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Accounts Receivable Management

Were you aware that there is no business school in the nation that offers more than one or two classes in the art of Credit Analysis or the process of Collections to any of those BS and MBA students they pump out year after year?

Your CPA or bookkeeper may have a basic understanding of the system, but do they have the practical knowledge to perform the tasks necessary to evaluate your potential clients and maintain that relationship while asking for money? Wikipedia doesn’t even offer a definitive definition of “Credit and Collections” however it does define Business to Business as:

“Business-to-business (B2B) describes commerce transactions between businesses, such as between a manufacturer and a wholesaler, or between a wholesaler and a retailer.”

Your marketing team attracted the prospect; your sales force made the contacts and got the order; your logistics group coordinated the production and shipment of the order; and your inventory team delivered on time and at the correct price. Now you wait, and wait, and wait – where is the money? You then doubt whether or not you evaluated that client correctly in the first place and maybe granted them a credit line they didn’t deserve. Then what happens if they want additional products or services BEFORE they have paid for the last purchase? A trained Credit and Collections Professional reviews all of those issues before you put your blood, sweat and tears into delivering your very best to that client and protects you from unnecessary risk in an uncertain world. When the banks shut off the flow of cash to most businesses recently, many companies resorted to draconian tactics to collect their money and they may have collected what was due, but will those clients come back again when things get better as they surely will in the near future?

Credit Analysis, Collections Practices, and Third-Party Options

Gemstone Partners offers a comprehensive program in two ways; either through out-sourcing Accounts Receivable Management which includes Credit Analysis, Billing, and other Collections functions to a proven strategic partner or Consultation and Training of your existing staff to bring them up to speed on the latest techniques in the industry to protect your bottom line and support the back-of-the-house cash-flow. Gemstone will review your current processes and suggest better, faster, smarter ways of turning what can be a confrontational situation into a revenue-generator. And if you have an issue of uncollected debts, Gemstone Partners can provide a successful and cutting-edge solution that specializes in restoring those business relationships that experienced a recent stumbling block over past due issues.

Features	Advantages	Benefits
Customer Analysis	Credit risk quantified	Creates better strategic partnerships
Prospect Analysis	Eliminate potential bad debt	Identifies qualified future partners
Credit Procedures	Flexibility in granting credit	Maintains consistency and manage risk
Collection Procedures	Strategic planning	Identifies problems and red flags accounts
Policy Development	Reduces internal conflict	Creates open inter-departmental cooperation
A/R System Analysis	Identifies gaps in communication and customer relations	Verifies adherence to policies and discovers weaknesses
Third-Party Assessment	Confirms company integrity	Maximizes return on accounts previously written off due to bad debt
Employee Training	Encourages employee productivity	Increases revenue collection and reduces loss
Repair Relationships	Maintains customer loyalty	Encourages repeat business
A/P Vendor Review	Cost savings, higher credit limits	Improves cash flow
Contract Review	Improves understanding of sales/payment process	Ensures protection of company assets

Contact Gemstone Partners and start to improve collections and cashflow tomorrow.

CASE STUDY #1

A manufacturer and distributor of fire suppression equipment found that their clients were paying them much later than the industry average of 50 Days Sales Outstanding (DSO). They were also having problems with projects that had been completed or approaching completion and the products that were used had not paid for. The collectors were being told the payment could not be sent because the General Contractors who had hired the customer had not released the funds for various reasons on the projects. They were experiencing a “cash flow crisis.”

By utilizing a strategic plan put in place by Gemstone Partners affiliate, a more streamlined credit and collection system was installed that gave the individual collectors more opportunity to negotiate with the customers as well as encouraged them to think creatively when arranging payments. Also, the plan included utilization of existing Mechanic’s Lien Laws to add an incentive that payment would be made in a timely fashion. A procedure was outlined that required consistent follow-up and escalation of sensitive issues to a supervisor to allow the collectors more time to spend collecting funds.

The result: the company’s DSO fell from a high of 68 to 46, below the industry average and this in turn allowed the company to avoid tapping into lines of credit and other investments to support day-to-day operations. Once that was accomplished, the company was able to expand into other related industries through the purchase of struggling companies and diversify their holdings.

CASE STUDY #2

A struggling company asked the Gemstone Partners affiliate to review their Credit and Collections policies and procedures to improve their effectiveness in that area of their business. Several options were found that streamlined their approval process for establishing credit limits for new customers and evaluating the existing limits of current customers. Another area where there was not only a credit concern, but also a customer service issue, was dispute resolution. By granting the Credit and Collections personnel more authority to take ownership of disputes and see them through to conclusion, the company was able to repair relationships with some very frustrated customers. This simple step reduced dispute resolution time by two thirds and an unexpected benefit was stress reduction for staff as well as customers.

That company is no longer struggling and their cash flow has dramatically improved.

CASE STUDY #3

A construction equipment supplier was having problems attracting and retaining quality Credit and Collections employees and requested our Gemstone Partners affiliate to interview and re-train their staff in hopes of getting better results. They had utilized multiple recruiters and agencies in the process of pre-screening candidates for what seemed to be constant turn-over. This company had one simple problem; their job description, requirements and expectations for the position required a degree in Finance or Accounting and they really wanted someone with a CPA certification for the job. Our affiliate explained that although many companies regard Credit and Collections as an extension of those areas, good Credit professionals rarely have that kind of background. Credit and Collections fits more with Customer Service or Risk Management even though their role is vital to the Accounting and Finance departments of most companies. They were looking for the wrong qualities and that’s why they had trouble retaining good employees. CPA’s are only concerned with the bottom line and they see transactions in black and white – good Credit professionals only see shades of gray.

Gemstone’s affiliate provided analized the goals of the department and provided a more accurate job description and that gave everyone a clearer picture of the “ideal candidate.” When those job descriptions were distributed to those same recruiters and head-hunters, more appropriate and qualified candidates were identified and subsequently hired. They are still employed to this day and two of them were actually promoted within the company and hold key roles in related fields.

