How We Work

Focus Marketing does not engage in "cookie-cutter" consulting. Rather, a typical engagement begins with an education market expert and an assessment of the goals and objectives of the client. We seek a deep understanding and consensus about what needs to be accomplished and how success will be measured.

We determine what type of working relationship will best serve mutual interests and what resources will ensure a successful relationship – whether that be the consulting services of one of our company principals, or deliverables from a project team.


Focus Marketing offers a range of client relationships

  • Hourly consultations – For focused answers to tough questions, to get timely feedback on your plans or simply to experience the value our education market experts deliver, engage our services on a cash-based hourly fee basis.
  • Single-day or short-term strategic consultations – This can be an effective solution when the insight and perspective of an outside education-market expert is needed to support critical sales, marketing, and channel decisions.
  • Project-specific contracts – These can vary in length where specific deliverables, tied to a timeline, are required to support product development, marketing, or sales initiatives.
  • Long-term retainer agreements – Our company principals, Glen McCandless and Brian Healy, may serve as a part-time business development executive or "virtual VP" of sales, marketing, or both. Retainer agreements also may be appropriate where Focus Marketing serves as an outsourced marketing department.

Collaboration with clients often begins with a face-to-face meeting, both to establish a working relationship and to map out an action plan. Then, projects proceed supported by scheduled deliverables, progress reports, and communications via e-mail, conference calls, and collaborative technologies.

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