Case Study: Tom Scearce/Scearce Market Development
06.15.10
A new installment in my Case Study Series, where you get a look at what makes a successful entrepreneur. Clients share how we've worked together and what they've accomplished as a result.
Tom Scearce is the founder of Scearce Market Development, a consulting firm assisting small and medium-sized businesses to optimize their marketing and sales programs. His wealth of connections has given him the moniker "Lord of the Leads". He says the changes I helped him make have increased his bottom line, his energy, and his sense of well-being. Wow! I feel like an energy drink!
How did you meet Lenora?
I attended an event where Lenora was the featured speaker. I had recently joined the personal training business my wife started the year prior, and I was also just beginning to develop the Scearce Market Development concept. The topic of her presentation was the methods entrepreneurs use to successfully market themselves. The diverse client stories she shared impressed me. I sensed that in order for her to collaborate with such a wide range of people, she must be working well below "the surface." So her experience seemed highly relevant to where I wanted to go in my career and in my life. And we started a conversation.
What did you work on together?
A big part of the effort was exploring, defining and acting on the connections between what I wanted to do professionally and who I am as a person. We talked about how to best describe those characteristics to prospective clients.
What was it about your work with Lenora that you found particularly effective?
We cut to the chase. She helps instill confidence to go and get what I want, while bringing to my clients the value that makes it easy for them to give me what I want. She plays win-win and she teaches me how to play win-win-win.
What impact has working with Lenora had on you personally?
I have more energy. I'm more fulfilled. I get to spend more time with my family. I've been able to achieve a level of detachment from my work while at the same time remain passionate about it. It's helped me position two businesses - my wife's and my own - for growth. We've been able to increase our income. I'm a happier person than I was before I met Lenora.
And professionally?
I've learned how to articulate the value propositions of our companies more clearly. We've learned how to recognize the best customer segments, how to price our services in line with the value delivered and how to provide that value in a way that keeps our customers happy.
How would you describe Lenora's professional skill set?
Lenora is energetic, highly perceptive and intuitive. She understands corporate culture and the interplay of people and organizations. She has knowledge of marketing and communications. All of this is important to my work and has a positive impact on my company.
What did you find qualified Lenora for this kind of work?
Her diversity of experience both as a consultant and as a mentor to consultants. She has excellent communications skills. She's a great listener. I appreciate her energy, positivity and ethics. She knows how to overcome adversity, navigate through change and see people for who they really are.
Is there anything Lenora provides that you feel you can't get elsewhere?
Yes. Nobody else coaches me in a way that so clearly keeps both my career and personal interests in mind. My family may have great advice on how to be happy, and they certainly have my best interests at heart, but Lenora has a way of understanding who I am authentically as a person and a professional. She provides insights that help me make money.
What are five words you'd use to describe Lenora?
How would you describe "the bottom line" (i.e., net result) of your work with Lenora?
I'm enjoying more personal and professional success, which aren't exactly the same things. I'm a happier Tom.
Is there anything you'd like to add?
If you're ready for positive change in your life, and you're willing to do the work, then Lenora's for you.
