Field Museum

I highly recommend FMC and Jennifer Perna

As a leader of a diverse group of salespeople, we needed to improve our accountability and reporting structure. Jennifer met with us over the course of several of our regularly scheduled meetings. The schedule was determined by us, what would work best and allow for greatest implementation of each area we were looking for.

After only 4 sessions, we have a uniform sales report, measurability for each team member and accountability for leads coming in and going out.

– ELLYN NUGENT, Chicago, IL

INternational Caterers association

Jennifer has presented at numerous workshops and webinars for ICA over the years and consistently scores as our top presenter.

Her thorough understanding of the industry and identifying the core challenge of a topic is appreciated by participants and encourages participation.

– PAULA KREUZBURG, Baltimore, MD

THE HOMETOWN CHEF CATERING CO.

Jennifer Perna, the owner of Fulton Marketing, is a hospitality industry icon! I first met Jennifer at Catersource at the ICA booth, and I was instantly struck by her true sense of kind servanthood. I listened to Jennifer speak at several sessions at Catersource and was blown away by her knowledge and expertise of all things catering. When I returned from Catersource I immediately reached out to her to see if she could assist me with the needs of my catering company. We connected right away, and Jennifer was able to assess the needs of my company. We began working together with baby steps and, most of all, at my own pace. Jennifer talked me through, in detail, where I should begin making much-needed changes. Over the months, we checked in with each other and attacked the issues that needed resolving, and I can honestly say I have never gotten as much guidance, support, and help exactly where I needed it as I have from Jennifer!

My return on investment has surpassed my high expectations, not to mention the valuable friendship I have gained.

I wholeheartedly recommend Jennifer Perna over and over again.

– TIFFANY AVILA | CPCE, CEO, Owner

24 carrots

We have known Jennifer Perna for many years through our participation in both the ICA and LCA.  When we found out she was starting Fulton Market Consulting, we jumped at the opportunity to have her visit our organization.  Not only is Jennifer a wonderful human being, she really dives into both the struggles and successes your company is experiencing.  She tailors her advice and feedback to fit your company and does not try to force you into a predetermined structure.  She has the ability to quickly know what will and will not work for your organization.  Not only that, we have so much fun with her when she comes to visit our headquarters.  She makes the “tough stuff” feel light and does a fantastic job at offering support throughout the process.  Through Jennifer’s guidance, we were able to successfully transition to a new sales team structure, which provided us with clear goals for each of our team members.  Our team is high-volume and Jennifer was very quick to identify bottlenecks and inefficiencies that resulted in significant cost savings to our organization.  She worked directly with our Director of Sales to formulate better sales reporting from each of the sales teams, and took her through the Day in the Life of a DOS course.  We are grateful to have Jennifer as a resource and look forward to a continued partnership (and friendship) for years to come.

– LAURA FABIAN, Costa Mesa, CA

biscuits and berries

I met [Jennifer] at the seminar held at Catering By Design last year, and very much enjoyed the presentation you gave. I found [her] style to be blunt, approachable and largely devoid of “fluff”, which I absolutely appreciate. New to my position as the Director of Catering at my company, I had plenty of catering, sales and management experience, but hadn’t ever been in the position combining those three areas previously – needless to say, I had a ton of room to improve (and still do!). I took copious notes, and applied a ton of [her] knowledge and “action items” into my management, and was able to approach my position with much more of a ‘plan’ than I had previously, which of course paid dividends.

I also read the blogs [she] posts when I come across them on LinkedIn, and again – have been able to draw regular inspiration and knowledge that I use to augment my management. 

These are tough times for all of us, but I wanted to take a minute and say a sincere ‘thank you’. The work that you do and information, experience and knowledge you’re willing to cultivate and disseminate in a meaningful fashion makes a difference.

– LUKE WOODWARD, Golden, CO

BTS

Jennifer Perna at Fulton Market Consulting has provided our company invaluable support and practical advice on structuring and managing our sales team.  Jennifer has operational knowledge, did in depth assessments  staff personalities and skills, and then used the results maximizing the productivity of the sales team. She also assisted in onboarding our new Director of Sales and continues to provide training modules and seminars for our staff to keep them motivated and productive.  So often consultants provide you theoretical approaches, Fulton Market Consulting offers more than 20 years of operations experience which immediately earned the respect of all our staff.  The result of Jennifer’s work with BTS has improved our sales productivity exponentially and Fulton Market remains a key asset of our companies management and growth.

– JOHN CRISAFULLI, San Diego, CA

The Flower Firm

We’ve been working with Jennifer since 2017 as our Marketing and Operations Consultant.  She has been a tremendous asset organizing, developing and growing our sales team, resulting in both an increased bottom line revenue and improved team morale.

One of Jennifer’s many strengths is her ability to articulate what we need to profitably grow our company, including corrections we need to make.  Jennifer delivers this message in a straightforward, non-offensive way, and then offers step-by-step solutions to achieve this growth.  Something I’m constantly working towards, but often times get caught up in all the other aspects of running our business and servicing our clients and set that goal aside. Jennifer’s guidance has made this growth possible and kept me, and our sales team, accountable.  

Jennifer has also been tremendously helpful to our company from an operation standpoint.  She was a great asset when we had a major management change a few years ago.  Jennifer quickly helped us make this sudden transition a very positive one.  With Jennifer’s guidance, we assessed the varied responsibilities of this role, identified strong employees to divide up and take over these responsibilities and determined how we shared these changes with our clients. I can honestly say it was one of the best things to happen to our company, in terms of increased creativity, empowering a lot of our great staff and re-energizing everyone.  I know it wouldn’t have gone as well without Jennifer calmly guiding us.

During the recent strange turn of events surrounding the Coronavirus and the virtual standstill of the event business in Chicago, Jennifer has served as a calming and optimist force for our company.  We are looking at this interesting time as an opportunity to implement procedures and improvements that we’ve always wanted to do, but can’t normally find the time to do it.

– COLETTE CLANCY, Chicago, IL

Ravishing Radish

Why we love working with Jennifer...

My management team has worked with Jennifer for over two years. Her unique insights and problem-solving abilities have really helped us navigate some difficult and sensitive situations. 

Her depth of knowledge into what makes a great catering sales team has become invaluable. Jennifer’s sense of humor and the way she makes you feel like you’ve known her for years has made her a integral part of the Radish’s success. We have actually found ourselves asking “What would Jennifer do?” when faced with a new obstacle.

Her openness and candor also bring a fresh perspective to our unique issues and challenges. She also took the time to get to know our whole team on a personal level so she can shed light on how to handle specific situations with clarity and ready-to-implement ideas. 

We feel so fortunate that we found Jennifer as a resource to help our sales team grow in a sustainable, kind and profitable way.

Plus, she’s a hell of a lot of fun to work!

–   LISBET HALVORSEN, Seattle, WA

Ridgewells Catering

I’ve had the pleasure of working with Jennifer Perna for over a decade. I was lucky enough to work as part of her sales team at Blue Plate Catering, where I learned how to be a successful catering sales executive. After learning from her at Blue Plate, I went on to be the Director of Sales at Ridgewells Catering in Washington DC. Jennifer was one of the first calls I made to help me come up with a plan to motivate and train my sales team of 24 people. Her depth of knowledge and ability to connect with every type of sales person is invaluable. She tells you the “tough stuff” in a way that makes you inspired to grow. To anyone thinking of reaching out to Jennifer I couldn’t recommend her more.

– KATIE GAMBLE FLEURY, Washington D.C.