Working with Tom

● MBA in Finance.
● Degrees from the University of Texas-Austin, and The Citadel.
● Experience with significant corporations: General Electric,
Frito-Lay, Hunt Electronics, Nortel, G. D. Searle and Regal
Cookware.
● Has worked with over 100 entrepreneurs, representing revenue
from $200,000 to $300,000,000.
● Has worked with companies in all conditions: on life support,
rescued by other companies, in the throes of mutiny, in the midst
of transferring leadership or ownership, and companies striving to
reach the next level.
“I encourage leadership to adopt a “Promises Made/Promises
Kept” contract with their clients and employees. For them to
develop a plan of action in cooperation with key management.
Members of the group agree to assume specific responsibilities
and to account for promises made to each other. Companies that
fulfill individual contracts have a greater chance to reach the next level.”

Your first meeting with Tom?
You can expect NOT to pay for Tom’s time at the first meeting. (But
travel and lodging expenses may be necessary.)
This is an assessment session where you will discuss financial
concerns about your business, urgent issues, company identity, core
competencies, niche expertise and client base. Your willingness to
make changes in your company will be discussed.

After the initial meeting?
In subsequent sessions, Tom will meet with senior management and
staff. He’ll secure an agreement between members of the group to
develop an honest evaluation of the current state of the company:
financial and staffing issues, new business prospects, and secondary
business concerns. From that information, Tom will suggest a work
plan, which is dependent on participation and accountability. The plan
includes concerted tangible steps to stabilize or grow the company and
a road map to improve business performance. Unlike many other
consultants who produce a plan and leave it for management to read
and implement, Tom supports the execution of the plan and provides
third-party oversight.

What does Tom mean when he talks about “finding the light in the
center of the room”?
Tom believes that management collaboration with staff is vital to
developing a sense of unity within the company. When everyone
understands the goals and is personally committed to the outcome,
then business performance and morale improves. When employers and
employees collaborate, they create synergy, which is accompanied by
enthusiasm and excitement to move forward. That is the light in the
center of the room.

I hired a consultant once and my company isn’t any better off. Why
should I hire Tom?
Maybe you shouldn’t. Tom wants a client with a genuine belief that the
company can be improved. A client who’s serious about making the
company better. Are you willing to collaborate to find solutions? Are you
willing to draw up individual contracts with your employees to assign
responsibilities and make everyone accountable to each other? If not,
you shouldn’t hire Tom—because he wants a willing client.