Prime's Expert Consultants
Today's volatile marketplace creates constant competitive movement, fluctuating threats and lucrative opportunities. Success in a complex sale requires a uniform approach and an organization that can anticipate and respond within limited windows of opportunity.
The primary strength of Prime Resource Group's management consultants is to work with you to successfully optimize and execute your go-to-market strategies. Optimization begins with an accurate assessment of people, processes and strategies. Our management consultants define competitive strengths and threats, plus performance gaps and growth potential. To assure implementation and mastery, our management consultants will develop execution plans that track directly with sales performance objectives to bridge the gap between strategy and sales results.
We believe our consulting responsibility goes beyond assessment and recommendation. Our management consultants will assure that your objectives are translated into measurable performance improvement and bottom-line results.
JEFF THULL, CEO/President
Jeff Thull is a leading-edge strategist and valued advisor for executive teams of major companies worldwide. As President and CEO of Prime Resource Group, he has designed and implemented business transformation and professional development programs for companies like Shell Global Solutions, 3M, Microsoft, Siemens, Citicorp, IBM, Raymond James, and Georgia-Pacific, as well as many fast track, start-up companies. He has gained the reputation for being a thought leader in the arena of sales and marketing strategies for companies involved in complex sales.
Jeff is a compelling, entertaining and thought-provoking keynote speaker with a track record of over 2,500 speeches and seminars delivered to corporations and professional associations worldwide. Jeff Thull's work is published in hundreds of business and trade publications. He is also the author of the best selling books Mastering the Complex Sale: How to Compete and Win When the Stakes are High, and The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale. Jeff Thull's new book Exceptional Selling: How the Best Connect and Win in High Stakes Sales was released September 2006.
A message from Jeff Thull:
"Let me tell you about the consultants of Prime Resource Group: For years I've worked with and watched talented industry leaders manage complex sales, marketing strategy and product development. I recognize exceptionally-talented people, who grab hold of their business situation and lead their teams in achieving amazing results. Today's volatile marketplace demands such talent. Prime Resource Group's team of management consultants are the best of the best. These individuals have a strong grounding in what makes a sales and marketing organization successful, from the tactical to the strategic, in the domestic and global marketplace. I am confident that you will be impressed with, not only the exceptional capabilities of our team, but with the outstanding results we will bring to your organization."
DAVID MADSEN, VP Global Business Development
Dave Madsen has over 28 years of experience in sales, sales leadership, and business transformation programs in technology and professional services, including over 20 years with 3M where he was involved in medical devices, clinical, financial and administrative related software products and services.
Dave's expertise is in working with executives responsible for selling and marketing complex solutions, and their teams and customer teams, to create, communicate, deliver and measure the value impact of products, services and solutions to all levels of engagement in the value chain.
Dave has an exceptional track record in hiring, training and coaching award-winning sales and sales management teams with emphasis on marketing strategy, new product introduction, and field deployment.
He is a Six Sigma, Green Belt graduate of 3M Quality College, and highly recognized for his achievement in Sales, Major Account Management and Management Development.
MICHAEL LIACKO, Senior Consultant
Michael Liacko is a Senior Consultant with Prime Resource Group. He has over 29 years of domestic and global, executive and management experience.
Michael's background includes holding positions such as Senior Vice President Corporate Sales - MediaLive International, the world's leading producer of information technology tradeshows and conferences including COMDEX, NetWorld+Interop and Seybold. He was also Vice President Global Sales for Global Crossing, which included responsibility for all sales operations for North America, Europe, Latin America and Asia, plus the development of strategic partnerships domestically and globally.
Mr. Liacko's broad experience with companies involved in high-end sales brings clear and concise strategies and execution plans for organizations seeking business transformation, through the development of integrated solutions that will secure bottom-line results and sustainable customer relationships in highly volatile and evolving markets.
CHARLES MORRIS, Senior Consultant
Charles Morris, Senior Consultant, spent 35 years in the specialty chemicals industry and brings extensive experience in sales, marketing and general management. Charlie started in chemical engineering, and then advanced through management roles in sales and marketing. He was President of two biotechnology startups and operated as Vice President and general manager in several Fortune 500 companies, including Georgia Pacific's Chemical Division. Additionally, Charlie's experience includes management of R & D, engineering and purchasing departments in large organizations.
Charlie has managed startups through to the IPO stage and has successfully set up strategies and teams to achieve high growth rates for businesses and new product lines. He has led a number of acquisition teams, several of which were international, and also has managed a number of successful business turnarounds.
From 1990 to 2003, Mr. Morris worked in the Chemical Division of Georgia Pacific where he was Vice President responsible for the $350MM specialty chemical businesses.
Charlie brings strong coaching and leadership skills. He works with his clients in a hands-on approach to help them improve their business fundamentals and to find and evaluate creative approaches to improving business returns. He also helps the client to focus on their market dynamics and to develop efficient cross-functional approaches with action plans and measures for business improvement.
