Working at the cross-section of legal, finance and strategy
Services
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Clients of Headwaters Strategy typically are growing companies or organizations that are at a strategic crossroads. Founder Betsy Walkerman works side by side with business and non-profit teams. Together, we ground creative ideas in solid numbers, develop strategies to limit risk, figure out how to finance growth, determine the best ways to build and motivate your team, and at every turn embed your vision in the fabric of your organization.
Betsy Walkerman is one of the few business consultants who understands science and technology. She will know what you mean when you discuss composite materials, catalysts or motion sensing technology. Her depth of experience in energy policy, land use and the non-profit world enables her to cross boundaries and help both for profit and non-profit leaders do the same. As a lawyer, she takes the mystery out of complex transactions. Principal services are summarized below. Quantitative Modeling: It's difficult to describe the number of "aha" moments we've had when clients glean new intelligence from relatively simple models. A quantitative model is different from a simple spreadsheet in that it is structured to enable the team to look at different scenarios, understand relationships between parts of the business and have a common language. Even early in the modeling process, operational improvements that drive profits usually become obvious. It's not unusual for people to ask, "Why didn't I see that before!" The models become great communication tools for teams, for boards, for banks and investors. They can be used for setting goals and incentive compensation, planning space, launching new initiatives or products and creating a deeper learning environment in the organization. Financial Transactions; Negotiations: Headwaters Strategy brings an intricate understanding of financial transactions to entrepreneurs to educate them on:
The client's quantitative model forms the foundation for negotiations. It enables people to know their bottom line, their options and to negotiate with integrity. Business Plans: Headwaters Strategy views business plans not as something you write, but as an analytical process that helps you make sure that you've asked the right questions, talked to the right people and looked creatively at your options. A plan that is cogently written helps attract investors and key employees or donors for a non-profit. Headwaters Strategy typically leads the client team through analysis, writing, presentation of financials and development of presentation materials. We coach founders on presentation skills and what to expect from investors or donors. Building the Company: Business owners and team leaders find that they consult with Headwaters Strategy on a wide range of issues related to building their organizations. Many have never been a CEO, and some have not worked directly with a CEO who might serve as a role model. Launching a business or the demands of building a non-profit often touch the personal lives of founders as well. Clients express appreciation for Betsy Walkerman's combination of technical knowhow, steady hand and communication skills. Mediation: Although Headwaters Strategy works consistently to help clients avoid conflict, there are times when business relationships are not working out. Mediation provides an approach to resolving tangled business relationships within a reasonable time and at reasonable expense, certainly quicker and substantially less expensive than years of litigation. Often, the most important advantage is that the solutions are hammered out by the parties. This means that the result is generally more creative and more consistent with business objectives. Headwaters Strategy can guide a client through mediation, or in appropriate cases serve as mediator. Workshops: Headwaters Strategy is pleased to offer workshops in cooperation with industry organizations and conferences. Workshops on quantitative modeling have provided entrepreneurs with a structured way of thinking about their strategic alternatives and the tools to make smart, quick decisions. Other topics have included pricing, technology licensing, selling skills and sales pipeline management. Working Together: Headwaters Strategy recognizes that entrepreneurs and non-profits operate with limited resources. We therefore structure the work to leverage as much time as possible of the entrepreneur and other staff members. |
From Clients
“Betsy Walkerman helped us grow from one 5,000 square foot health food store to 2 (and counting!) 35,000 square foot, full service natural foods markets. She put solid analytics behind our business plan, making it highly desirable when we went for financing. Her observations are insightful and practical and our team has readily adopted many of her methods, driving more profitability in the business. I’ve told her she is bold, brave and brilliant...and I mean it!" Katy Lessor, Owner Healthy Living Market and Café “Betsy Walkerman played a pivotal role in the success of our company. She brought a wealth of experience that was invaluable in negotiating contracts, closing financing and ultimately selling our company to IBM.” David Levitt, Founder, OpenOrders, Inc. Modeling Examples:
Why Use a Business Consultant for a Non-Profit:
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