In business for 29 years, Phoe- nix-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
Consulting: What were the main
factors that contributed to your firm’s
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 optimis-
tic for 2019 as long as economies con-
tinue 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 consult-
ing talent is located around the globe
traveling to our customer sites regard-
less 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.
ON THE MARK
40Fastest 2018 REVENUE GROWTH: 105% HQ: PHOENIX