Contact Gemstone Partners today and see results tomorrow.

Disaster Planning

“In contemporary academia, disasters are seen as the consequence of inappropriately managed risk. These risks are the product of hazards and vulnerability.” Wikipedia

Disaster is typically the last thing on the mind of the executives in a company. A disaster may come in the form of a cyber attack, employee injury, theft, lawsuits, regulatory issues, weather, terrorists, and many, many other forms. Managing risk often takes a back seat to the daily activities geared to create and maintain a company’s growth. Adding to the challenge is the onslaught of information created by new technology that has to be absorbed and analyzed. Investing in an effective, comprehensive disaster prevention and mitigation strategy is essential to a company’s sustainability and survival. Gemstone’s Disaster Assessment and Planning Program helps its clients be prepared for the inevitable.

Addressing potential disasters is much more cost effective than waiting for them to happen and dealing with the financial consequences that accompany them. Recent examples of companies that could have avoided disaster are Toyota and BP. Simple, company driven actions could have prevented the problems that these companies are dealing with now. The days of “That would never happen at my company” are over. Information breaches, credit card fraud, disgruntled employees, fire, and even an erroneous text message can have a disastrous effect on any size business.

Disaster Assessment and Planning Program

Gemstone’s strategies put into place an early warning system and recovery plan that help protect you before and after disaster strikes. Gemstone conducts a company-wide review and develops a strategic action plan that can keep your business operating at peak performance during and after disasters.
Don’t flirt with disaster another day contact. Gemstone Partners and be prepared.

Features	Advantages	Benefits
Facility Security Review	Addresses personnel and assets	Minimized losses
Technology Analysis	Identifies breach potential	Maximizes data security
Intelligence Review	Identifies areas of vulnerability	Minimizes corporate espionage
Natural Disaster Review	Establishes recovery plan	Continued operation
Financial Review	Identifies financial vulnerabilities	Financial control
Personnel Review	Maintain competitive advantage	Vibrant protected workforce
Gov’t Response Review	Integrates community response	Coordinated recovery action plan
Services Review	Awareness of utility recovery plan	Faster return to doing business

Contact Gemstone Partners today and start preparing against disaster tomorrow.

CASE STUDY #1

A manufacturer of specialized ink products wanted to expand its business and approached a large brewing company with its products. At first this small ink company was written off because it only had one plant and if their production stopped for more than a day or two all of the bottling plants would have to stop all bottling operations across the country. It was cost prohibitive for the ink company, even with a long term contract, to justify the cost of operating a second plant. The brewing company just couldn’t take a chance that the supply chain could be disrupted.

The ink company utilized a Gemstone plan which included creating a mobile processing unit for the brewing company’s product. An entire backup plant including raw materials, packaging, and processing equipment fit inside a shipping container and could be stored at another location in case of a disaster.

Update: The company has eliminated their expensive Yellow Pages ad and has reached a 60% penetration rate with high school students that participate in the driver safety program.

CASE STUDY #2

A large regional hospital was interested in a space management review. During the assessment our Consultant asked about the hospitals disaster recovery plan and where supplies for that plan were stored. The answer was “we have a couple of offsite storage locations but they mainly hold commodities.” Examples of the items were 3 days worth of protective gloves, water, and sterile dressings. Our Consultant was amazed that that was the extent of the supplies and asked why so few were staged for use in a disaster. The answer was “We’re building a new wing and don’t have the budget.” The administrator was quite candid about the fact that unless people can get to this building the they would run out of supplies in a couple of days. “In fact if people flood the hospital and supply lines are disrupted we could have the same level of shortages here.”

The most difficult part of getting funding for disaster planning is the lack of return on investment. Healthcare provider’s budgets are attacked from all sides. The rising costs slow paying Medicare system, and the constant burden of protecting against liability, had made it impossible to implement a state-of-the art system that would be needed in a catastrophic disaster. It was obvious to our Consultant that the issue was above the administrator’s pay grade. Gemstone provided a plan to resolve the space issue and informed our Disaster Recovery Planning Team that the hospital was grossly under prepared to handle a major disaster. They are currently designing a plan for hospital readiness in disaster situations.

Looking beyond the smaller issue of storing a few more supplies for day to day use may prove to be more of a lifesaving effort if a disastrous event occurs in this hospitals area. This is an example of how companies fail to stay focused on the big picture even when it could mean life or death for their business.

CASE STUDY #3

Gemstone’s Consultant was performing a safety review for a company that provides satellite TV to its customers. The facility manager in one of their distribution centers was presented with concerns that the racking system in their warehouse was not installed properly according to the local warehouse rack codes. The manager said “I know but we’re grandfathered into the old code rules and don’t have to do the upgrade”. Our consultant provided information in the safety review presentation about what it would take and what the cost would be to bring the racking system up to code. The project cost $18,000. The company decided to take the risk and not do the retrofit.

Update: Two months later on a subsequent visit our Consultant was surprised to find out that the facility manager was injured by falling rack and wasn’t expected back to work for a few months. It was discovered that the cost to the company was over $120,000. This disaster could have been avoided and the company is fortunate the manager survived it.

Contact Gemstone Partners today and see results tomorrow.

Facility Improvement

Productivity, efficiency, safety, sustainability, and growth are all part of the intricate and difficult task of managing a facility today. It doesn’t matter whether you have an office, a warehouse, or a manufacturing facility, keeping up with regulation makes it difficult to identify and integrate innovation. Gemstone’s Facility Assessment and Review is designed to identify facility issues that create unnecessary expense, increase liability, cause loss of production, or prevent growth. Our market research approach provides ongoing access to new solutions for existing problems. Gemstone's diverse client base gives you the unique opportunity to draw from non-traditional solutions that cross over from unrelated industries.

Facility Review Package

Gemstone’s review process evaluates the building, your processes, and personnel. It is designed to establish sustainable facility practices that benefit your customers, your suppliers, and your company’s image and bottom line. Conducting a facility review may be an eye opening experience that will change the way you look at your facility.

