The investors of a start-up company and its current Chairman of the Board needed to bring in an individual to put together the "go-to-market strategy". The company had multiple patents on "bleeding edge technology", but could not decide how to bring that technology to market. The challenge was to get their technology into the labs of the seven largest Telco's, in order to validate their technology, therefore proving their business model.
The individual Jon Harvey Associates attracted to the company as Senior VP of Business Development, Marketing and Sales (since named President and Operating Officer), within six months time was able to get the technology into the labs of two of the largest Telco's on the globe as well as additional Telco giants shortly after.
The challenge following the technology validation was to create the right business partnerships acceptable to potential customers who did not feel confident collaborating with a start-up company. They preferred doing business with a large company in which Jon Harvey Associates' client was one part of the solution. Again, the company's Board of Directors tasked Jon Harvey Associates with identifying and attracting an individual to play an active role as a board member and that also had the credentials to convince a company such as Alcatel, Nortel, Cisco, etc., to partner with them at this level.
Jon Harvey Associates secured the services of the former Chairman and CEO of Global Crossings (later named Chairman of the company). The end result was a huge contract between SBC and Alcatel who represented the company's Network solution.