Investor Relations (Chief Marketing Officer 2011-2012) at TriLinc Global
2010 - Present | Manhattan Beach, CA
(InvestLinc assets acquired by TriLinc Global in late December 2009)
In addition to continuing with the InvestLinc responsibilities listed below resulting from the InvestLinc asset purchase, TriLinc CMO responsibilities include: brand positioning and management, website and marketing materials development and management, and investor relations.
VP, Customer Experience & Sales at INTIGRAL, Inc.
August 2012 - November 2014 | Cleveland, OH
Retained by Founder of leading insulating glass manufacturer (& former InvestLinc Board of Managers member) to establish a differentiated customer experience, elevate loyalty, measurement, marketing, and business development efforts while setting a new direction for the sales team.
> Created first actionable road map for maximizing the customer experience across all interactions.
> Launched new corporate positioning, graphic standards, website, corporate videos, and industry sponsorships.
> Sourced new products.
> Developed new markets.
> Reorganized sales group.
> Led 2014 targeted business development efforts resulting in approx. $6 million in new business and re-securing one of our largest customers after they split their business between us and our competitor at the end of 2013.
> 2014 sales team efforts yielded 16%+ sales growth, eclipsed sales targets, filled plants to capacity, and resulted in the first profitable year in a number of years.
> Accomplished turnaround mission presented to me in 2012 and the company no longer requires a VP-level Sales, Marketing, & Customer Experience leader.
President at Arras Group
February 2011 - May 2012
Rejoined Arras as President to help the CEO and Founder rebuild and reinvigorate this marketing and brand innovation firm that has deep expertise in automotive/powersports products and services, home-related products and services, and consumer packaged goods.
Chief Impact Officer (Customer Experience Champion) at InvestLinc
June 2005 - January 2010
(Assets sold to TriLinc Global in late 2009)
Sold my consultancy, Brand Convergency, to InvestLinc in June 2005. Continued with InvestLinc to help its Board of Managers wind the company down and sell remaining assets to TriLinc Global in late December 2009.
InvestLinc responsibilities included:
> Customer experience development including: brand development, brand & cultural integration, M&A due diligence facilitation, brand & investor communications oversight, and formation of InvestLinc Life Services.
> Oversee Capital3 Community and Life Services: a suite of services designed to promote the well-being of the whole individual. Services such as: Community retreats for bringing people of wealth to learn, grow, and connect. Executive Health Services and 24-hour health care concierge are available in partnership with Cleveland Clinic. Life Services also provides access to David Zelman, PhD, founder of Transitions Institute and one of the nationâs leading life coaches. Family or corporate histories preserved through personal Memoirs. Spiritual care via a minister of national stature.
Brand Impact Catalyst at Arras Group
January 2004 - June 2005
What began as a strategic consultant to the CEO for critical internal/external assignments quickly expanded to include spearheading new business efforts for the automotive and financial sectors, and management of both divisions of the firm. Created and commissioned a new branding and new business approach for the firm. Served on the CEOâs Leadership Team. Increased agency billings by 15% through landing new business (e.g., National City Bank, USAC, KONI); also grew existing client billings by 18% via supplemental project wins from competitive shoot-outs. Launched a new business direct market effort that resulted in new business relationships with Eaton and USAC. Originated a proprietary Brand Clarity Process used to guide a key accountâs (Yokohama) executive team and define the brandâs Customer Experience and positioning âtrue northâ â process was credited by the CEO as being a critical, foundational element that has paved the way toward unsurpassed profitability and market share advancement.
Principal at Brand Convergency
August 1983 - June 2005
Founded this brand consultancy in 1983 originally as design and marketing services but morphed into a strategic brand advisory focusing on brand components under the Customer Experience umbrella. Throughout the years, I ran a number of companies and held positions within two Fortune 100 companies but this consultancy continued to grow independently of my full-time positions. The consultancy focused on providing brand clarity for companies, cultural compatability assessments as part of a M&A due diligence process, as well as integrated marketing consultation. I officially sold Brand Convergency in June, 2005 to InvestLinc and joined their management team as their Chief Impact Officer (which in essence was a Customer Experience Champion).
SVP, Brand Development at Doner Advertising
August 2002 - January 2004
Recruited to run the 100-employee Cleveland office of the largest independent U.S. advertising agency ($1.3B in billings). Key focus on elevating Customer Experience and brand development efforts for 15 national brands and revitalizing/supervising the management of the Sherwin Williams account (coating brands included Pratt & Lambert, Martin Senour, Dutch Boy, Krylon, and Cuprinol). P&L responsibility. Stabilized relationship with Sherwin Williams and grew revenues by 20% in 1 year despite economic downtrends. Improved margins through instituting a new internal creative process for the firm. Initiated and conducted 15 brand audits that led to 2 major brand repositioning assignments. Improved project delivery, minimized revisions, and increased client satisfaction by directing cross-functional service team client strategy sessions; previously, creative teams were kept at arms-length from clients.