Features	Advantages	Benefits
Building Assessment	Conceptual overview	Understand current conditions
Space Analysis	Identify wasted/unused space	Eliminate add’l building/moving costs
Material Handling	View current workflow	Identify choke points
System Review	Identify IT needs	Show affects on other processes
Financial Review	Identify areas with savings potential	Budget savings
Office Review	Identify workflow issues	Greater efficiency
Utility/Energy Review	Lower consumption	Savings and sustainability

Contact Gemstone Partners and start

realizing better profits

tomorrow.

CASE STUDY #1

A manufacturer of custom dental equipment was at a choking point in their facility and called for a facility review. The two day assessment identified that the workflow setup had several choke points that created slowdowns at other workstations. The placement of work in process and raw materials was creating extra “touches” in the process. The owner thought that the facility was out of space to grow.It was determined through the review that the facility had enough storage capacity for at least 5 years of growth. The client was able to do strategic adjustments to the process and operate on a lower payroll as a result.

Update: Two weeks after the review was completed the local fire inspectors came through and gave the owner a list of adjustments that they need to take in order to comply with local codes. The client called in amazement that the list we gave them was identical to that of the local officials. They were already addressing the issues when the inspector arrived which helped them avoid fines and interruption of business.

CASE STUDY #2

110 degrees below zero! Although the place can be a desolate wasteland only suitable for penguins, it houses up to 2500 people in the summer and a mere 450 in the winter. It’s the South Pole. During a recent RFP a large national project management company called for a facilities review for logistics purposes of the current South Pole complex which houses the National Science Foundation research center. The results of this long distance review, was a reduction of the storage footprint by 20% and additional storage capacity of 40%. In a place that is concerned by the size of their carbon footprint and must keep two or more years of supplies on hand, the assessment gives them the ability to accommodate researchers for years to come.

CASE STUDY #3

Milk crates and Burger King food containers top the list of items a plastics company, in Aurora, CO produces. A complete facility review for them showed that the expensive material handling equipment that they invested in was actually costing more in lost production than the cost of the new equipment. The results also showed that with a few minor adjustments to their rack configuration they could cut down 20% of the travel time inside the facility. There were over 30 suggested improvements that over time would allow them to double production in the facility.

Update: After investing in a $1 million crane system they realized that they were still hauling 20,000 lb. injection dies across the warehouse to the crane. Our market research found a solution that allowed vertical storage with 100% accessibility at the crane avoiding the extra time and potential damage to the heavy steel dies.

Contact Gemstone Partners today and see results tomorrow.

Government Relations

"A government is the organization, or agency through which a political unit exercises its authority, controls and administers public policy, and directs and controls the actions of its members or subjects." Wikipedia

The halls of government are often feared as mysterious places to businesses and organizations that find themselves in these cold and stoic buildings. Dealing face to face with unfamiliar regulatory agencies and being able to even find the right officials that oversee your issues can conjure up tremendous anxiety and if not handled properly bring a project to a screeching halt.

Our experienced Consulting team brings years of government interaction from both inside and outside of government. Completed projects span the country and are a testament to their abilities. Gemstone’s review process has been developed to identify issues in critical areas of business and development plans that are red flags that can put your project on a government agency’s back burner for review or even stop it altogether.

Governmental Assistance Consulting

Our hands-on approach is essential to the development of comprehensive presentations to government, which can streamline the permit and variance request processes. We assist in identifying elected officials and key decision-makers and arrange introductions and meetings. Gemstone will also assist in your lobbying efforts.

Features	Advantages	Benefits
Building Assessment	Conceptual overview	Understand current conditions
Space Analysis	Identify wasted/unused space	Eliminate add’l building/moving costs
Material Handling	View current workflow	Identify choke points
System Review	Identify IT needs	Show affects on other processes
Financial Review	Identify areas with savings potential	Budget savings
Office Review	Identify workflow issues	Greater efficiency
Utility/Energy Review	Lower consumption	Savings and sustainability

Contact Gemstone Partners today and start realizing sales growth tomorrow.

CASE STUDY #1

A communications company needed to get a variance granted to locate their equipment in a suburb of a large city. After months of planning and research they presented their plan to city council. While in session, unbeknownst to the company, council consulted their advisors and found that the placement of the equipment was a hot button in the district of one of the council. The request was tabled indefinitely and so was the company’s project. After review of the process with one of the council members, it was determined that had the company placed itself in a more community friendly light and put a lobbyist in the mix, the community backlash could have been avoided. Our case study point is that the company’s competition followed that course of action and received a variance.

Gemstone’s Government Relation and Compliance Division is committed to eliminating the anguish and lower the costs that your company encounters when interacting with Local, State, and Federal agencies.

CASE STUDY #2

A neighborhood tavern owner in Arizona wanted to expand its location and add a small kitchen. Its location was in an area that the local municipality was trying to “clean up” by not issuing anymore new or renovation permits to any business serving alcohol. Naturally the tavern owner was curious as to how the council would perceive his request. Our Consultant helped the tavern owner frame his request to show that his plan was actually offering an improvement to the area and that there would now be room for family friendly activities in what was a primarily adult establishment. The council actual applauded the tavern owner for his attempts to offer a plan that had a positive impact on the community.

Gemstone’s experienced team will help you find creative and innovative ways to move your project forward. We help you see it from the other side of the table. The political, personal, and powerful arms of government will no longer put you in a fearful state of mind. They will be your partner in success.

Update: The tavern is thriving and is the hotspot for area on a Saturday afternoon you can see kids on the patio and a lively game of darts in the new addition. The best part of the deal was for the city who now receives twice the sales tax revenue due to the success of the newly renovated tavern.

