FAQ

Our pillars of excellence (Performance, Leadership, Innovation, Sales) may be comparable to areas of focus that other thought leaders have. What makes us different is our interdisciplinary approach. Our people have been on both sides of the table - in Engineering and Sales & Marketing, Strategy, Product Innovation, and Leadership. This allows us to craft bespoke strategies for our customers, considering a broader set of possibilities. Sometimes speeding a product to market is a sales problem, sometimes a product marketing problem, and sometimes an R&D and Innovation problem - by looking at the specific situation, leveraging all assets, and using the law of constraints, we come up with an interdisciplinary solution that creates measurable results and ROI far more quickly than a focus upon one area of your company. In all engagements, we deploy a toolkit that considers both best practices in performing each activity and addressing who leaders are in their organizations.

Everything we do emanates from 2 key philosophies of success:

1. If we do a better job of solving a customer’s most important problems, we will bring them great value and be rewarded for that value. Our mission is to get every person in your company aligned around the problem you solve, assure that it is the right problem, and ensure that your team attacks that problem collaboratively with a cohesive vision for success. We will lead the market if we solve our customer’s most critical problems better than our competition.

2. If we change the role of “work” in people’s lives - If our people are fully engaged, energized, fulfilled, and working at their maximum potential, we can bring a company into a new realm of possibility and performance. We help employees to have an extraordinary work experience by clarifying with them the problems they solve, optimizing the processes they use, enhancing their thought process and insights discovery, elevating the leadership around them, and unlocking their potential to contribute to the company’s overall success.

If every person in your company was unleashed to be purposeful, fully inspired, and engaged - creating their job and their contribution at an extraordinary level, and all of them were unified in their vision of how to help your customers solve their biggest problems, how would it impact your bottom line?

Our intent is not to help you deliver at the upper end of the range of future performance your team is targeting. We intend to enable you and your team to consider a larger possibility and be free to be bold in taking actions consistent with this new possibility for your organization. Once the team is enrolled, this larger invented future will compel the disruptive actions that will open a new realm of performance you did not previously consider possible.

Leaders are facing an accelerating pace of change in a volatile, uncertain, chaotic, and ambiguous (VUCA) world, organizations need help to innovate quickly enough, and teams often need more purpose, alignment, and clarity. Look around at today’s organizations. A lack of leadership and organizational integrity exists in many of our institutions, non-profit organizations, and in virtually all industries in the private sector. Integral Performance is committed to making a profound difference in how organizations are led. We believe our collective future depends on it. We intend to empower leaders to be in action creating new possibilities to generate superior results for their organizations and themselves with clarity of purpose, authenticity, accountability, and proactive communication

Our services include:

· Intuitive Customer Insights (to unveil unique insights leading to new ideas for disruptive innovation even if customers cannot yet clearly articulate them)

· Innovation Leadership (to enable you to be in continuous customer discovery to create compelling new offering business cases and powerfully enroll your stakeholders)

· Leadership Acceleration (to unleash your team to BE a disruptive market leader & thrive in a VUCA world)

· Agile Development and Delivery (to optimize your new product introduction process, resource deployment plans, and launch plans for rapid, open innovation)

· Sales Excellence (to generate predictable revenue that delivers a step change above target by aligning the dimensions key to new revenue generation)

· Business Transformation Acceleration & Turnaround - integrating our services to generate a new realm of performance.

Our commitment to you as a leader is that you will see as possible a new realm of performance and inventing a future that compels and inspires you and others, as no one person can accomplish what an enrolled and trusted team can generate. The business benefits this enables include:

· Increased organic sales & sales growth rate

· Accelerated Innovation

· Faster realization of ROI from newly acquired companies and new products

· Improved sales margins

· Accelerated Time to Market for new product/new industry launches

· Monetization of key assets

· Turnaround of underperforming businesses

· Coherence and alignment across leadership and between functional teams

· Improved win rate against tough competition

· Greater employee engagement/collaboration/performance

· Improved teamwork, culture, and morale

Much depends on what we are starting with, what we are trying to create, and how many people are involved. Developing and optimizing processes have a well-defined set of activities that occur over a relatively fixed period (weeks) – these might include optimizing product innovation, going to market with a newly acquired product, upselling/cross-selling campaign, co-creating with customers, optimizing a sales process, or a hiring process. Training management to manage the new processes and training the teams to use the new approach may take weeks or months depending on logistics questions, other priorities, the number of stakeholders to be engaged, etc. Measurable results we have generated:

· Reduction of the duration of the sales process by 35%

· Reduction of time to market of innovation by over 50% - in some cases from over 4 years to under one year on average

· Increase in new business opportunities engaged monthly by 300% due to improved outbound prospecting

· Quadrupling business revenues in under 2 years

· Expanding a regional business to global reach in 18 months

· Improve successful sales hiring - from 1 of 4 successful hires to 3 of 4 in the first year.

Soft and hard deliverables are discussed and quantified in every engagement. Ultimately, we deliver financial performance – measurable sales, growth, profit, market share, etc. These outcomes are a product of elevated leadership and new mindsets, clarification of success, assignment of responsibilities, implementation of new ideas, processes, tools, etc. To generate these outcomes, we use tested and proven frameworks for success – Leadership, Customer Experience, Innovation, Product Development, Prospecting, Selling, Hiring, etc. which are delivered in the form of playbooks, working tools and templates, scripts, training workshops, role play, coaching, etc. At times workshop events are recorded so that they can become part of your company’s ongoing training/onboarding assets.

