • You spend too much time on the wrong prospects

  • You have difficulty getting an appointment

  • Appointments are not turning into work

  • Can't figure out the prospect's real needs

  • Tired of being #2

The value for the owner or manager:

  • The workshop provides a clear discussion of the business development sequence;  preparation, prospecting, introductions, first meeting, second meeting, follow up and client retention 

  • Definitions and the roles of the business development, marketing and sales staff are clarified.

  • Top skills required in the business development staff are provided, including; leadership roles and responsibilities in business development;  types and benefits of referrals; building relationships and rapport with prospects; observing buying signals and handling objections; closing tools and scripts;

  • The benefits, warning signs and ways to improve client retention are discussed.

Who needs it?

  • Business builders and decision makers who want help to grow.

 

Workshop - Client Retention - Tools and strategies to keep and grow your best clients

What does the workshop provide?

  • Key concepts and interesting retention numbers

  • The dreaded certified letter and description of the pain of losing a client

  • Benefits of client retention including the leaky bucket theory and cross selling opportunities

  • The difference between loyal and satisfied clients

  • At-risk clients - warning signs

  • How to get client feedback - 4 ways

  • Ways to segment your client base

  • Creating barriers to exit

  • Building trust with clients

What is the value for the owner or manager?

  • Provides the opportunity and time to do something about unhappy clients

  • Repeat business from current clients

  • Regaining lost clients

Who needs it?

  • Business builders and decision makers who want to grow.

 

 

Workshop - Communication and Networking Tools

What does the workshop provide? 

  • Preparing and practicing your elevator speech

  • Rating of your networking skills

  • Ways to make a good first impression

  • Useful techniques for active listening

  • Small talk help and other ways to build rapport

  • Conversational etiquette

  • Tips for working a room and enjoying it

What is the value for the owner or manager?

  • A better trained sales, marketing and management staff

  • Increased sales!

Who needs it?

  • Business builders and decision makers who want to grow.

 

 

 

Growth Management

 

Operations Review   

What does the service provide?

  • A fresh eyes assessment of current operations

  • An independent and objective look at the company's financial history, current business plan, sales and marketing activities, employee organization and growing pains issues.

What is the value for the owner or manager?

  • Weak links are identified

  • Feedback is obtained from key employees

  • Recommendations for value-creating changes are provided

Who needs it?

  • Business builders and decision makers who want to grow.

Employee Growing Pains and Culture Feedback Interviews  

What does the service provide? 

  • Selected employees are asked for feedback about company operations including operations, sales and marketing, admin, financial, and company culture.

  • The findings are kept confidential, summarized and then  provided to the owners.

  • Employees are often more willing to provide valuable feedback when the interviewer is independent of the firm and keeps individual responses confidential.

What is the value for the owner or manager?

  • Owners can quickly discover sensitive areas in the company

  • Owner's can benchmark their work environment and culture against the competition.

Who needs it?

  • Business builders and decision makers who want help to grow.

 

Workshop - Great Business Culture!

What does the workshop provide? 

  • Discussion of the important elements of a great business culture: clear and frequent communication; a good work environment; and trust among employees, clients, vendors and agencies

What is the value for the owner or manager?

  • Employee retention is high

  • Sales improve due to increased repeat business from top clients

  • Differentiates a poorly operating business from a successful one

Who needs it?

  • Business builders and decision makers who want help to grow

 

Exit Planning

 

If you are ready to move on to the next challenge, make sure you know what you want. You need a personal vision and a retirement financial plan. And you need a quarterback to listen, evaluate, and manage the other experts - that's what we do!

 

Exit Planning Process Management / Quarterback Services 

What does the service provide? 

  • Introductions and management of the exit advisors

  • Assistance in planning the nature and timing of the exit

  • Preparation of the owner for the exit

What is the value for the owner or manager?

  • He or she will maximize the benefit to themselves of the exit option

  • He or she will have a guide for an important process

Who needs it?

  • Business builders and decision makers who want to retire or change careers.

 

 

Workshop - What's Next?  What are my Exit Options?

What does the workshop provide?

  • Factors requiring consideration before an option is chosen

  • Description of options for exiting the business

  • Pros and cons of different exit options

What is the value for the owner?

  • He or she has a plan for his next life

  • He or she knows what steps are required to accomplish his plan

Who needs it?

  • Business builders and decision makers who want to exit either by succession or merger or liquidation..

 

 

Company Valuation

What does this service provide?

  • A valuation of the company for negotiation with potential and knowledgeable buyers.

  • The results of several different methods of determining value.

What is the value for the owner?

  • This is the first task to complete when considering a sale or succession plan.

  • This enables the owner to decide if he or she is happy with the value or needs to grow the business.

Who needs it?

  • Owners who are interested in retirement or a career change.

 

 

 

External Sale Planning

 

Pros and Cons of Selling to a Strategic or Financial Buyer

What does this service provide?

  • With the CEO, we decide on the ideal characteristics of the right buyer

  • We decide on a strategic or financial buyer

  • Help with the search for the right buyer

  • Can be part of or separate from the Quarterback Services

What is the value for the owner?

  • Peace of mind

  • A feeling of accomplishment

Who needs it?

  • Current owners

 

Internal Sales Planning

 

Third-Party Interviews with Senior Management to Solicit Feedback on an Upcoming Transition

What does this service provide?

  • For an internal succession, this is completed in conjunction with the current CEO

  • Feedback from senior staff about the upcoming transition

  • Involves preparation of a list of questions, conducting the interviews, and a summary of the individuals feedback

What is the value for the owner?

  • Adds transparency to the transition

Who needs it?

  • Owners

 

CEO Candidate Evaluation

What does this service provide?

  • An independent evaluation of a candidates experience, familiarity with company operations, leadership talents and skills, team building and management experience, people skills, and general business strengths.

  • At least one meeting with the candidate

What is the value for the owner?

  • An independent viewpoint from a former CEO

  • A confidential sounding board

Who needs it?

  • Owners

 

Recommendations for a Mentoring Program for the CEO Candidate

What does this service provide?

  • The objective is to prepare the CEO candidate for the job. This is an opportunity for him or her to learn through challenging assignments and on-the-job experience identified in a Program Plan. 

  • If required, we prepare the list of activities, discuss the need, monitor the candidates results, and make progress reports to the current CEO..

  • These activities may include: client meetings, conflict resolution, meetings with bankers, payroll accounting, budget preparation and many more.

What is the value for the owner?

  • A to-do list and progress reports that will make you feel better about the future of your company

Who needs it?

  • The selected CEO Candidate and the current Owner

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