Our Purpose

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Our Purpose gbu_019

We grow business...

...working with top echelon leaders of successful teams, who want to accelerate growth and continuously improve performance.

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untapped potential

Echelon Management does exactly what our name and logo depict. We help facilitate alignment; to improve individual and organizational performance.

We work with leaders and owners who want to grow their business, and we work with groups who want insights on the best practices of strategy, marketing, sales and management; the tools that will most accelerate growth.

Our consulting and other services can serve anywhere from the c-suite to the sales team, all for the sake of growth or turnaround.

Our processes are unique in that we look holistically at your organization, and focus on implementing strategic growth and innovation processes that are based on your industry's best practices, your existing customers' additional needs and your competitive advantages in the marketplace.

Call us if you feel that your growth could be accelerated.

The first step is a risk free assessment. 513.621.8000 ext. 1

Executive Coaching - Top Echelon Strategic Growth Consulting

strategic growth coaching, especially with the owners, CEO, President or other top leaders

optimizing individual performance with personalized coaching.

providing personal growth assessment and strategies

mentoring of professional development needs

analysis of ongoing problems/concerns/opportunities

offering experienced, professional objectivity

acting as a 'touchstone' for effective leadership practices

creating desired organizational change/growth as a top down approach

how to get the most from the coaching process document

Customer Discovery Surveys - The C-Level Process™ (see also our sister site: www.CLevelC.com)

Discovering everything you always wanted to know about your customers and their perceptions, but were unable to ask

opportunities for additional sales that have been passed over

the potentials and pitfalls of future products and services

perceptions of your organization vs. the competition

opportunities for innovation and service improvement

why they buy, why they don't buy more, what else they will buy

what they see to be your competitive advantages and weaknesses

create objective proofs of your advantages

Talent Management Consulting

talent audit - assessing current talent, career pathing, team efficiency

positioning description development (developing dialogue and documents to describe roles based on competencies and growth objectives)

job description development (external documents for attracting ideal candidate pools)

recruitment process and technology selection/implementation

onboarding

performance management

engagement surveys

360 reviews

succession planning

candidate sourcing

Transforming Sales Teams Into Profit Consultants & Building Questioning Vocabularies

Instilling the philosophy, skills and measures for persuasion effectiveness

customization of the unique questions that help quantify your value

instilling of influence tools that help maximize your credibility and success

creation of the positioning points that differentiate you from the competition

refinement of the messages that make your offering obvious and memorable

quantifying the value of your offerings benefit to eliminate the concerns of price

create a culture of consultative profit discovery that bonds you in partnership with customers for life

effective targeting that focuses the team on the most profitable markets

Presentations / Speakers / Facilitators

speakers on most any business topic, both motivational and practical

facilitators for management retreats, customer sessions, distributor conferences and more

The C-Level Meeting Recaps™ - recording, synopsizing and distribution of meeting summary points in entertaining and engaging formats so that you can insure the ROI on your meeting investment and help to increase the effectiveness on the follow through of your meetings objectives - this product has helped many companies recoup million dollar investments that "would have otherwise been lost, without the reminding and incentivizing the team to implement" - a unique solution that can help to re-engage your far flung field force well past the infrequent meetings

Major Account / Deal Strategizing, Planning and Coaching

optimization of strategy and approach to large account sales opportunities

facilitation of negotiation strategy around major negotiations

The fastest ways proven to increase

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Call to find out how providing

a copy for every leader on your team,

is guaranteed to accelerate your growth...

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"Already my leadership team and I have implemented ideas from your book that are having mult-million dollar impact, this is a great book!"

- Tim Murphy - President, John Deere, Nortrax

"Wise concepts from which most any business would benefit."

