David has more than 20 years of consulting experience in helping companies profitably grow. His project experience spans the development and execution of growth strategies. Throughout his career, David has been instrumental in pioneering new approaches and tools in the following areas:

• Market opportunity sizing and assessment (including customer potential estimation)
• Sales/channel strategy definition
• Marketing, sales, and service organization design
• Customer coverage models and resource deployment
• Sales force competency models, assessment, and selection processes
• Sales goal setting and sales incentive design
• Sales and marketing management training/development

David has worked with leading companies in numerous industries, including consumer products, pharmaceuticals, software, computer hardware/systems, telecommunications, insurance, financial services, chemicals, capital equipment, printing, healthcare, distribution and transportation, building products, and business services. Typical client issues addressed include the following:

• How to quantify a company's growth capacity and integrate the marketing, sales, service, and manufacturing/operations functions to increase growth capacity
• How to optimize profitable growth when multiple product divisions or sales organizations/channels sell to the same/similar customers
• How to launch new products and/or enter new markets
• How to grow "organically" given a dominant current share and/or slow- to no-growth markets
• How to exploit the opportunities presented by customer consolidation and globalization of procurement/buying processes

Regardless of the client issue, industry, or project type, David recognizes that profitable growth can only be achieved when strategy, tactics, and implementation are connected. As a result, David works closely with his clients to align organizational structure, resources, and tactical programs with growth strategy. Most importantly, David works with his clients to prepare for, manage, and evaluate the success of implemented change.

David has had first-hand, general management experience in growing a business. He served as a Vice President with The Alexander Group, Inc. (AGI), a marketing and sales management consulting firm. David was responsible for the start-up of the firm's Midwest region, quickly established its profitability, and steadily grew at a 33% CAGR.

After ten years of consulting experience with AGI, David formed his own consulting firm, Growth Solutions, LLC, in June 1999.  In this capacity, David has the opportunity to spend more time working directly with his clients.

Prior to joining AGI, David worked as a Consultant for a general management consulting firm. His primary areas of work were in strategic planning, customer satisfaction measurement, and design/delivery of sales management development programs. Before entering consulting, David was a Project Manager/Engineer with the Torrington Company, a division of Ingersol Rand. At the Torrington Company, David was responsible for designing manufacturing processes to improve product quality, increase production capacity, and be more responsive to customer needs. David has also taught Marketing at Carnegie Mellon University in Pittsburgh and worked as a first-line supervisor at U.S. Steel's Gary Works plant.

David is a frequent speaker and author on how to achieve profitable growth. Speaking engagements have included The Conference Board (numerous programs and seminars since 1991), Sales & Marketing Association of Chicago, National/Strategic Account Management Association, the Society of Human Resource Professionals, and the American Compensation Association. David has also been published in Selling Power, the National Account Management Association Journal, and trade/industry publications.

Academic Credentials

Master of Science in Industrial Administration (MBA) - Carnegie Mellon, Pittsburgh PA  

Bachelors of Science in Mechanical Engineering - Bradley University, Peoria IL  

Leadership in Professional Service Firms - Harvard Business School Executive Education

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