Melinda Lockhart, Managing Principal
I have extensive experience in:
- business planning
- sales/market development
- contract development and negotiations
- dispute resolution
- operations optimization
- M&A strategy development and integration
- client/business unit turnarounds
- complex global program management
With over 20 years of multi-national sales and business leadership positions, I bring substantial knowledge, experience, and success to each engagement. Unique to consulting, I offer execution services to augment any strategy I develop. My industry expertise includes aerospace, media, financial, manufacturing, government and healthcare.
My guiding principles:
- Honest, open, candid
- If you don't succeed, I don't succeed
- Deadlines are met
I bring in an objective point of view since I am not emotional vested in the business. I can manage the "tough stuff" since I am there and gone.
Business planning: Plan development for new businesses or an on-going concern. The plan includes the business scope and objectives, vision, strategy, goals, and competitive analysis. Included is information on the management of the business. Sub-strategies can also be developed to cover items such as marketing, finance and operations.
Sales/market development: A combination of strategic analysis, marketing and sales. This includes identifying new business opportunities whether that means new markets, new partnerships with other businesses, new ways to reach existing markets, or new product or service offerings to better meet the needs of existing markets and developing a strategy to exploit those opportunities to bring in more revenue. Sub-plans can cover items such as sales plans and pipeline development, marketing strategy and plans, and negotiating and closing deals Sales training can be included as well.
Contract development and negotiations - Developing a description of the specific services to be provided (called a statement of work), financial terms and exit clauses. Successful contract negotiation that looks for positives that benefit both parties in every area to achieving a fair and equitable deal.
Dispute resolution- Facilitating problem solving through effective methods of conflict resolution.
Operations optimization - Identify and address weaknesses and high costs in your business. As an outsider, the employee discontent that accompanies this level of change departs upon when I depart.
M&A strategy development and integration - Accelerate your business strategy through M&A. Strategy includes financial constraints, acquisition candidate list and candidate evalution. Once the financial transaction is executed, I can remain to integrate the business. This includes identification of duplicate business operations, integration of human resources, identify assets for disposal, cost cutting opportunities and integration of supporting technology.
Business unit turnaround - Return an underperforming or distressed client account or business unit to profitability, positive cash flow, and client satisfaction. This includes reversing the causes of distress, resolving the financial crisis, achieving a rapid improvement in financial performance, regain stakeholder support, and overcome internal constraints and any unfavourable circumstances.
Complex global program management - Managing large scale related projects across multiple business units and/or national boundaries.
Interim management - Short-term assignment to manage a period of transition, crisis or change within an organization.
Southern Methodist University
Financial Management Certification
London Business School
Advanced Management Certification
University of Texas at Dallas
Bachelors, Business Information Systems
Cambridge Newmarket Advisory
2008 - 2010
As Managing Principal, I am responsible for all aspects of the business. The business is largely focused on delivering C-suite services (Business & Marketing Strategy Development, Sales Leadership, Contract Reviews & Negotiations, Turn-around Management, M&A Strategy & Integration)
Past responsibilities included:
-Turning-around flagging sales and drive growth for the Administrative Back Office service offerings globally.
-Decreasing EDS Business Process Outsourcing ( BPO) cost of operations and enhance competitive advantage.
-Defining and implementing turn-around strategies for non-referenceable and financially under-performing European accounts. Develop and lead cost improvement efforts across Europe-wide technical operations.
-Planning and leading design, development, implement and provide on-going management of technology solutions to clients.