- Steven Covey - author, The 7 Habits of Highly Effective People

Our Practice Areas Echelon's Practice Areas - Your Keys To GrowthStrategic Growth Planning with - The Strategy 360™Most firms will say "we've done our annual strategic planning" but most strategic plans are missing many essential elements that will accelerate growthCall for our risk free strategic planning and strategic growth audit360° best practice performance and priority analysis and synthesis of team perceptionssynthesizing a clear vision/mission/valuesdefining and quantifying objectivesdetermining key strategic initiativescommunicating the plan throughout the organizationrefining organizational processes, systems and structuresdeveloping specific time and action assignmentsregularly reviewing progressholding individuals accountable for results Sales Strategy & Sales Innovation through - The Stretch 100™Accelerating sales growth through a sales strategy, innovation & coaching process implemented over 100 days create custom built sales strategies that are supported with coaching follow up that helps to ensure executionimplement the best practices of top sales producers and managers that have dramatically increased saleshow to set more appointments in less timehow to use "Partnering Plans" that increase closing ratios and customer sharediscover untapped potentials with existing customers and prospects Profit Improvement through - The Innovation 100™A facilitated process that will uncover millions/billions in profit improving innovation over 100 daysprinciples of innovation & how to apply themhow to build an innovation cultureif needed the team will build a set of innovation values, their own rules for the innovation culture and how they will reinforce that culture throughout the teamskills of innovation, how to build them in your self and others the innovation process and how to facilitate it with individuals and teamsthe build out of personal innovation plans, with a commitment to follow up in 100 daysthe workshop closes with each individual presenting the areas around which they will facilitate innovation over the next 100 days, feedback is gathered on how others may help and a vote is taken to determine who has the most aggressive yet realistic plan, optional follow up session can occur mid-way through the process and at 100 daysExecutive Coaching - Top Echelon Strategic Growth Consulting & Advisory Support strategic growth coaching, especially with the owners, CEO, President or other top leaders optimizing individual performance with personalized coaching. providing personal growth assessment and strategiesmentoring of professional development needsanalysis of ongoing problems/concerns/opportunitiesoffering experienced, professional objectivityacting as a 'touchstone' for effective leadership practicescreating desired organizational change/growth as a top down approachhow to get the most from the coaching process document Customer Potential Discovery Surveys - The C-Level Process™ (see also our sister site: www.CLevelC.com) Discovering everything you always wanted to know about your customers and their perceptions, but were unable to askopportunities for additional sales that have been passed overthe potentials and pitfalls of future products and servicesperceptions of your organization vs. the competitionopportunities for innovation and service improvementwhy they buy, why they don't buy more, what else they will buywhat they see to be your competitive advantages and weaknessescreate objective proofs of your advantages Talent Management Consultingtalent audit - assessing current talent, career pathing, team efficiency positioning description development (developing dialogue and documents to describe roles based on competencies and growth objectives)job description development (external documents for attracting ideal candidate pools)recruitment process and technology selection/implementationonboardingperformance managementengagement surveys360 reviewssuccession planningcandidate sourcing Transforming Sales Team Members Into Profit Building Consultants - Building Questioning Vocabularies To Uncover the Fuller PotentialInstilling the philosophy, skills and measures for persuasion effectivenesscustomization of the unique questions that help quantify your valueinstilling of influence tools that help maximize your credibility and successcreation of the positioning points that differentiate you from the competitionrefinement of the messages that make your offering obvious and memorablequantifying the value of your offering’s benefit to eliminate the concerns of pricecreate a culture of consultative profit discovery that bonds you in partnership with customers for lifeeffective targeting that focuses the team on the most profitable markets Presentations / Speakers / Facilitators speakers on most any business topic, both motivational and practicalfacilitators for management retreats, customer sessions, distributor conferences and moreThe C-Level Meeting Recaps™ - recording, synopsizing and distribution of meeting summary points in entertaining and engaging formats so that you can insure the ROI on your meeting investment and help to increase the effectiveness on the follow through of your meetings objectives - this product has helped many companies recoup million dollar investments that "would have otherwise been lost, without the reminding and incentivizing the team to implement" - a unique solution that can help to re-engage your far flung field force well past the infrequent meetings Major Account / Deal Strategizing, Planning and Coachingoptimization of strategy and approach to large account sales opportunitiesfacilitation of negotiation strategy around major negotiations
