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STAR consulting returns to roots

Posted: March 25, 2011 1:55 a.m.
Updated: March 25, 2011 1:55 a.m.
 

Ken Keller, the owner of STAR Business Consulting, announced he is returning his company to its original mission of growing top-line, or gross, revenues for clients. Keller also owned and operated the North Los Angeles County franchise of Renaissance Executive Forums.

When he founded STAR Business Consulting in the early ’90s, it was with the intention of helping small- and mid-size businesses grow their revenue, Keller said. And he notes that growing revenue remains the single biggest problem business owners’ face today.

“There is not a single company in the SCV that doesn’t want more revenue,” Keller said. “Owners need help increasing the top line on the company-income statement beyond raising prices, which many simply cannot do.”
 
Managing success
For many years, sales people were not managed well. During the good times, salespeople could often succeed by simply showing up to work, Keller said.

Now that times are more difficult and buyers are being more careful about buying decisions, sales managers and salespeople are struggling to learn new habits and how to be more creative in developing new relationships.

“It doesn’t matter if the salesperson is behind the cash register or calling on a Fortune 500 company, almost everyone can use help.”

Attendance at trade-show exhibitions is on the upswing, a possible sign that the old, bad sales habits likely still exist. Companies attending trade shows have horrific follow-through on leads gathered at the booth, he said.

One only has to attend any number of trade shows and witness the numerous business cards that exchange hands in seconds, sometimes even with little to no words uttered.

In other instances, conversations do take place. Exhibit attendees spend time talking to salespeople manning the company’s booths, but then leads are only casually followed up on. In some cases, they aren’t followed up on at all.

“The company might as well have never attended,” Keller said.

Too many companies lack a sustainable competitive advantage. And if they have one, it has not been communicated to clients well enough or often enough. What a company usually thinks is a strong lead often turns out to be a prospect or client who has no interest in what their company offers he said.

Various industries
STAR Business Consulting has worked with companies over the course of the past 17 years. It has worked with a wide range of businesses including banks, certified public accountants, law firms, manufacturing and distribution companies, insurance agencies, real estate agencies, food and beverage companies, consumer products, equipment companies and companies in health care.

Keller writes the weekly Signal column “Brain Food for Business Owners,” in which he advises and coaches business owners how to become more effective at transforming their companies into more lucrative businesses.

“I am delighted to get back to what I have always loved doing, helping companies grow,” Keller said.

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