The Profiles Advisory Group Story

Profiles Advisory Group was born from the founders 45+ years’ of keen insights and experiences representing the telecommunications carrier side of the negotiating table.  Bruce Vienneau and Robert Kraft founded the firm in 2003 and it remains a privately owned Massachusetts-based company under the same leadership.

Bruce and Rob’s extensive telecommunication carrier resume includes senior leadership assignments in Sales, Marketing, Contract Negotiations, Pricing, Finance and Operations. These senior roles and accountability gave them broad exposure to the carrier’s decision-making process and specific insights into financial practices, pricing and contract negotiations.  Additionally, Rob and Bruce developed a deep understanding of the ways in which telecommunication carriers create their strategy for individual price elements and the creative ways in which they strategically put pricing in the marketplace.

As a result, Profiles Advisory Group knows how to put together the best pricing strategies that win for our clients because we know what carriers can, and just as importantly, what they can not offer in the marketplace.

Throughout Bruce and Rob’s 45-plus years in working for telecommunication carriers, they also maintained an intense focus on client needs. They both accomplished great successes and unique achievements in sales and sales leadership roles because of the deep focus on client needs.

In 2003, Rob and Bruce were continually hearing a number of consistent frustrations from their customers.  Frustrations about working with the companies they represented.  In general, they were being told:

  • “Your company is not being responsive to our needs”
  • “ Our account team keeps changing and they don’t have enough depth to understand our needs”
  • “The pricing, terms and conditions have gotten to complex”
  • “I really need to compare your pricing and making it impossible to do do”
  • “These contract negotiations are taking too long”

Armed with their insider experience and knowing their client frustrations and needs, Bruce and Rob set out to build a unique set of processes that would add the most possible value to client side of the negotiating table. This meant a singular focus on delivering carrier contract negotiations services directly to clients.

To be most effective on behalf of their clients, Profiles Advisory Group needed to answer the challenge of how to create a repeatable and reusable set of tools to help our clients cost effectively gain control at the negotiating table. Profiles Advisory Group’s track record of success and the fact that all our clients are references demonstrates that our processes and approach performs consistently.

The Profiles Advisory Group business model was designed with the following principles:

  • Keep the founders out front with our clients, leading all client and carrier meetings.
  • The founders must remain personally responsible for assessing and delivering on savings opportunities
  • Utilize a systematic process – our ProfilesProven Process is our overarching mechanism for effective client engagements
  • Maintain a concise methodology for illuminating a client 500-800 global price elements as well as a clear and transparent way to compare the multiple carrier technologies in an apples-to-apples way
  • Become and remain a trusted advisory team that clients want to refer to their counterparts in the marketplace

At Profiles Advisory Group, we know we achieve our goals because of what clients tell us about their experience with the relationship:

  • “Highly competent, excellent partner, great listeners”
  • “Experts that are high integrity, highly efficient and effective”
  • “Real, succinct, effective…strong ethics”
  • “Customer-focused, on target, accurate”
  • “Highly efficient and effective…deliver what they promise”

Rob, Bruce and the rest of the team at Profiles Advisory group are passionate about delivering results for clients and the firm. At the core, the focus is on the negotiating process and success is measured based on client references. Every engagement is started with one overriding desire … to make this new client the next highly reference-able client.