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Fractional Executives Are Better Than Consultants For Driving Valuable Changes in Small Businesses

Fractional Executives Are Better Than Consultants For Driving Valuable Changes in Small Businesses

Change is inevitable, and small business owners must constantly adapt to stay ahead of their competition. While traditional consultants may offer valuable insights and recommendations, they often lack the hands-on commitment to implement these changes effectively. A consultant will write a report and presentation to advise management of required changes and then count on management to deploy the advice effectively. More than a report or playbook is usually needed to drive tangible results.

Enter the concept of a fractional executive. This innovative solution provides small businesses the strategic guidance and support they need to grow and evolve. In this blog post, we’ll explore the role of a fractional executive, discuss their benefits, and share tips for finding the right fit for your business.

A fractional executive is a seasoned professional who offers expertise and leadership on a part-time or project basis. These individuals often have extensive experience in their respective fields and can fill critical gaps in a company’s leadership team. From acting as a temporary CEO to guiding sales or financial strategies, fractional executives provide services tailored to your business’s unique needs.

The critical difference between a fractional executive and a traditional consultant lies in their level of commitment. While consultants often deliver a one-time report or set of recommendations, fractional executives are actively involved in the day-to-day operations of your business. They work closely with your team to implement changes, monitor progress, and adjust strategies as needed, ensuring that your business thrives in the long term.

Consultants can create beautiful reports using modern tools like Chat GPT. While a report generated by Chat GPT can provide valuable insights and recommendations for a business, it is crucial to recognize that such a report alone is insufficient to drive meaningful changes. To successfully implement and manage the recommended changes, businesses require a more hands-on and personalized approach that addresses their unique challenges and opportunities. A report can serve as an excellent starting point, but companies must invest in dedicated human expertise to ensure that the proposed changes are effectively integrated into their operations.

A Chat GPT report may be insufficient for driving change because it cannot fully account for the intricacies and nuances of each business. While AI-generated reports can be well-researched and informative, they may need a more profound understanding of company culture, team dynamics, and specific market conditions necessary to develop tailored strategies. On the other hand, a human expert can work closely with stakeholders, employees, and customers to gain a comprehensive understanding of the business’s unique needs and challenges, allowing them to develop and implement more effective change initiatives.

Additionally, change management requires ongoing support and guidance, which a Chat GPT report or an absentee consultant cannot provide. Implementing changes often involves overcoming obstacles, refining strategies, and addressing unforeseen issues that arise during the process. A human expert, such as a fractional executive, can provide the necessary support and adaptability to navigate these challenges and ensure the success of the change initiatives. By working closely with the business daily, they can monitor progress, identify areas for improvement, and make real-time adjustments to keep the change process on track.

Benefits of Hiring a Fractional Executive

A significant advantage of hiring a fractional executive is their long-term commitment to implementing changes. They bring a wealth of experience, offering valuable insights and guidance that can drive your business forward. By working alongside your team, they can help you navigate the challenges and complexities of executing new strategies.

Fractional executives are also a cost-effective alternative to full-time executives. Small businesses often struggle to afford the salaries and benefits of a seasoned full-time C-suite executive with decades of experience. A fractional executive provides the expertise you need at a fraction of the cost without sacrificing quality or expertise.

Flexibility is another crucial benefit of working with a fractional executive. They can adapt to the changing needs of your business, stepping in to address specific challenges or scaling back when their services are no longer required. This flexibility allows you to focus on what’s most important: growing your business.

Fractional Executives Excel in Strategy Execution

Developing a comprehensive strategy is crucial for any business, but the execution is where many companies must improve. A fractional executive works with you to create a well-rounded plan considering your unique strengths, weaknesses, opportunities, and threats.

Identifying and addressing gaps in your organization is another essential aspect of the fractional executive’s role. By conducting a thorough analysis, they can pinpoint areas where your business may be lacking and propose solutions to bridge these gaps. This might include streamlining processes, improving employee training, or investing in new technology.