President at Axiom Creative Group
March 2001 - August 2002
Supervised agency management, Customer Experience and brand development, account/strategic management, and business development functions. Merged 2 firms prior to joining Axiom as 3rd equal partner with the founders of the original 2 firms. Established the 360 degree dialogue process Axiom Fundamentals, which fused the firmsâ own unique cultures and management styles into a cohesive culture with clearly defined vision/expectations for behavior. Maintained profitability and drove modest growth without layoffs despite industry downturn post 9/11. Created/executed Brand Axioms, a strategic brand development process that generated 3 new client relationships (including Daimler Chrysler). Formulated master brand strategy and dealer support program for Daimler Chryslerâs U.S. launch of the Sprinter van. Honored in design/advertising publications (Communication Arts, HOW, Print, Graphics) and award shows (national/regional/local ADDYs). Named among Charlotte Business Journalâs Fast 50 & Top 25 Marketing Firms.
President at bizjournals.com
January 2000 - April 2001
Instrumental in the growth and success of this nationwide local business news portal. Built team from 3 to 30 employees, spun entity into a separate company, led re-branding efforts, forged strategic alliances, drove revenue growth, and solidified collaboration/trust with 41 American city business journal publishers. Ignited ad revenues 300% and non-ad revenues 200%, and grew site traffic 295% in 1 year. Envisioned/launched strategy to re-brand entity from amcity.com to bizjournals.com. Led re-branding and Customer Experience efforts that turned dubious publishers into passionate advocates. Incorporated name that all intermediaries could embrace and feel as though it was theirs. Attracted 2 separate valuations and offers (both at fair market value of $100M) within the 1st year of joining the company and after the .dot-com bust in early 2000. Settled on strategic partner; sold portion of company to Microsoft in Q1 2001. Named among Forbes Magazineâs âBest of the Webâ in 2000. P&L responsibility.
Senior Vice President at Bank of America
June 1997 - January 2000
Successfully turned around and led brand efforts for the 11-state Boatmenâs acquisition, also led brand and communication efforts for Small Business and Middle Market business segments and oversaw all brand/communications efforts for the business side of the bank (Small Business, Middle Market, Global Corporate & Investment Bank â large corporate business clients). Managed a $25M marketing budget; supervised multiple advertising, design, ethnic, and direct marketing agencies. Member of the 1998 Agency Review Team. Increased products sold per day/FTE by 31% during the 1st year of Boatmenâs transition and grew loan sales by 220% from $446.5K to $149K/FTE. Advanced unaided brand awareness by 357% and grew brand preference by 415%. Strengthened brand consideration 600%. Pioneered the first-ever, coordinated business-focused marketing approach that crossed all 3 business segments by creating the Business Continuum, a cohesive yet segment specific approach to market to all businesses while enhancing the Customer Experience.
Vice President, Marketing Division/Advertising at First Union National Bank (now Wells Fargo)
1995 - 1997
Directed consumer brand and advertising campaigns for deposits, investments, insurance, retirement services, Internet, and phone banking for this $10.5B financial services institution. Managed multimillion-dollar budgets, 4 major ad agencies, multiple design agencies, and direct marketing firms. Member of the 1996 Agency Review Team that initiated the launch of a new corporate-wide branding effort. Exceeded 1996 $1B new deposit goal by 105% with $2.27B in new deposits through driving successful integrated marketing efforts. Introduced the bankâs first integrated marketing approach by fostering collaboration with Direct Marketing and Corporate Affairs Divisions.
President at The Morris/Frey Agency
January 1991 - August 1994
Instrumental in the continued profitability and dramatic turnaround of this integrated brand building agency. Supervised all creative, account management, and new business development efforts. P&L responsibility. Restructured and re-staffed the organization from a PR firm into an integrated brand building agency. Transitioned firm from an external provider traditional production into an in-house, digital-based production firm. Grew revenues by 600+% and ignited gross income by 950% during tenure. Rescued the company from deficits to profitability in 1 year. Increased billings of existing client base while attracting new clients in new industries (agriculture, fashion, hospitality). Work was featured in Corporate Identity, HOW, Print, Graphics, and Financial Advertising Review publications; creative awards included National TELLYs, Bank Marketing Associationâs Best of the Best Award, and 100 local/regional ADDYS.