ENRIQUE T. RUEDA, Senior Consultant
Enrique Rueda has 25 years experience in sales and marketing management and training in the consumer products, health imaging and diagnostics equipment and government markets. He has been marketing director for a mid-size government consulting services company, and distributor development manager and director of international marketing consulting services for a major multinational corporation. He specializes in integrating the development of sales processes, strategies and competencies with strategic corporate framework by the application of organizational development and design technology. He has had over a decade of experience in Latin America where he has resided as part of an assignment, being fluent in Spanish and Portuguese.
He has taught courses at St. John Fisher College (Rochester, NY) and in Florida International University (Miami, FL) in Group Dynamics, Sales Management and Marketing Management.
JANE BLINDE, Senior Consultant
Jane Blinde's 24 years of professional experience encompasses sales, sales management, organizational leadership, team building, organizational consulting, public speaking, presentations, classroom facilitation, process facilitation, authoring articles on sales process and coaching professionals at various levels across multiple industries. Ms. Blinde brings to her client engagements a fundamental understanding of some key challenges facing organizations: the reality of the perpetual drive for revenue, the trend toward market commoditization, the value of differentiation through a superior understanding of the customer, the growing emphasis on achieving results through others, and the management struggle of continual employee and team development.
Jane's domestic and international work with her clients involves all functions of sales performance from leadership through the cross-functional supporting roles. She utilizes a variety of approaches to help her clients maximize cross-functional contributions to help improve organizational sales results.
Jane holds a Masters Degree in Organizational Leadership and has served as Faculty Chair of the Advanced Sales Curriculum for a major learning systems corporation. For the past 15 years, Jane has been consulting with corporations such as Xerox, SBC, American Airlines, 3M, and Hewlett-Packard.
ILAN SHANON, Senior Consultant
Ilan Shanon spent 35 years in the information systems industry. Ilan brings an extensive background that includes managing large-scale software development projects and leading marketing teams in product management and management consulting for strategy development. For the last 15 years, he has held senior executive positions in sales and marketing.
Ilan is currently a Senior Consultant with Prime Resource Group, utilizing his strategic planning, marketing and sales management expertise to provide management consulting services to clients pursuing an integrated approach to performance development.
From 1993 through 2000, Mr. Shanon was Vice President of Sales for Ingenix, Inc., while it grew from $14 million to $500 million. He led a national team that provided financial software, consulting services, and data products.
Mr. Shanon utilizes a hands-on, intuitive, no-nonsense approach when working with his clients. He focuses his clients on truly understanding their customers and formulating an integrated approach of competitive, market and product strategies into a long-term business development plan.
MARK ANDERSON, Managing Director
Mark Anderson’s 25-plus years of experience in business development, engineering management, sales and marketing, and product research and development has involved diverse industries including specialty chemicals, environmental, aerospace, manufacturing equipment, electronics and the food manufacturing industry. He has worked with development teams on six continents.
Mark’s leadership in technology development resulted in nine patents, five innovation awards, and development of multiple new technologies for The BOC Group, a global industrial gases company. His innovative leadership resulted in new product areas and spin-off companies for precision cleaning in the electronics industry, and Chemical Engineering’s 2001 Kirkpatrick Award for Technology Excellence for a zero-emission air pollution control system for utilities, refineries, and other major industrial emission sources. Mark was a valuable member of the leadership team forming BOC’s global environmental market sector, and BOC’s global organization for key customer management.
Mark has been a director of business development and sales for a start-up specialty chemical company for food safety products and services. Mark also led a technology development team in the government sector for Hercules Aerospace, now Alliant Techsystems.
Mark has a Bachelor of Science degree from Washington & Lee University, and specialization in Lean Management and Engineering Administration from Virginia Tech.
JOHN SULLIVAN, PhD, Senior Consultant
John brings to the senior consultant's team an expertise in strategy and implementation of customized learning solutions and learning systems architecture, for sales and marketing processes. His strategic planning expertise and application to defined continuous improvement processes delivers a valuable contribution to customized business development programs.
John has a PhD from the University of Minnesota, where he taught courses in sales training design and development. He served on the Editorial Review Board of Training and Development Journal. In his earlier career John held the position of Director, Sales and Sales Management Curriculum with a major learning systems corporation.
KEN BOZEVICH, Senior Consultant
Ken Bozevich, Senior Consultant, brings 24 years of international experience with 3M Corporation to Prime Resource Group's management consulting staff.
Ken developed multidivisional and multinational programs in sales, sales training, sales management, product introduction, market research and marketing management. He brings versatile abilities and experiences working at all corporate levels of management. Ken's communication experiences with sales and marketing teams, as well as engineering and customer support teams, has driven market strategy to support a single plan of action resulting in business growth and measurable results.
JUDITH ROBINSON, PhD, Instructional Design and Program Development Consultant
Judy's emphasis is on project management and client relationships for the development of customized learning solutions, in addition to program design and development. Her previous positions in major corporations include Director of Project Management, Senior Instructional Design and Manager of Training and Development.
Judy has a PhD from the University of Minnesota.
Executives in Residence
Emerging markets, accelerating product launches, changing roles of your customers and intense competition, requires a fluent consulting organization to respond to your challenges. Our team includes our "Executives in Residence," a broad range of industry leaders and practitioners whose problem solving strategies evolve from years of experience in competitive, market and product strategies, sales process and research.
Our team of experts understand the new rules of business and "roll up their sleeves" to get the job done.