Monitoring progress and adjusting the plan as needed is critical for long-term success. A fractional executive regularly reviews the results of implemented changes and provides feedback to ensure your business remains on track. This ongoing support is invaluable in helping your company achieve its goals.

Success Stories: How Fractional Executives Transformed Small Businesses

To illustrate the impact a fractional executive can have, let’s explore three real-life success stories:

Case Study 1: A metal fabrication company

A $6 million metal fabrication company that had been in business for 23 years struggled with stagnant sales for the past five years and had only $1 million in recurring revenue out of their $5.5 million to $6.5 million in annual sales. With no dedicated sales resources, no sales plan, and no measured business development activity, the company’s owner sought the help of a fractional sales executive to increase revenue and create an exit strategy that would put the company in a favorable position to sell in five to ten years.

The fractional sales executive quickly got to work, developing job descriptions, recruiting and hiring an experienced sales professional and selecting and installing a CRM system. The executive guided the customization of the CRM system to monitor critical metrics, pipeline, and sales forecasts via a dashboard. He also redefined the company’s focus on selling through architecture and engineering firms while developing a “Lunch and Learn” program that led to significant pipeline growth.

Within three months, the company generated $200,000 in new revenue, and by the six-month mark, they had achieved $10 million in pipeline revenue – a staggering 66+% increase. Moreover, the fractional sales executive’s expertise helped save the company $25,000 in independent rep commissions without any performance loss and reduced lead generation costs by 50%. The rapid turnaround in the company’s revenue and growth positioned it for a successful exit in the future, all thanks to the invaluable contributions of the fractional sales executive.

Case Study 2: A tech startup seeking growth

A software startup company in the artificial intelligence industry, with roots in original research by one of the founders at MIT, sought the help of a fractional sales executive to boost revenue and pipeline as the company was ready to find early adopter customers. Just a few months prior, the founders had disagreed with a significant chip manufacturer on the valuation of their company and were determined to increase its worth. The executive began the engagement by identifying the startup’s value proposition and target persona, subsequently helping them identify potential clients that fit their use cases.

Ten months after hiring the fractional sales executive, the startup was experiencing considerable improvements in the pipeline, messaging, sales team, partnerships, and methodologies. With these improvements in the company, another chip manufacturer expressed interest in acquiring the company. With everything more proven and less risk involved, the parties quickly agreed on the company’s value, now worth 200% of what the founders had initially thought the previous year. The acquisition went smoothly, with most employees finding great jobs at the new owner and some pursuing new ventures. The new chip manufacturer ultimately valued the company at 267% of the company value compared to the previous suitor.

This success story highlights the importance of building a strong sales engine to increase a company’s value. By enhancing sales management, methodologies, processes, teams, and messaging, company owners can maximize their value and attract multiple offers, creating a seller’s market. Fractional sales executives, like the one in this story, can play a pivotal role in realizing this maximum value.

Case Study 3: A full-service marketing agency

A full-service marketing agency with a thirty-five-year history and fifty employees sought the help of a fractional sales executive to overcome challenges such as slow revenue growth, unclear expansion strategy, and unmet financial goals. The agency aimed to find new ways to grow sales, add new clients, and hold its team accountable for achieving its goals. Among the challenges was the need for more strategy on how to sell newly secured sources of Personal Protective Equipment (PPE) during the COVID-19 pandemic.

The fractional sales executive implemented various solutions, including building an accurate forecast, creating clear lines of accountability, reengineering sales compensation plans, establishing an effective sales management cadence, and devising a strategy for selling PPE at the institutional level. Additionally, the executive eliminated unproductive sales executives, grew the sales team with high-quality talent, and included sales in executive team meetings and strategy sessions. As a result, the agency achieved its 2020 forecast, generated additional revenue by expanding its offerings, gained new clients, and grew revenue by over 100%. The implemented strategy and processes laid the foundation for driving further growth in 2021.