CASE STUDY #3

A manufacturing company headquartered in Mexico, wanted to locate its plant near Pueblo, CO. The natural resources they needed were plentiful and the city needed the jobs and revenue. While doing research for another client, our Consultant sat through the hearing for this company in front of city council. The company seemed to have everything in order. Their attorneys were clear, brief, and organized. The company was given a three year property tax abatement of 60% per year. During the break out in the hallway our Consultant overheard a councilman talking to a colleague. “We would have given them 100% for 10 years if they would have asked for it.” Curious, the Consultant asked the councilman why the council didn’t want to lock in the company for a longer period of time. He said that they would love to do that but they only consider what is brought before them. With his approval the Consultant explained the situation to the company representative. To coin a phrase…”The rest is history!”

Being in the right place at the right time isn’t always a matter of chance. It is Gemstone’s flexible tenacity that allows us to give you amazing results.

Contact Gemstone Partners today and see results tomorrow.

Human Resources

One of the most critical, cost intensive segments and area of liability in your business is its employees. Attracting and retaining quality employees is a heady task at best. Investing to ensure continued productivity, efficiency, safety, education and personal growth are all part of the intricate and difficult task of managing employees today. It doesn’t matter whether your company is an office, a plant, or a retail facility, the impact of employee performance is directly reflected in the bottom line. Gemstone’s HR/Talent Management Assessment is designed to identify practices and issues that contribute to causing unnecessary expense, liability, reduced efficiency and production, as well as turnover.

Gemstone evaluates the components of your business's investment in its employees and HR practices starting with its Employee Manual, and encompassing areas such as training, safety measures, Leadership Development and Diversity practices.

HR / Talent Management Assessment

Gemstone’s HR review is designed to establish sustainable programs that benefit your employees your customers, as well as your company’s image and bottom line. Conducting an HR review may be an eye opening experience that will change the way you look at your company and one of it's most valuable assets, it's employees.

Features	Advantages	Benefits
Compensation and Benefits Review	Understand direct and indirect sources	Hire, and keep quality employees
Policies and Employee Manual Review	Define company and employee expectations	Standardized information delivery
Employee/Labor Relations	Identify current relationships	Productive, positive, and cohesive workforce
Safety & Security	Define areas of risk	Risk and loss mitigation
Technology	Identify IT needs	Time savings, improved workplace
Ethics & Sustainability	Understand organization and personal values	Enhance employee quality of life
Employee Development	Develop a more loyal workforce	Lower turnover
Diversity	Understand workforce characteristics	Leverage employee and company objectives

Contact Gemstone Partners and start your workforce development plan tomorrow.

Inventory Management

Just in time delivery, Six Sigma, Kaizen, and Kan Ban, are all in the arsenal of tools available to companies who take the lean management of inventory seriously. Overstock, out-of-stock, and damaged inventory all affect the bottom line. Effective use of the proper inventory management tools, along with managing personnel, and maintaining the right level of cash flow ensure that profits are not lost on the operations side of running a company. Gemstone’s Inventory Management Review looks at every piece of the supply chain to ensure you are operating efficiently at every level. Our Consultants bring experience from a wide variety of industries. This allows you to benefit by implementing traditional and inventive solutions to your unique inventory management challenges. Review of software, material handling equipment, and the entire process from purchasing to your customer’s door is essential to refining this part of your business.

Inventory Management Review Package

Gemstone’s review package is designed to establish sustainable inventory management practices in line with lean principles and focuses on the end user experience, which will benefit all parts of your supply chain, your company’s image, and your bottom line. Gemstone’s Inventory Management Review has a fast ROI and an immediate impact toward improving your supply chain.

Features	Advantages	Benefits
WMS Analysis	Establishes level of utilization	Full Platform Utilization
Technology Analysis	Determines hardware effectiveness	Increased Efficiency
Packaging Analysis	Improved handling/less damages	Lower cost/more sustainability
Equipment Analysis	Productivity tracking	Improved productivity
Financial Review	Cost/benefit comparison	Greaterprofits
Personnel Review	Empowers employees	Cost savings/quality improvements
Material Handling Review	Identify workflow issues	Lower maintenance costs
Energy Review	Lower consumption	Savings and sustainability
Waste/Recycling	Financial incentives	Improved company image

Contact Gemstone Partners and start realizing higher profits tomorrow.

CASE STUDY #1

One of the largest heavy equipment companies in the world, in a move to prepare for a major business expansion, required that their franchisees upgrade their inventory management systems and redesign their warehouses to accommodate the increase in business. Our consultant completed a WMS information analysis, a layout assessment, and spent 24 hours working side by side with the company workers. It was determined that their current warehouse/inventory management system had 300% more capacity than other analysts had identified. With a few adjustments and a much smaller budget that system is still in place with capacity to spare.

Update: Because of the depth and severity of the recession, sales for the company dropped an astonishing 48% in 2009. Our Consultant’s review helped the company decide to put a hold on the purchase of a $1.2 million conveyor system helping to preserve their capital reserves during this tough period.

CASE STUDY #2

A company that manufactures processors for orbiting satellites asked for assistance in how to track and store high value assemblies that hold WIP in extreme temperature testing pods. The assemblies and their associated support tools and parts were spread throughout the facility in over 300 lockable 6 foot tall cabinets. Tribal knowledge was the way things were tracked. The floor space that the cabinets occupied was more than enough to add 4 assembly production cells. (High value, revenue generating activity.) The reorganization plan called for 157 of the cabinets to be eliminated. High density vertical lift module (VLM) storage units were used to store the assemblies and tools strategically near the assembly stations, capitalizing on the unused overhead space. The VLM’s available part tracking software could allow for easy quick access and eliminated the travel time from assembly station to the storage cabinets previously located around the plant.

CASE STUDY #3

A custom dental chair manufacturer imported components for its chairs. It was commonplace to receive parts that were incorrectly produced. Holes drilled out of place, parts welded together incorrectly, generally one thing or another was always incorrect. The fact that shipping costs made it prohibitive to order anything less than a container load made it impossible, in their minds, to do anything more than adjust all of their other locally produced components to fit the parts from overseas. Our Consultant completed an inventory flow assessment and discovered that the cost of retooling the local parts was much more than any added shipping costs that might be incurred by ordering in smaller quantities. The problem of excess substandard parts was greatly reduced.