Our engagements are driven by the problem our client is looking to resolve, by the people involved, and the specific outcomes we are trying to generate. Engagements are built around timelines and measurable results. Often, our client will have a clear mandate or goal that needs to be attained (X% increase in sales next quarter), and sometimes it is a more sweeping change to a company’s culture and performance. In most cases, we engage with an assessment to quantify the engagement’s objectives, understand all the parameters, and build a project plan. There are other times when a part of the project lends itself as a good starting point without the assessment.

Every engagement is unique; however, most engagements involve some change to your organization and therefore require some change management. Change is a time-based process… it does not happen automatically with new processes and ideas. We can implement new processes and train those very quickly. The ROI from that work will only be realized if the management team continues to reinforce the new processes and behaviors required of the group, or in other words, create ‘habits.’ If your managers are fully bought into the changes and are experienced change agents, the project is handed to them in a matter of weeks or months. If not, the project would enter a phase of coaching and developing those skills in the management team.

We don’t employ a single fee structure nor deliver value through a single business model because every client is faced with different challenges, is starting at another place, and is ready to engage at varying velocity levels. We begin with the premise that our reason for existing is to add value to our heroes—our clients. We come from a Growth Mindset - if we create value for those we serve, we have earned the right to capture our fair share of that value. So, we start with assessing the value we can create and establish our price based on leaving most of that value with our clients. We believe we create extraordinary value. As a result, clients that engage us see the value in providing a premium compared to what others might charge, enabling them to generate more value for themselves quickly. Our business model for delivery is flexible depending on the pace our client wants to move forward in realizing the future they are inventing for themselves.

It is imperative to work with an organization's senior leaders to ensure they are aligned with the intended business outcomes and equipped to deliver sustainable transformation by enrolling their teams and stakeholders. We then work as deep into the organization as needed to facilitate sustainable results. This often will take the form of working closely with one subset or region of the organization and then generating broader viral change like expanding ripples in a pond.

Our team is primarily experienced with a broad set of industries in the B2B space, including automotive, engineering, energy, O&G, manufacturing, commercial and residential building management, distribution, media, AdTech, software and technology, professional services, healthcare, hardware, construction technology, etc

Our team has deep global experience and has customized our content and engagements for companies and cultures worldwide, including China, Korea, Japan, Malaysia, South America, North America, Europe, and the Middle East. We are English and French native speakers and have lived on multiple continents.

All organizations today are challenged with how to pivot and create new value in a world seeing ever-increasing levels of change. As long as we have the enrollment of senior leadership in the value we bring and the commitment to embracing new possibilities, we are stage and scale-agnostic.

Our team members have deep experience in the domains the big consulting organizations work in to deliver intended results in performance, innovation, leadership, and sales excellence. However, with IP, you won’t agree on the project with a senior partner and then have work executed by junior team members. Every member of our team has been a leader in running & managing both start-ups and multi-million- or billion-dollar Fortune 500 businesses and is focused on delivering sustainable value to you vs. solving one near-term problem.

Disruptive innovation does not come from incrementally improving on what everyone else is doing or responding only to what your customers can currently articulate that they perceive they need. We believe attaining a new realm of performance won’t come from only clarifying strategy, improving organizational design, digging deeper into operational KPIs, and changing teamwork processes. We also don’t think innovation and performance elevation is 100% predictable or follow a linear approach. An organization must have the capacity and support to experiment, take risks, learn, and pivot quickly. In short, to become an Agile Organization. For innovation acceleration and leadership elevation to be sustainable, we are confident that leaders must address both what they are doing and who they are being. Many consultants in our space work on one aspect or the other and often focus on one function (e.g., product management, engineering, sales) of the organization. Real value can be created by working with a team on a launch event, a strategic pivot, or a redesign... yet disruptive and sustainable results require coherency across the intent of the whole organization from the start and a change in the habits and behaviors in the organization that integrate to define the culture. Velocity is everything. We commit to supporting you as you align your team on the future to be invented and get into action consistent with that vision.

A conversation with any of our partners is the first step. We will typically spend time with top leadership or ownership (board, investors, Private Equity or Venture Capital operating executives) to define near-term objectives and determine if the organization is ready to begin an engagement. Only once there is mutual clarity on what we intend to do together will we propose any work.

See the above answer. And from there, we are typically focused on the projects that will yield the most important results quickly. These are tailored to the size and scope that suits your current situation.

We suggest you assume you and your LT will need to spend 20-25% of your time focused on the elevation and acceleration of your performance while engaged with us for the initial stages of an engagement. Some commit more time to add even more velocity as they see the mission-critical priority of their intention for transformation. Once critical areas of focus for near-term acceleration are identified, it can be expected that the leaders of that portion of the organization will want to increase their time spent while other parts of the organization will reduce their level of engagement while staying very close to progress and the insights being generated.

A Chinese proverb says, "The best time to plant a tree was 20 years ago. The second-best time is now.". There is a good time to start a conversation and strategize the possibilities for growth and turnaround. Our engagements range from simple coaching to complete operational transformations. Let's talk.