Jacqueline Tiso: Going National

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JMT Consulting has gone through explosive growth over the past three months, keeping them on track to be national in three years. President Jacqueline Tiso has seen 20 percent revenue growth each year, and is counting on her "bold new moves" to help the company surpass previous growth. The company has landed international clients, and picked up the Boys & Girls Club of America in 2001.

"We've been No. 1 in sales of Best Software's MIP product line in the Northeast for the last three years, and continued referrals are moving us down the East Coast. We are on track to reach $1.4 million in revenue this year," adds Tiso.

While referrals are the main source of business, the company's Web site has also been effective. Tiso says that it shows prospects that JMT can support them after implementation through its user groups, training classes, seminars, newsletters, and access to IT services. Most important, "It is our commitment to client satisfaction that has driven us ahead of the competition," says Tiso. Another big factor is Tiso's background. She has a degree in accounting and worked at nonprofit organizations for more than 10 years as a CFO and controller.

Partner Insights

Headquartered in Brewster, N.Y., JMT has satellite offices in Maine, Massachusetts, and Connecticut, and hopes to establish another in Washington, D.C. With 300 clients and 14 employees, it focuses on assisting nonprofits, including museums, libraries, schools, religious organizations, and research institutes that have annual budgets ranging from $500,000 to $100 million a year.

The company isn't resting on its laurels. It is implementing Salesforce.com to manage the entire customer lifecycle including marketing, sales, customer service, and support management. "Salesforce helps us manage all of our customer information, such as leads, opportunities, contacts, accounts, forecasts, cases, and solutions," she says. The application will allow information to be shared across the company's different offices. It will also analyze and segment customers and prospects, and track marketing effectiveness.

Although it has been an effective tool, the company's Web site is also being redesigned. "I'm giving it a fresher look and feel because I want to make it more of a resource for our clients," says Tiso. Besides adding online chat functionality, the site will also provide white papers.

JMT's mainstay has been the Best Software product line. It resells Best's MIP Fund accounting; two fundraising products-MIP Paradigm Fundraising and GT Pro, along with Best's FAS fixed asset line. It has just added Serenic Navigator into the mix.

Tiso feels that Serenic, which serves Navision users, meets the needs of international and enterprise-level organizations. Currently JMT has six international clients, and Tiso says the software will assist international non-profits that have multiple offices throughout the world.

JMT also sells a broad range of technology products, including disaster recovery applications and hardware, along with providing network administration.

Generating Referrals

Referrals are the company's life blood, and Tiso is doing everything she can to encourage customers to find other customers.

JMT offers free consulting hours to those who refer business. This year, it kicked off the JMT Rewards Program, which offers points to referrers, and it will hold its first user conference, Innovate 2005-Achieving Results for Non-Profits, in Providence, R.I., in May. The event is designed to have four tracks, including a MIP Fund Accounting product-training track, a Paradigm product-training track, and two general tracks under the "Non-Profit Learning Exchange." She hopes to get 100 to 150 attendees.

Meanwhile, the rewards program lets customers accumulate purchase points for making referrals. "As the nonprofit sector is a 'small world, and given our success, many clients were referring other companies to us, we decided to create the Reward Program to thank our clients for referring business to us," says Tiso. Clients receive points for providing JMT with a prospect's name and point of contact.

Carly Lombardo is Associate Editor of Accounting Technology and can be reached at carly.bohach@thomsonmedia.com.

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