As part of a consulting team and based on interviews, Frank developed the customer purchasing behavior characteristics needed to turn a specialty contracting business to solid profitability. The overall strategy combined the development of a low-cost delivery model and the specific understanding of customer segments.
Frank continued his involvement through the design of the business model and the deployment of the new business model across a network of about 100 branch offices. The new model required significant operational changes, a redesigned sales compensation structure, and a revised management model.
A few years later, he assisted with the adjustment of the sales compensation plans to accommodate the integration of two sales forces with different offerings after a merger. He also designed a transfer pricing model to accommodate the different structure after the merger.