As these success stories demonstrate, hands-on change management is crucial for small businesses looking to grow and adapt. Fractional executives provide the expertise, commitment, and flexibility needed to implement and manage these changes successfully. By partnering with a fractional executive, small business owners can access the strategic guidance they need to navigate the complexities of today’s business landscape and achieve long-term success.

Additional Tips for Working with a Fractional Executive

Now that you understand the value of hiring a fractional executive, here are a few tips to ensure a successful partnership.

Maintain Open Communication

Effective communication is paramount for a successful partnership between your business and a fractional executive. One of the key strategies for maintaining open communication is establishing a communication plan at the beginning of your partnership. This plan should outline the preferred channels, frequency, and format of your interactions, including regular meetings, updates, and progress reports. To ensure productive meetings and discussions, it’s also essential to establish an agenda for each interaction, outlining the topics to be covered. This keeps conversations focused and organized, ensuring all relevant issues are addressed.

Open communication is built on a foundation of trust and transparency, so it’s essential to encourage your fractional executive to share their thoughts, concerns, and insights openly. Similarly, share your expectations, challenges, and ideas with them. This mutual exchange of information helps create a more collaborative and effective partnership. Responsiveness is also crucial in fostering open communication. In addition to scheduled meetings and updates, promptly address your fractional executive’s questions, provide feedback on their work, and ensure they have the information and resources they need to perform their duties effectively.

Fostering a feedback culture is another important aspect of open communication. Encourage your fractional executive and your team to provide constructive feedback on each other’s work, contributing to an environment of continuous improvement that ultimately benefits your business. Active listening and empathy are essential components of effective communication. Show genuine interest in understanding your fractional executive’s perspective and validate their feelings and experiences. This strengthens your relationship and creates a more collaborative working environment.

Finally, be open to change as your business evolves, and your communication needs may change as well. Be prepared to adapt your communication plan and style as needed, and encourage your fractional executive to do the same. By maintaining open communication with your fractional executive, you can build a strong foundation of trust and collaboration, ensuring that everyone is aligned with your company’s goals and working together to achieve success.

Foster a Culture of Collaboration

Creating a culture of collaboration is crucial for maximizing the benefits of working with a fractional executive. By fostering an environment where everyone feels comfortable contributing their ideas and expertise, you can unlock your team’s full potential. As a business owner or leader, it’s essential to lead by example and set the tone for collaboration by actively participating in discussions, valuing input from all team members, and demonstrating a willingness to learn from others. Encourage open dialogue by creating an environment where employees feel comfortable sharing their thoughts without fear of judgment or retribution. Address any instances of disrespect or negativity immediately to maintain a supportive atmosphere.

Collaborative projects that involve team members from different departments can break down silos and foster a sense of unity. Encourage your fractional executive to include employees from various functions in projects, brainstorming sessions, and problem-solving activities. Schedule regular team meetings where everyone can share updates, ask questions, and discuss challenges. This will create a sense of shared ownership and help to build trust among team members. Utilize technology to facilitate collaboration within your organization by implementing tools such as project management platforms, communication apps, and file-sharing services, which can streamline workflows and enhance teamwork.

Offer training and development opportunities focusing on collaboration and teamwork skills, such as workshops, webinars, or mentorship programs that help employees build the skills needed to work effectively in a collaborative environment. Acknowledge and celebrate the achievements of your team, both individually and collectively. Recognize the efforts and contributions of all team members, including your fractional executive, to reinforce the importance of collaboration.

Finally, regularly ask your team for their input on improving collaboration within the company. Implementing their suggestions will demonstrate that you value their opinions and are committed to fostering a collaborative culture. By embracing a culture of collaboration, your team will be better equipped to benefit from the expertise and guidance of a fractional executive, ultimately leading to more effective problem-solving, innovation, and overall business success.

