40. ON THE MARK
Revenue Growth: 105%
HQ: Phoenix
In business for 29 years, Phoenix-based ON THE MARK has delivered 400-plus re-designs on five continents for every type of business and across most industry sectors. "The depth and breadth of our experience is unparalleled. OTM's organization design solution is one of the industry's most comprehensive, integrated, and holistic solutions available today working from business strategy through implementation to stabilization," says Mark LaScola, Managing Principal. LaScola sat down with Consulting to discuss ON THE MARK's 105 percent revenue growth.
Consulting: What were the main factors that contributed to your firm's exceptional growth?
LaScola: Lead generation and demand for OTM's services from completely new customers has increased over 200 percent as compared to 2016. This complements OTM's business winning rate of over 70 percent from leads that originate from referral and/or previous customers. Our firm's growth is driven by our staff's exceptional focus on making each of our customers successful—one customer at a time; our longevity in the industry and proven results; our significant, sustained investment in digital marketing strategy going back to 2016; and, heavy investment in our product offering launching OTM's Organization Design App for IOS, Android devices and web browsers in early 2018.
Consulting: How is this year shaping up for your firm?
LaScola: We set a fairly aggressive three-year growth strategy in 2017, three quarters of the way through 2018 we're at 75 percent of our target with a robust pipeline of potential business that could put us over the top. In addition, historically OTM achieves 1 to 2 new customer organizations per year. As of right now, we are on-track to gain at least five new customer businesses for 2018.
Consulting: How would you describe your firm's outlook for 2019?
LaScola: We are cautiously optimistic for 2019. One of OTM's key differentiators is the comprehensiveness of our organization design solution. With that in mind, a significant trend in our sales pipeline is potential customers looking to build their own internal capability and buy an "off-the-shelf" solution together. OTM is perfectly positioned to offer this packaged solution complete with a bespoke capability development program based on the 10/20/70 development model.
Consulting: What would you say are your firm's biggest challenges?
LaScola: We are cautiously optimistic for 2019 as long as economies continue to perform. Nationalistic forces across democracies and trade wars may disrupt and chip away at high performing economies. A specific challenge for OTM is that our consulting talent is located around the globe traveling to our customer sites regardless of country and/or location.
Consulting: What does being named one of Consulting's Fastest Growing Firms mean to your firm, your employees and your clients?
LaScola: Being positively recognized by peers is a gift to the OTM team and would be seen as validation of our hard work and commitment. Our team includes our vendor partners—whom OTM treats as an extension of our business. Of course, positive recognition serves to increase our self-imposed expectations of ourselves and puts a larger target on our backs. Overall, it's a celebration of what we are creating and affirmation of the good work we are doing.
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