Update: Our Consultant has proposed a visual “right off the production line” inspection by the client to ensure the batch is correctly manufactured. Using Skype right from their office the company can see that the parts are correct and fit their components properly before the entire run of parts continues.

Gemstone has innovative inventory management solutions that will make a powerful impact on your supply chain, customers, and bottom line.

Contact Gemstone Partners today and see results tomorrow.

Leadership Development

Leadership has received some very negative press in recent years. There are claims of employee engagement at record lows, management engagement equally as low, some of the largest discrepancies of ratios of executive to employee pay and potential jail time for SOX non-compliance. We hear more frequently now about corporate corruption than we have in the recent past.

On the flip side we have a new generation of leaders and social entrepreneurs who not only understand the importance of corporate philanthropy and community giving but also the symbiotic nature of the global community. Not only do we see this trend in younger leaders but also in a senior group of global leaders who have met their goals and are looking beyond their immediate needs and looking forward to leaving the world in a better place from whence they came.

While Gemstone does not profess to have the answers to all aspects of leadership we believe that leadership (either formal or informal) has a significant impact on the ethical operation and financial performance of all corporations. The majority of leaders are made and not born and the art and skill of leadership is a behavior, attitude and skill set that can be learned. Based on our shared experiences and breadth of depth of knowledge we have developed a Leadership Development Coaching and Training program that will help to improve the skill of all leaders in your organization.

The framework is one of autonomy, mastery, purpose and trust. Leaders who create this framework can look forward to more profitable, functional and sustainable organizations.

Leadership Development Program

The Gemstone Leadership Development program provides leaders with the tools they need to create an engaged group of stakeholders who have a shared interest in the success of the organization. We work with leaders to ensure that the concepts of autonomy, mastery, purpose and trust are understood, assimilated, practiced and implemented so that there is a greater likelihood of organizational sustainability and shareholder value.

Features	Advantages	Benefits
Leadership assessment	Clear understanding of leadership strengths and weaknesses	Accurate analysis of leadership gaps
Customized on-line training modules	Can be completed in sections. Can be done at a participant’s discretion	Improved leadership capabilities
Training follows model of autonomy, mastery, trust and purpose	Simple, commonsensical model	Improved leadership and employee engagement
Personalized coaching	Participant driven and focused	Increased levels of leadership & organizational performance
Delivered within a collaborative framework of shared success	All parties vested	Leadership and organizational success/sustainability

Contact Gemstone Partners and start realizing better profits tomorrow.

CASE STUDY #1

A mid-level manager we were working with was tired of work, tired of his employees bugging him and their failure to make decisions. The project they were working on was behind schedule and over-budget. Working together with our client, the consultant first focused on the manager’s attitude about work, toward the project and toward the employees. The first step was to actually put a plan in place to help all participants figure out the steps necessary to complete the project. Surprisingly this plan didn’t exist as they were used to “winging it”. Second, together the client and consultant determined that the manager previously had micromanaged employees and they were fearful of making their own decisions knowing “they would be wrong”. Using the concept of mastery our consultant and client implemented a training plan to ensure the employees had the skills necessary to meet the plan. Finally the manager also let the employees know the importance of the plan and their responsibility in meeting the goals (autonomy). The manager had to let the employees know that small failures were okay for the sake of learning and the he “had their back” (trust) when it came to meeting the goals. Further, the manager shared with the employees the critical nature of the project and the impact it had on other parts of the organization (purpose).

Update: The project successfully completed well ahead of the re-projected plan, the manager was promoted and a number of the employees have moved on to instrumental roles in new projects.

CASE STUDY #2

Our client struggled with customer dissatisfaction and turnover. In reviewing the situation with the client we found that customers were dissatisfied with the amount of people they had to interact with when they had a problem. Employees were not allowed to make the decision to take care of the customer regardless of the dollar amount. Using their own financial performance indicators we proved to the client the cost of losing customers, cost to get a new customer and the value of providing the employees the autonomy and mastery to resolve issues up to a certain dollar value. Working together, we developed a matrix of typical customer issues and typical resolutions. We taught the employees the value of asking customers what they expected for their troubles which was usually far less than what the company was willing to give. While the company said the customer was important, previous actions didn’t show that. We were able to reemphasize the value of the customer to the client, the employees and the customers (purpose and trust).

Update: Customer retention has improved, customer referrals have increased and the employees indicate greater satisfaction with their jobs and with the company.

CASE STUDY #3

Our client in a very rural part of Georgia struggled with poor quality products and potential loss of customers. While the employees seemed to understand the overall purpose and mission of the organization and the critical nature of high quality products; the employees struggled day to day with actually delivering quality parts. In walking the lines of the operation with managers and employees we found a number of causes of poor quality. Equipment and raw materials were not being maintained properly. Employees knew money was tight and didn’t want to complain about the problems. “Recipes” for mixing and cooking the raw materials were non-existent thus leading to variable outbound quality. Employees on the QA line had a reading level at the 3rd grade and were unable to read the training manuals and client requirements. Generally trust was non-existent and the finger pointing and excuses were rampant. Working together in client teams we created accountability (autonomy) for resolving issues at each of the choke points (trust). In working to address the lack of reading skills within QA we used a cartoonist to draw pictures of bad parts and typical problems so the employees had a better gauge (mastery). The leadership team reiterated the organization’s mission and goals and worked to ensure the employees felt part of the solution as opposed to part of the problem.

Update: The client was able to improve part quality dramatically and keep the customers it was on the verge of losing which would have meant closing the company.