Set Realistic Expectations

Setting realistic expectations is key to a successful partnership with a fractional executive. Start by clearly outlining your goals and objectives and a reasonable timeline for achieving them. This will help your fractional executive understand the scope of their work and enable them to prioritize tasks effectively. Engage in open discussions about the potential obstacles and challenges that may arise during the implementation process. By acknowledging these hurdles upfront, you can work together to develop contingency plans and solutions. Additionally, establish a set of performance indicators to measure progress towards your goals, which will help you track the success of your partnership with the fractional executive and provide a basis for evaluating their performance.

While having a timeline in place is important, recognize that unforeseen circumstances may require adjustments. Be open to revising your timeline as needed, and support your fractional executive in adapting their approach accordingly. Manage your expectations by understanding that a fractional executive is not a miracle worker and may be unable to solve every problem or deliver immediate results. Be patient and recognize that progress may be gradual, particularly when implementing complex or long-term strategies. Maintain open communication with your fractional executive throughout the process, sharing any concerns or issues that arise and discussing potential adjustments to the plan if needed. This ongoing dialogue will help ensure that both parties remain aligned and focused on the objectives.

Celebrate small wins by recognizing and acknowledging incremental progress and milestones. This will help maintain morale and momentum while reinforcing the value of the fractional executive’s contributions. Regularly assess your partnership’s progress with the fractional executive, and adjust your expectations if necessary. If specific goals still need to be met or re-evaluated, work together to develop a new action plan.

Setting realistic expectations and maintaining open communication can foster a strong working relationship with your fractional executive. This will ultimately help your business achieve its goals and successfully navigate the challenges of change and growth.

Evaluate Progress and Adjust as Needed

Continuous evaluation and adjustment are essential for ensuring that your partnership with a fractional executive remains effective and aligned with your business’s evolving needs. Set aside time for regular progress reviews with your fractional executive, focusing on evaluating the success of implemented strategies, identifying areas for improvement, and discussing any changes in your business’s goals or circumstances. Track key performance indicators (KPIs) relevant to your business goals and the fractional executive’s responsibilities. Analyzing these metrics will provide valuable insights into the effectiveness of the implemented strategies and help identify any areas that may require adjustment.

Encourage your team members to provide feedback on the progress and impact of the fractional executive’s efforts, as their input can offer valuable perspectives on the effectiveness of the implemented changes and help identify any potential issues that may need to be addressed. Maintain open lines of communication with your fractional executive, ensuring they feel comfortable discussing any challenges, concerns, or successes. This will enable you to stay informed about their progress and make informed decisions about any necessary adjustments. As your business evolves and market conditions change, it may be required to pivot or adjust your strategy. Be open to revisiting your goals and objectives and adapting your plans as needed, ensuring that your business remains competitive and responsive to the ever-changing landscape.

Regularly assess the overall success and effectiveness of your partnership with the fractional executive, considering factors such as their ability to deliver results, their communication skills, and their alignment with your company culture. If you find that the partnership is not meeting your expectations, discuss any necessary adjustments or explore alternative options. As your business’s needs change, you may need to adjust the scope of your fractional executive’s responsibilities, so be open to expanding or refocusing their role to better align with your evolving priorities.

Encourage your fractional executive to stay informed about industry trends, best practices, and emerging technologies, fostering continuous learning and improvement. This ongoing learning will help ensure that your business remains at the forefront of your industry and is well-equipped to adapt to changing market conditions. By regularly evaluating progress and adjusting your strategy as needed, you can ensure that your partnership with a fractional executive remains productive and effective, helping your business stay agile, responsive, and well-prepared to tackle the challenges and opportunities that lie ahead.

In today’s competitive business environment, small business owners need innovative solutions to drive real change and growth. By partnering with a fractional executive, companies can access the expertise and hands-on support they need to thrive. With the right fractional executive on board, your business can successfully navigate the complexities of strategy implementation and achieve lasting success.

Header Photo by Ono Kosuki

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