1. Reducing Operating Expenses and Selling it to Your People
A free interactive Teleforum on Tuesday, May 10 at 11 am (EST)
11/27/2018
Free Teleforum Series

2. Speakers Mike Fox Stephen Pollack
Mike is the Managing Director of Brightlights and has been recruiting senior people for small and mid-sized technology firms for over 20 years. 
He has a deep understanding of what drives these businesses success when it comes to finding great contributors. 
His knowledge of the attributes of the right type of person for entrepreneurial organizations, his deep connections in the industry, his experience on ways to improve the recruiting process and his wealth of knowledge around industry best practices ensure a unique and value-added interaction. 
Mike has spoken publicly at a number of Conferences and has run Teleforum information sessions with CWTA and CATA in the past. 
Mike interviews 300+ individuals each and every year and is passionate about helping people and companies be as good as they can be.
Stephen Pollack is a serial entrepreneur and technology specialist now working with companies in a variety of Board, Advisory and Consultancy roles.
Stephen was most recently founder and CEO of PlateSpin Ltd, which he and his team grew from startup to over $25M in global revenue over five years prior to a strategic acquisition by Novell for $205M in March, 2008.
During that period Stephen and his team won numerous awards for fast growth, global market leadership and business excellence.
Stephen was also one of three finalists in 2008 for the E&Y Entrepreneur of the Year award. 
Stephen is the founder of InsideSpin ( a free web resource for technology companies seeking excellence.
11/27/2018
Free Teleforum Series

3. Speakers
Phil Neukom
Philip is the Managing Director of Profit Analytics. He has been doing operational turnarounds and restructuring of tech and manufacturing companies for over 20 years. He was also a venture capital investor and board member of portfolio companies while at First Ontario Fund.
Philip's expertise lies in advising and leading companies to significantly improve operational performance while managing and reducing costs.
Contact info: or

4. Staffing Costs
Reduce recruiting costs by increasing referral bonuses to employees
Upgrade under-performers (manage them out to minimize severance)
Communicate more professional development to reduce turnover
Negotiate overtime projects for stock option grants
11/27/2018
Free Teleforum Series

5. Operating Costs
Telecom audit (cell phone plans) – increase awareness on how to save
Explore Skype-like services
Performance reporting and benchmarking – increase awareness of Cost of Sales and optimize where possible
Negotiate payment terms – prepay can save money
Liquidation – sell things you don’t need
Consider virtual worker environment
Focus on reducing DSO to bring in cash quicker
Reward staff for budget management
11/27/2018
Free Teleforum Series

6. Customer Service Costs
Service levels – are they too high or too low?
Home support agents
Analyze calls – something may need to be re-engineered

7. Sales and Marketing Costs
Explore new cross-selling/up-selling opportunities
Offer 3-year maintenance packages
Measure effectiveness of marketing costs
Increase partner/channel incentives (promotional programs)
Reduce number of partners
Implement e-commerce for small volume sales
Prune pipeline of long running off-target opportunities

8. Outsourcing Costs
Know your vendors and visit them now – longer commitments mean lower costs
Use of consultants – double-edged sword with many hidden costs

9. Product Development Costs
Modernize QA process to reduce P1 bugs
Modularize larger products to offer more focused offerings
Add services offering to support implementations

10. Questions? Mike Fox Stephen Pollack Visit www.brightlightsinc.com
Visit
An insiders view on
Sales
Marketing
Customer services
Support
Product Development
Product Management
Channel sales (VAR, SI, OEM)
Human Resources (HR)
Finance/legal,
Boards and Governance
CEO
Visit
Recruiting specialist for small and mid-sized technology firms
Experience
Integrity
Added-value services
Helping grow businesses
Culture of Giving
Responsiveness
Flexible Fee Arrangements
11/27/2018
Free Teleforum Series