Contact Gemstone Partners today to begin your company's leadership development program

Logistics

The timely, safe, and efficient movement of products and supplies is often an area of a company’s process that has the least control and the highest cost. It can cost less to make a 30 lb. box of nails than it does to get them from New York to San Diego. Energy, payroll, insurance, communications, transportation, and equipment are critical components that determine the success of a well planned and engineered logistics strategy. Gemstone’s Logistics Assessment evaluates the movement and handling of raw materials, WIP, and finished goods. We assess 3PL’s and company owned distribution facilities. Trucking, rail, air transport, ocean cartage, and document/small package delivery systems, are reviewed and through market research, compared to industry standards, for price, timeliness, loss, and damage.

Facility Review Package

Gemstone’s review package is designed to establish sustainable logistics practices in line with lean principles and the green movement of materials, which will benefit your customers, your suppliers, your company’s image and bottom line. Conducting a logistics review today will retain customers tomorrow.

Features	Advantages	Benefits
Traffic Analysis	Clear picture of components	Understand current conditions
IT Component Analysis	Establish tracking parameters	Identify expense reduction
Equipment Analysis	Productivity tracking	Improved productivity
Financial Review	Cost/benefit comparison	Greater profits
Personnel Review	Empowers employees	Cost savings/quality improvements
Mat. Handling Review	Identify workflow issues	Greater efficiency
Energy Review	Lower consumption	Savings and sustainability
Waste/Recycling	Financial incentives	Improved company image

Contact Gemstone Partners and start realizing better profits tomorrow.

CASE STUDY #1

A distributor to small grocery stores in Japan could not deliver enough product. The stores had high rate of product turnover but no space to store enough to cover the sales of many items. There is space for six of an item on the shelf and that was it! The stores could turn their entire inventory once a week. The solution was to set up their distribution center in the same order as items are stocked at the stores. Most everything is shipped in pick-packs of one, priced, and placed in delivery tubs which were loaded in sequence. Stores can be replenished up to 6 times a day. The out of stock issue has virtually disappeared. The stores need no back stock and there is no cardboard to clog the asiles from shipping boxes. Replenishment takes 1/3 the time it used to.

It is this kind of creativity Gemstone Partners bring to your logistics challenges

CASE STUDY #2

Given the challenge of assembling and moving 25,000,000 lbs. half way around the world, a project management company had a Gemstone Consultant review their plan. The challenge of bringing together enough supplies to sustain a small town for a year is an annual ritual for the company that supplies the National Science Foundation’s Antarctic outposts. Shipping it all at once, and tracking how and where it is used and consumed, are critical elements to the Foundation. With limited communications available and the limited storage space at the outposts it was difficult to get companies to respond to the challenge. The creative common sense side of Gemstone was able to help FedEx see that the project was worthwhile even though they were adamant that they didn’t have the capability. One little phrase from our consultant turned the project around and enticed FedEx to take on the project…”Super Bowl Commercial”. That’s right, the possibility of being able to say “FedEx delivers to the South Pole.” Was this a logistical design that created a tightly engineered logistical solution? Well it actually did do that, but to make the project move forward it took creativity, timing, and the willingness to bring in new ideas.

Gemstone Partners Logistics Review process will help you "out handle", "out ship", and "out deliver" your competition.

CASE STUDY #3

A major producer of high value consumer goods was losing shipments and drivers to highway hijacking in Mexico as it trucked its products to the U.S. After repeated attempts to work with the Mexican government they called Gemstone Partners’ logistical security expert to help resolve the issue. Utilizing satellite technology and onboard security measures the hijacking of the company trucks ended abruptly saving lives and keeping the flow of goods moving. Once again it’s the creative nature of our solutions that impacts our clients the most.

No matter how large or small, Gemstone Partners' Review process will help you move things farther, faster, and on time.

Improve your bottom line and contact Gemstone today.

Marketing

"Marketing is the process by which companies determine what products or services may be of interest to customers, and the strategy to use in sales, communications and business development." Wikipedia

P. T. Barnum said that there is…”a sucker born every minute.” Little did P.T. know it wasn’t that suckers were being born at an alarming rate, it was that he had become a master at marketing. Oh sure, some might call the trek the animals made from the train to the arena "The march of smelly circus animals that make a mess of city streets." P.T. would have called it a “Parade of wild beasts and amazing human beings!” That long train that transported his troupe from town to town was actually one of the first coast to coast mobile billboards. Even the clowns that were sent to do “free” appearances at the schools in the cities where they performed were part of the marketing machine that was P.T. Barnum and The Barnum and Bailey Circus.

Gemstone’s review of your company’s marketing strategies is designed to streamline, optimize, and improve the effectiveness of your efforts. We will provide a cost analysis and determine if there truly is a return on the investment you are making in business promotion. The fast and furious tide of new marketing vehicles is difficult to navigate. Our marketing Consultants operate on the front lines of the marketing war. A battle that can have you soaring to new heights or with a keystroke….put you out of business. Social media, search engine optimization, and mobile apps are all screaming by you as you read this. Gemstone has a ticket for you to get on the marketing train. Will you be on it or standing there waving as P.T. and his lions roar by?

Gemstone’s Marketing Strategies Review offers a diverse look your market and provides you with sources of cooperative, traditional, and cutting edge marketing techniques that offer sustainable brand recognition and successful product launches.

Marketing Strategies Review

Gemstone’s review package is designed to establish sustainable marketing efforts that will position the company and its products/services in a way that optimizes those efforts and results in positive revenues and increases company value.

Features	Advantages	Benefits
Market Analysis	Identifies hot spots in the market	Increased exposure
Technology Analysis	Identifies how to reach your market	Maximized use of marketing budget
Packaging Analysis	Determines message clarity	Improved effectiveness
Marketing Plan	Measurable results	Increased sales
Financial Review	Cost/benefit comparison	Improved ROI and greater profits
Personnel Review	Optimize employee buy-in	More customer retention
Focus Group Facilitation	Real life feedback	Eliminate bad programs
Philanthropy Program	Community involvement	Improved company image
Media Assessment	Effective strategic media purchases	Reach more audience with less

Contact Gemstone Partners today and start reaching more of your audience tomorrow.

