“David Pistrui delivered an excellent program at the Lebanese American University on March 16, 2005. The program was entitled: “Strategic Management for Family Firms in Crisis: Creating System’s thinking”. Participants in the program were leaders and owners of family firms in Lebanon and the Middle East. From them, we received positive feedback on the program, especially the Acumen score card. I think David delivered and excellent program worthy of quoting among the best and I look forward to working with him again.”
Dr. Josiane Fahed-Sreih, Assistant Professor of Management, Director, Institute of Family and Entrepreneurial Business, Lebanese American University, Byblos, Lebanon.

The AcumenSMS was developed to assist both for profit businesses, and not-for-profit organizations focus on actions that deliver both immediate results and improve an organizations long term competitive positioning in changing and dynamic marketplaces.

The AcumenSMS software helps leadership build tools and techniques to manage across five different perspectives: financial, internal business process, customers, learning & growth, and vision, governance and continuity. As we developed versions 1.0 and 2.0 of the AcumenSMS software we interviewed and worked with a variety of businesses and organizations across the US and Europe. The organizations we worked with provided excellent practical insights.

The following examples provide a sample of the issues organizations identified as important.

How do you reduce costs yet stay competitive? How do you balance family and business needs to ensure growth and continuity? Which product-market segments are most attractive in today's environment? How can you differentiate your offering in ways that create value for customers and for the company? What changes are needed in your organization and operations to successfully and profitably deliver a highly differentiated value proposition? How do you restructure your business portfolio and prune under-performing assets without sacrificing long-term growth potential? How do you build growth and learning for both family and non-family management?

While elegant analytics and the latest business school methodologies may have appeal, we emphasize practical approaches to strategy formulation, business planning and implementation for mid-sized enterprises, Fortune 1000 companies, and not-for-profit organizations. In areas where a management team already has all the required information and knowledge, our application helps integrate strategic thinking, facilitate consensus building and speed decision-making. In areas where information or knowledge are lacking-for example, in evaluating a new market, new business opportunity or when considering a new organizational structure or alternative business model-the AcumenSMS software can help develop the facts and analysis needed to guide a rigorous decision-making process.

Access to the Application is done only through registration. By registering each user gets personal access to the ASMS system. If you are a first time user and need to register chose "Sign Up" rather than existing user. There you will fill out the registration form and create your personalized Id and password.


The user logs into the application through login and password. The password preferably should be 8 characters long for security and reliability purposes. If you are a new user/first time user do not forget to fill in the new user form. Once the sign up is completed, then you are just a click away from entering into the Online Application.


The password is a set of charters the user chooses to log into the system. The password is encapsulated. Care should be taken to keep the password at least 8 characters long. Passwords starting with a hyphen (-), underscore (_), dot (.) and numbers (1, 2, 3.) are not allowed. A typical password starts with an alphabetical character. Please remember the password throughout the usage of the application.

The process of developing an Acumen Scorecard will direct an organization to build a management system that has balance between financial and operational measures, leading and lagging measures, and vision and mission based measures that reflect the personality and needs of the stakeholders and organization.


Actions Taken as a Result of Acumen Scorecard Approach
  • Redefined target markets on narrow revenue based niche measures including retail, wholesale, and international
  • Set clear measurable goals related to sales revenue and new customer acquisition-tied compensation to performance
  • Developed global niche orientation based on profitability
  • Developed specific measurable goals based on profit analysis-set specific profit targets by product line
  • Set detailed yet simple financial target objectives based on volume growth, ROI, and cash flow benchmarks
  • Used customer satisfaction data to develop revised employee compensation program tied to customer retention & extension
  • Implemented a market development and growth strategy that balanced retail, wholesale, and new product introductions
  • Conducted financial and operations analysis aimed at improving seasonal cash flow needs
  • Developed preferred customer program for top 20 clients encouraging product/service extension with key customers

Entrepreneurial Leadership:
Build the ability to anticipate, envision, maintain flexibility, think strategically, and work with others to initiate change.

Entrepreneurial Culture:
Create a future based orientation driven by the perception of opportunity that empowers people to embrace change.

Create an Internal Continuum of Entrepreneurial Activity:
Create people centered customer centric strategy focused organizational systems and practices.
The Acumen Scorecard Framework:
Translate and align strategic vision into operational terms through the balancing of performance metrics across five different perspectives.