PLS grows revenue by narrowing its focus

By Kevin Tampone Journal Staff
BALDWINSVILLE — Productivity Leadership Systems, LLC (PLS), a leadership training and coaching firm, has more than doubled its revenue in the past six years by sharpening its focus.

Back in 2006, the firm was expanding its services to new markets, including Buffalo, Albany, and Philadelphia. A new focus on Central New York has allowed PLS to grow, Ralph Simone, company president, says.

The firm’s revenue is now “well into the seven figures,” he says. PLS works with 16 different organizations coaching and training 300 people.

Simone says the narrower focus on the local market emerged from a desire to take part in the region’s revitalization. Good clients are also abundant in the area, he notes.

“It’s exciting,” Simone says of the focus on Central New York. “It seems to be paying off.”

PLS has also concentrated on building its own employee base in the past few years. The firm employs six people now, including three partners, up from three total employees in 2006 at its offices located at 410 Oswego St., Suite 130.

With more employees of its own, the firm uses fewer contractors than it has in the past, Simone says. PLS still works with some long-term contractors for certain projects, but its own staff members are now providing more of its training.

“That seems to have strengthened our brand and our ability to help transform and develop leadership within organizations,” Simone says.

PLS’ growth has also been aided by some new programs. The company designed and implemented a yearlong leadership development program known as LeadForward, which is aimed at senior- level leaders.

Simone says the program takes a holistic approach.

“We’re looking at the whole person in this process,” he says.

The company has also spun off a new firm that is set to formally launch in 2013. LIIO (Leadership Integrated Intelligence Online) is now a tenant of the Tech Garden in downtown Syracuse.

The company is run by a current PLS employee, who will probably transition to working on LIIO full time by the end of 2012, Simone says. LIIO is an online service that provides leadership coaching support.

It’s initially targeted at colleges and universities to help students with tasks like goal setting, taking the right steps to get internships, and simply finding their passions, Simone says. The service could apply in many sectors though, he adds.

The company grew from PLS’ ongoing work with colleges and universities in the region, Simone says. Other clients in the area include defense contractor SRC and its manufacturing subsidiary SRCTec, computer manufacturer Seneca Data, and Carrier.

A traditional strength for PLS has been the technology sector, Simone notes. As employees with technical backgrounds get moved into leadership positions, they often need help developing new skills and dealing with the emotional aspects of their new jobs.

But the firm has seen that trend in many industries, Simone says, and its client base has broadened as a result.

PLS was previously known as Simone & Associates, which Simone founded in 1999. He started his first training and coaching company in 1991.

Prior to running his own business, Simone worked for companies including Carrier and Coopers & Lybrand in management development. He is a graduate of Siena College, located near Albany.

Contact Tampone at ktampone@cnybj.com

Originally appeared in Central New York Business Journal July 13, 2012