CASE STUDY #1

A tire discounter with 10 stores in Florida was spending $10,000 a month on advertising and was starting to see a slip in sales. After 6 months of this trend the owner reached out for some help. Our Consultant performed a market analysis and a customer review and determined that most of the company’s business over the years came from the Yellow Pages and the local newspaper. The owner did not realize that the use of both of those publications was on the decline. In fact the prices for both had been on the rise even though they were producing less. The numbers were very clear and the company had to find a new way to reach its customers. Our Consultant presented a marketing plan that included a web presence, social media marketing, and messages on twitter reminding their customers when it was time to rotate their tires. The plan even included the company sponsoring a driver safety program in local high schools which included discounts to student drivers in order to build brand loyalty. These programs were so successful that the company realized a return on their investment in only 3 months.

Update: The company has eliminated their expensive Yellow Pages ad and has reached a 60% penetration rate with high school students that participate in the driver safety program.

CASE STUDY #2

Spam filters and the expense of direct mail was proving too much for a start-up company offering accounting services in Chicago. Competition was on every corner and it seemed that no one “needed” their services. They had done their homework which had told them that there was 55% of the population in Chicago that did not have an accountant for their business. Where were these people? The creative, common sense approach that Gemstone provides had the answer. Many small business use QuickBooks or some form of accounting software. With a little more market research it was discovered that most of that 55% were using accounting software and were satisfied with the program. Hmmm!

The Consultant created a marketing plan with its main feature being the addition of free QuickBooks training classes. At first the business owner was reluctant, but paid for the advice and was willing to try the suggestion. Much to her surprise she was able to fill the first class in two days. Even more surprising was that she was able to convert two of the fifteen into clients. That was a lot better closing ratio then the zero percent she was getting from direct mail. Amazingly enough, the only marketing she does is to people filing for a business license. Does she market her accounting services…..NO! She markets her QuickBooks training class. Gemstone’s creative marketing team has new ideas just waiting for you!

CASE STUDY #3

A lawyer who specializes in divorces was having challenges promoting a new “Do It Yourself” divorce kit. The cost of running ads and the hours of networking just didn’t result in much business. Where was the market for his divorce kit and how was he going to find it? After all he knows the law not the techniques to find customers. Enter a Gemstone Consultant who did the market research for him. The fastest growing market for “Do It Yourself” divorce kits is women from 45-60 years of age. The research also showed that the fastest growing advertising medium to that group is Facebook. A perfect match! The lawyer worked with our Consultant and ran a small Facebook advertisement. Eight customers in five days. Cost $65... revenue…almost 100 times the amount spent on advertising. Of course your results may be different but this illustrates the impact that Gemstone can have on your marketing efforts.

Contact Gemstone Partners and see results tomorrow.

Sales

A sale is the pinnacle activity involved in selling products or services in return for money or other compensation.

Gemstone’s Sales Training and Sales System Analysis, provides a road map and tunes up your sales engine helping your company reach its “pinnacle”. The movement to “market, market, market” has left many companies wondering how they can more effectively convert potential customers into paying customers. “Getting traffic is no problem” was a quote from an internet publisher, “I’m not sure why they don’t push the “buy” button more often. The same sentiment was echoed by a major motorcycle dealership, “People are here looking, but sales are down 40%.” Nothing happens unless companies are successful selling or are helped to make a buying decision by and effective salesperson. Think about that statement for a minute. All of the work that goes in to producing products, training to provide services, and marketing is all a waste of time if your people don’t properly execute the sales process.

Sales Training and Sales System Analysis

Gemstone provides a thorough review of your company’s sales practices, providing a training and follow up program that is sustainable and effective no matter what industry you serve.

Features	Advantages	Benefits
Customer Assessment	Determine customer perception	Eliminate weakness
Technology Analysis	Understand available tools	Streamlines sales process
Custom Training	Fits company goals	More effective sales force
System Review	Finds process choke points	Improved productivity
Financial Review	Cost/benefit comparison	Greater profits
Personnel Review	Empowers employees	Higher customer satisfaction rate
Cross Training Program	Everybody sells	Higher closing rate

Contact Gemstone Partners today and start realizing sales growth tomorrow.

CASE STUDY #1

We won’t try and dazzle you in our first example of successful implementation of selling techniques mainly because we believe that the basics count. It is important to use the tools that keep the process efficient, but keep in mind that a simple sales question changed the world forever and Gemstone’s sales training program will impact your sales team just as this question impacted the world. “Would you like fries with your order?”

A national industrial equipment company was looking for a way to generate more revenue from their sales staff. Their core products had a long sales cycle, 12 to 18 months. Our Consultant completed an analysis of the company’s sales force, sales training, and customer perception of the process. The most glaring issue was not that the process was long or that the sales people did a poor job, it was that the customers were not aware of the complete line of products that were available. The sale people did not ask the proverbial “Would you like fries with your order?” The issue was addressed through training and by implementing customer follow up tools that were controlled by the company’s customer service group.

Update: As a by-product of the change the sales cycle has been shortened by 30% and the company expanded into other complimenting product lines. Sales of the ancillary products has help them weather the current economic storm.

CASE STUDY #2

A Long Island restaurateur was struggling to make a profit due to the rise in cost of food, labor, and supplies. Food sales were strong and the customer count was high, yet profits were slipping away. Looking forward the owner decided that something had to change. Our Consultant went right to the wait staff and did a sales review and analysis. The findings were simple and not surprising. They walk by hundreds of bottles of fine wine every day, and hardly ever sell a bottle. What I meant to say is they rarely “take an order” for a bottle. The restaurant had racks and racks of sellable wine that had ended up being a $100,000 ‘decoration’! This next point may surprise you. The issue was not with the owner. The issue was with the wine salesperson. The wine distributor was not following up with its customers to ensure that the restaurants that they serve were getting the sales training they needed to sell wine. Our client brought in a sommelier to train his people about wine. That coupled with the sales training that our consultant provided caused a surge in the sale of higher end wines. The inventory was turning, cash flow improved and the establishment made more profit than ever. The 200% increase in wine sales is the indicator that sales training coupled with product knowledge really works.