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Proofs of Success Client Results"In each of the two years we engaged Echelon Management, Echelon's process helped us to realize approximately $500,000 of increased profitability each time."Tony Hobson, JD/CPA President of North American Properties "We give a lot of the credit to Echelon that we are moving so fast and growing so profitably, Echelon has helped us to plan and execute upon the plan, both have been key to our continued success. Echelon delivered two to three times more than I expected for our investment and the value and financial impact to our company has been and will continue to be significant seven figure impact." Ton Van Der Velden, President of Enza Zaden US & Mexico divisions "We worked with Echelon Management to implement processes for increasing revenue and profitability. The engagement was extremely worthwhile and positively impacted our top line. They also helped us to chart a strategy for very significant growth in the longer term, and I believe even better results are around the corner. Echelon's process is a great opportunity to significantly jump start your company."Bill Custer, President of Level Partners "The last few years have been the most intense competition weve faced in three generations, and I dont know where we'd be if we had not begun working with Echelon three years ago. I highly recommend them to anyone but our competition." David Hughes, President of Hughes Company"One of the best processes I've been involved in and the exercise of strategizing on just the top growth customers and prospects will be worth millions from my efforts alone, and I can see much more growth coming from the rest of our team. I'm delighted to be a testimonial for you."Don King, President of Michlig Company"Echelon played no small part in our beating almost the entire industry in regards to the growth we have experienced during three of the toughest years our industry has ever experienced. Echelon has been key in coaching us in several areas that have enabled me and the team to beat the industry in this down economy. They have become trusted management advisors and I have engaged their counsel and perspective on a number of staff-related issues and opportunities. I cant recommend them highly enough."Dan Lincoln, President of Cincinnati Convention and Visitors Bureau "On several occasions Faust has been able to come in and bond with a diverse management team (Cable & Wireless), understand them as individuals for all of their personal and professional strengths and weaknesses and unify them under group created objectives, roles and accountabilities in a way that saved us a tremendous amount of time, stress and moneyultimately Faust has helped us to reach objectives that stretched our abilities and helped us to reach our objectives faster than we thought we could.Eric Dorsch, Vice President of Web HostingCable & Wireless"Mark is the only consultant to ever hold us accountable to what we learned and he taught us the method (Echeloning) to continue accountability for constant learning and constant improvement of the critical success factor work.Kevin Hughes, President of Regional OfficeColliers International"Eleven of our Fortune 50 customers that you interviewed gave you incredible ROI information for our services...that and your process has helped us to improve our sales process, proposals, marketing and even helped us better manage these multi million dollar customer relationships."Johan Praats, VP of Sales, One Touch"Through the Stretch 100 process I have almost doubled my sales."Mike Brown, top 2% rep, Bureau of National Affairs"Our state is now #3 in the nation (up from 17 since you began working with us two years ago) and we are up in production 198.44%. We continue to use the tools you've shared and Echelon has definitely played a key role in our growth."Mel Ellis, Director, Mortgage Loan Programs"Echelon completely changed/improved our positioning, greatly improving our market potential and growth...a very well heeled team increased sales activity by 200% at least and sales results nearly as much. If we get sold Echelon obviously will have had a 7 figure impact on our value. Echelon helped refocus our team and move forward at a much more productive pace, and we have laser like focus. Echelon enhanced communication channels of the different departments and strategically turned this company around 180 degrees."Ronnie O'Dell, Director of Channel RelationshipsI have hired Echelon to work at 5 different companies, and been continually impressed, with how they can bond, analyze and exhort the executive team, based on what they learn from within the team and from the customers.Co-Founder of several start-ups"Just 10% of what the sales force received will be enough to justify our investment. We are implementing Echeloning across the continent.Bob Fisher, President, Texo ChemicalAfter the shadowing/coaching with the reps Echelon was able to offer 1. valuable consulting, 2. additional insights into the best practices of our industry and sales cycle and 3. customize their solutions to us. More sales are being made because of our investment.Paul Feldman, VP Sales, Duro BagThe benefits werent just in sales but: 1. TIME MANAGEMENT and 2. TEAM BUILDING, the ideas presented are adding significantly to our bottom line. Our $30,000 investment in the effort was paid off ten fold with the ideas.Bob Walhke, President, Towne Properties
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Our People Mark J. Faust Sr., Growth Coach, Speaker, Turnaround Facilitator Since Echelon Management's inception in 1990, Faust has conducted hundreds of sessions for clients from companies such as Apple, IBM, Monsanto, Cable & Wireless, John Deere, P&G, Syngenta, Bayer, government agencies, non profits and a host of small to midsized companies. Faust's consulting career began with Executech Consultants Inc., a nationally recognized human resource-consulting firm, where he focused on minority, diversity and organizational development issues. He brought on top clients and completed some of the firm's largest projects.Faust has been an adjunct professor at the University of Cincinnati and Ohio University and he has held the roles of adjunct COO and VP as well as being an active member on several board of directors. He has been a Professional Member of the National Speakers Association, the Society of Professional Consultants, and was awarded the Certified Professional Consultant to Management designation. His book Growth or Bust! is available at www.BarnesAndNoble.com John Heeney, Growth Coach, Trainer, Speaker John Heeney has been involved in the sales industry since graduating from The University of Kansas. He began his career with John Deere Credit and has 20 plus years of selling experience.He has worked extensively as a sales consultant and has been a keynote speaker, sales coach and facilitator of sales innovation initiatives with many top organizations to foster sales growth, companies including Sprint, John Deere Credit, Deere Construction & Forestry Division, Quintiles Transnational, Bayer and Merial Animal Health.John's passion for developing people and their competitive spirit to achieve their true potential and win more business has roots from his being a starting pitcher for the Kansas Jayhawks while in college, where he walked on sophomore year, consistently started with his two brothers; Jim (rf) and Joe (ss), threw a one hitter (lost 2-1) and still holds a record that can only be tied - four years of college baseball and never an at-bat.Chris Gruenke, Growth CoachChris began his professional career with Marion Merrell Dow Pharmaceuticals