IPA

Consulting for Business to Business Service Companies

IPA provides specialized consulting services for business to business service companies throughout North America. We have guided many clients in the business service industry sector through effective application of cash management systems, advertising techniques, cost control, organization, communication, financial planning and performance.

More than 170,000 businesses in the United States and Canada have looked to IPA to help them accelerate growth, control spending, maintain positive cash flow and become profitable. IPA can help build and grow your business service company. The following are common business elements necessary to maximize your total ownership return and capture more of your market:

Understand how to create value in your business

• Maximize your profit (margin mix, product/services mix)
• Control your cash flow (billing procedures, sweep accounts, cash forecasting, collection procedures, payables management)

Understand how to plan for long term growth

• Know where you have been, plan on where you are going, and plan for adjustments and corrections
• Use performance measurement systems: financial, productivity and sales performance
• Appraise company financial strength
• Develop strategies

Build a functional sales model

• Establish expectations
• Establish performance measurements
• Establish responsibilities
• Establish goals
• Evaluate the market
• Analyze the competition

Track sales performance

• Profitability by products and services
• Profitability by market segment
• Profitability by type of sales solicitation (e.g. phone, mail, or personal visit)
• Income generated per salesperson
• Sales personnel costs
• Marketing costs to sales
• Evaluate sales performance based on profitability, not actual generated sales