Update: The restaurant has a new wine salesperson.

CASE STUDY #3

A national communications company launched a new price driven strategy to enter the personal communications market. Yes they had state of the art technology and a cool new “hip” marketing style, but the struggle came when their shiny new sales force hit the streets screaming “look at me I’m the cheapest in the wooooorld!”. Gemstone’s sales theory was not being used. In fact the sales people were given low prices, low quotas and low expectations of success. Our Consultant in concert with the sales managers, took out the low price marketing materials, implemented the Gemstone Sales Training program, and doubled the quotas. You would think there would have been a mutiny! Not the case. The salespeople were given the training and approached their job with more confidence than ever. Sales soared, doubling each of the next three quarters. Profit improved dramatically as the low priced service was the smallest percentage of new sales.

Gemstone has innovative Sales Assessment and Sales Training solutions that will make a powerful impact on your cash flow, customers, sales people, and bottom line.

Contact Gemstone Partners today and start seeing results tomorrow.

Strategic Managment

Is your business really safe, or is your company's "security blanket" becoming threadbare? How do you even know?

We're probably correct in assuming that it required a lot of time, money and effort to launch your business? So, has the question, "what are we doing to prevent the company from being compromised" been asked?

It makes no difference if your company has one employee or 10,000, generating $100,000 or $100,000,000 in revenues -- many of the issues which businesses face are universal no matter how large the organization. Creating an expertly woven security blanket to safeguard your business requires the same attention as building your company!

Factors that can contribute to a threadbare operation include things such as poor cash flow, improperly classifying employees, lack of customer communication, operating without a current business plan or even the loss/theft of vital information!

Strategic Planning Assessment

If you'd like to gain a more in-depth understanding about some of the potential issues facing your business that could impact its strength and viability we offer our This helps you to review your current business practices and determine the health and strength of what we refer to as your company's "Business Security Blanket ™"

During the assessment we'll help determine whether your organization has some gaps or hidden vulnerabilities, and will help you address them.

Features	Advantages	Benefits
Financial Review Legal Review Strategic Planning Customer Service Review Competitive Intelligence Communications	Understand Cash Flow Determine Areas of Risk Determine Short/Long Term Goals Determine Areas for Improvement Understand Market Position Develop a Uniform Message	Continued Operations & Reinvestment Minimize Financial/Business Risk/Loss Determine Ongoing Financial/Staff/Facility Requirements Increase Customer Satisfaction/Retention/Referrals Enable Deliverable Planning & Increase market share Improved company image

Contact Gemstone Partners to schedule your company's sustainability assessment.

Vendor Assessment

Improving bottom line performance is not always a matter of increasing revenues or cutting operating costs. Improving vendor relationships and demanding better performance from suppliers ensures that your company is maximizing profits. Maintaining value, without compromising quality, is also the responsibility of your suppliers. Gemstone offers a “Vendor and Supplier Review Package” that has a fast ROI that can stimulate revenue and improve profits.

Vendor and Supplier Review

Gemstone’s review package is designed to establish sustainable vendor relationships that benefit your customers, your suppliers, and your company’s image and bottom line. Conducting a vendor review may be an eye opening experience that will change the way you look at your suppliers and vendors.

Features	Advantages	Benefits
System Review	Establish process baseline	Determine company efficiency
Standards Review	Identify level of compliance	Limits liability
Quality Review	Unbiased third party evaluation	Locates current/potential quality issues
Financial Review	Identify vendor cash flow issues	Ensures continued vendor viability
Supplier Interview	Third party cross industry knowledge	Lower Prices, Better Terms, More Profit
Personal Consultant	Attention to detail	Peace of mind

Contact Gemstone Partners today and start realizing better profits tomorrow.

CASE STUDY #1

A major retail chain, headquartered in New York, was bleeding to the tune of $10 million a quarter and couldn’t find the problem. They realized that they needed a fresh set of eyes on their vendor practices. After a review of their vendors, the issues became clear. The lack of vendor involvement with billing issues, returns, and marketing support, along with slow and incomplete shipments meant that the stores shelves often had the wrong merchandise on them at the wrong time. A vendor control system was put in place and in two quarters the company made up the deficit and was $10 million in the black. Their biggest competitor was impacted adversely enough that they bought the company. In the transition it was discovered that the new system they created resulted in a 9% decrease in vendor prices to the company who purchased them. Bigger doesn’t always mean better.

CASE STUDY #2

A small communications company, in Denver, was struggling to make payroll and had difficult time keeping equipment in stock because of poor cash flow. Suppliers didn’t want to hear about the problem they just wanted to get paid. The company couldn’t get support from vendors because of their slow pay status and couldn’t purchase enough to receive the discounts that larger competitors received. The company utilized a vendor management system that allowed the vendor to manage all inventory and supplies. The burden of carrying inventory was eliminated the company was now always fully stocked. They received 100% vendor support, eliminated cash flow problems, and achieved “Top 5” sales status within 6 months.

CASE STUDY #3

A large medical facility in Colorado ran its own distribution service to area labs, the hospital, and various affiliated clinics. They had a purchasing department that worked closely with vendors to keep the very important flow of supplies to their locations. Because of the impact that out of stocks, incorrect shipments, and perishable materials have on patient care, it was important to have a third party evaluate their process. The cost of purchasing and managing vendors was found to add a significant cost to the price of supplies. After a vendor review and a cost analysis, it was found to be less expensive, more efficient, and better for the patient to have most of their supply chain activities outsourced. This involved finding greater on site storage and material handling solutions that could handle enough supplies to cover proper patient care and provide for disaster recovery. The annual cost savings is over $1,000,000.00.

Contact Gemstone Partners today and see results tomorrow.

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