advancing to executive roles including Director of Information Systems for Canada. Since 1995 he has been consulting in a variety of growth oriented areas such as strategic thinking, process improvement techniques, operational discipline and implementation skills he developed in his early career. His work has been with both small and mid-market companies in an eclectic mix of industries. Chris has also been a successful investor in start-ups and thus has been particularly gifted with identifying critical success factor practices for the small enterprise as well as the breakthrough strategies for the mature companies looking for the leverage points for significant growth. Rob Vickery, Growth CoachRob Vickery is an entrepreneurial executive with a proven track record in marketing, sales, product development and operations. He is an experienced strategist for developing and penetrating markets for technology-based products and services. In 1999, Vickery co-founded Change.com with eCompanies, Inc., where he served as Vice President of Business Development. In 1997, Vickery was a member of the management team of Pandesic, a joint venture of Intel and SAP. In 1992, Vickery was a member of the management team of Industry.Net Corporation, a pioneering electronic marketing and commerce company that merged with AT&T Business Network in 1996 to form Nets, Inc. Vickery holds a Bachelor of Science in Marketing from Wright State University.Rob has extensive consulting experience in health care, high technology and talent management. Sandy Costa, Growth Coach, Speaker As COO of a S&P 500 Company, Sandy led a growth initiative from $90 million to $1.6 billion in six years. While there were many acquisitions in those five years, over 60% of that growth was organic. This was just one of many teams he led through high sales growth improvements using strategies any company can implement to accelerate growth.Sandy is a dynamic speaker and author of "Humanity At Work" an inspiring compilation of letters he wrote as COO of Quintiles Transnational. These were part of his effort to set the tone, culture and values of a fast growing billion dollar company that was still able to keep its primary focus on the people and not just the profits.Ralph O'Dell, Turnaround CEORalph O'Dell spent his early career with the US Military, The Lockheed Aircraft Company and the US Government. He joined The Caterpillar Tractor Company in 1966 with whom he spent ten years in senior international sales and marketing roles.Over the next 17 years he held three senior executive appointments with both Saudi and International Corporations, notably Al Bayda, Harris Corporation and BDM International. Mr. O'Dell has served more than thirty years as an international businessman and has acquired a spectrum of specialist and general management skills. He has advised corporations, financial institutions, governments and business leaders on a wide variety of commercial and financial matters.In 1999 Mr. O'Dell raised several hundred million dollars and assembled the founding team that ramped up City Reach International, a company positioned to become a leading global provider of Telecom and Internet co-location services.His industry experience embraces Construction, Mechanical and Electrical Engineering, Telecommunications, Internet and Information Technology. His key skills include New Business Start-up, Corporate Planning, Sales and Marketing, Civil Engineering and General Management.Dr. Alex Higdon, Executive Coach, Team Building Facilitator, Former Professional NFL Football Player Alex specializes in the areas of executive coaching and selection, team development, and performance management training. His over 15 years of service as an organizational consultant in the public and private sectors has extended to various industries including high tech, manufacturing, healthcare, higher education, entertainment, food service, and retail. The breadth of these consulting experiences have equipped Alex with the knowledge and skills necessary to be responsive to the specific needs of diverse organizational environments.Alex's expertise is in partnering with senior level executives and teams in order to gain competitive advantage in the marketplace. While raising the bar of leadership effectiveness within organizations is one of Alex's primary concerns, he also assists leaders in the redeployment of existing talent and resources to more effectively attain business goals. His expertise extends to the design and delivery of leadership development programs, team building programs, and organizational climate and customer satisfaction surveys. He also has significant experience in the areas of 360 assessment, strategic planning, and employee retention.Alex spent 9 years in the healthcare, entertainment, and consulting service industries. He began his career as a professional athlete and peak performance consultant to elite collegiate athletes. Following an injury which ended his athletic career with the Atlanta Falcons, Alex began consulting with executives and teams in the development of high performance organizations.More recently, Alex has served as a leadership consultant for companies including Corning Fiberoptics, Turner Broadcasting, Shaw Industries, Gate Gourmet, and Meade among others.Alex earned his Ph.D. in Counseling Psychology from the Ohio State University, with a dissertation focusing on leadership and change effectiveness. He holds a Masters degree in Human Development from Vanderbilt University, a Masters degree in Psychology from the Ohio State University, and a Bachelors degree in Political Science from the Ohio State University. Jerry R. Reiner, Turnaround CEO Jerry has over 19 years of consistent success in turnaround of sales, management, and personnel development serving a variety of industries including distribution, manufacturing and healthcare.His assets and accomplishments are in the area of new business start-up, turnarounds and total team "transformations". He is highly effective in sales and marketing, recruiting, personnel development (at all levels) and customer relations.Rita Tennyson, Marketing Director for Echelon Rita has 18 years of media and public relations experience for clients, such as; Konami of America, Memorex, TEAC, Oakwood Worldwide, and best-selling author and speaker Patrick Lencioni whom she helped launch his first book The Five Dysfunctions of a Team to the New York Times Best Seller list. Rita graduated cum laude from Loyola Marymount University with a major in Communications and a minor in Theater, giving her communications the ultimate dramatic flair.
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Press - Articles

