Situation

While revenue and revenue growth were strong, management wanted to make more money. Profit margins needed to be increased.

Actions

Larry did in depth analyses and reviews of the profitability by customer, by service and by region. He also looked at the internal operations for opportunities to increase productivity and reduce costs.

Results

Operating cash flow tripled as a result of focusing on the most profitable product lines, having vendors compete for the company’s business, shuttering an unprofitable market and making the entire organization more productive.