How Having a Central Growth Goal Will Increase Profitability

Get Rid of the Idiots & Accelerate Growth

The Dirtiest 4 Letter Word in Business

Stretch Strategies That Will Grow Your Business

How to Use the Values Clarification Process to Accelerate Growth

Growth or Bust! - 3 chapter excerpts from first draft of book

Presentation Videos

How to Build a Strategy that Improves Performance and Echelons Your Team

Mark Faust Keynote Conference Kickoff at Owners Conference IPSA

Presentation Topics Partial Listing of Custom Speech Topics Created for Past Clients Download Our "Pre Program Questionaire"Unlike most presenters who memorize wrote speeches with generic lessons, our presentations are customized to your meeting theme, recent successes and future opportunities. This custom weaving into your unique needs is possible because we will interview a portion of your leadership, team and customers to insure a fuller understanting of your business and unique growth opportunities.The Leader's Guide to Growth StrategyThis session is aimed for presidents, CEO's and other top leaders who want to learn of specific insights on how to facilitate improvements in their strategy and team that will accelerate growth and increase profitability.How to Facilitate Accelerated Sales Growth In working with literally hundreds of sales professionals who have doubled their production in less than 100 days, Echelon has been able to compile some of the most commonly used strategies that have lead to such rapid sales growth. This program can be customized to your industry and specific developmental needs within your team.The Seven Strategies To Build Sales & TeamA look at the attributes of top performance teams and how leaders and teams can incorporate these principles and specific techniques into building their business family.Getting In Control - Stress, Time and Life ManagementThe techniques and tools for enhancing the productivity, quality and focus with your family, career and community while maintaining balance. Implementing these concepts can increase productivity by an hour each day, reduce stress, cut costs and increase control over information and communications.Masters of Influence and Rapport Building The Science of ListeningHow to develop skills that allow one to create an almost instant rapport. We look at some of the most successful therapists and see how their rapport building skills can be applied to our client, employee and family relationships to help strengthen relationships.Sell Profit Not Product With Consultative Selling - The F.O.C.U.S. Questioning Method™Turning your sales force into a team of consultants and integrated partners with your clients will do more to increase profitability and eliminate price wars than any other single step you can take. In this speech, learn how to make that transition.Echeloning - Non-Traditional Methods of Motivating and Building the TeamFocusing the team on mission critical habits that effect profit and productivity. How to give praise to one without causing bitterness or jealousy in others. The most effective ways to push people to the higher echelon of team. How to light the fire of commitment of the team by discovering the fires of each individual.Developing Successful Sales Strategies & Sales Process ReengineeringHow the individual and sales team can most effectively map out a strategic vision. These strategy maps break down annual goals to hour by hour foci of work that lead to increased focus, sales and overall productivity. Sales process mapping is also discussed as a tool to redesign the work flow of the selling process to decrease the selling cycle and increase selling ratios.Echelon Management - Developing Accountability With Your TeamOne of the most powerful tools in self motivation and the motivation of others is accountability. This was the basis of Druckers MBO (Management By Objectives) and many other management techniques. Echelon Management takes very unique approach to creating a much more powerful accountability factor. This approach also builds in a constant quality enhancement process for the sales team or whatever team that may apply this type of tool to developing accountability.
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Points of Contact Contact InformationEchelon Management International Centennial Bank One Building 8044 Montgomery Road, Suite 260Cincinnati, OH 45236Phone: 513-621-8000 Fax: 513-366-3762Mark J. Faust Sr.John HeeneyRob Vickery Rob_EchelonManagement.com To Subscribe to the Leadership Insights Newsletter:Fill out the form belowType "subscribe" into the subject boxPut your company name into the message box as well as any questions and comments you have
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