Business Performance Specialist Melbourne — Nathan Kotorac

Business Performance Specialist — Melbourne

Performance looks fine.
Until it doesn't.

I work with founder-led, family-owned and privately held businesses where revenue, margin or operational performance has drifted — diagnose what's actually happening and fix it.

Manufacturing Distribution Wholesale Professional Services B2B
Let's talk How I work
4× EBITDA target hit in month 5
2× Prior month revenue matched by mid-month
$41M Multi-market portfolio across Australia & Europe
$12M Commercial business turned around in 6 months

About Nathan Kotorac — Business Performance Specialist Melbourne

Nathan Kotorac
Commercial Operator — Melbourne, Australia
Based in Melbourne. Available nationally.
Privately owned businesses — $5M to $30M
About

Fifteen years across B2B manufacturing, distribution, wholesale and professional services — across Australia and internationally. I've led a $41M multi-market portfolio, built commercial operations from scratch, and worked through situations where the real problem turned out to be something entirely different from what anyone had assumed.

I'm a sole operator — not a consultancy, not a firm. No junior handoffs, no account managers. You get one person, directly involved, until the work is done.

I work on an interim or contract basis — directly involved until the business is back on the right path.

I don't diagnose and disappear. I stay until the metrics move.

B2B Manufacturing Distribution & Wholesale Professional Services B2B Sales & Operations Melbourne & Australia-wide

Performance doesn't always look broken from the inside. Revenue holds, activity stays busy, and things feel like they're working. But margin compresses, conversion quietly drops, and teams miss targets without anyone being able to name why.

Something's shifted — in the market, the model, or the operations — and the gap between effort and result keeps widening.

I work with privately owned and family-owned businesses between $5M and $30M to find what's actually underperforming and fix it. Where sales activity isn't converting. Where margin is leaking. Where process is costing more than it should. I build a clear picture of what's happening and why, then put a plan together to fix it.

Not a report that sits in a drawer. A working plan, built with the people running the business.

How I work

Visibility before prescription.

The answers are already in the business — you just can't see them from inside it.
Five areas. No conclusions until the picture is complete.

I
Structure
Is the business organised around what it needs to do — or around how it grew?
  • Who owns what and what that means in practice
  • Where accountability is real and where it's become habit
  • How the structure sits against what the business actually needs
II
Financials
Where is the money actually going — and when did that change?
  • Where revenue comes from and where margin goes
  • Where cost has quietly grown without a decision being made
  • The trajectory over time — not just where it is, but how it got here
III
Portfolio
Which customers are you really running on — and are they still growing with you?
  • How your top customers are performing vs prior years
  • What's growing, declining, gone — and the story behind each
  • Where the business is holding accounts that have already left in everything but name
IV
Process & Systems
Where does the business leak time, money and output — and what's holding it together that shouldn't have to?
  • The journey through the business from first contact to delivery
  • Where manual effort is filling gaps that systems should cover
  • Where technology is underused, misaligned or simply absent
V
People
Do the right people own the right things — and do they have what they need to do it?
  • Right people, right roles, right load
  • Where ownership has drifted and nobody has named it
  • Where the business is running on too few hands and missing things because of it

Results, when?

I run quick — but the pace is set by access to the business and the numbers. The sooner I have visibility, the sooner the picture forms and we know what we're dealing with.

How we work together

Two ways in. One standard of work.

Proof of work

What the work looks like in practice.

B2B Manufacturing & Wholesale — Melbourne
The market hadn't died. It had shifted. Nobody was close enough to see it.
Revenue declining for years. The assumption was the market. The real problems were an unmanaged product range tying up capital, a visibility gap customers were reading as closure, and competitors who had quietly reframed the category. Three separate problems. One root cause.
8% Revenue lift within 120 days
$80k Working capital unlocked through inventory rationalisation
2× Monthly revenue — clearing prior averages mid-month
B2B Professional Services — Victoria
Flat revenue. A capable team. The model was the problem, not the people.
Carved out of a combined portfolio, the division was flat and running on inertia. Effort wasn't matched to opportunity. The team was capable — the model wasn't. Restructured how the team worked, rebuilt prioritisation and matched effort to client value.
4× Monthly budget target reached within 5 months
46% Gross margin improvement
50% Reduction in time to delivery
B2B Services — Switzerland & European Markets
Walked back into an office that used to be loud. Something had changed.
The market had shifted, key revenue had exited. The assets were still there. The commercial energy and momentum weren't. Nobody had a map for what came next — we were charting unfamiliar water. Rebuilt face to face engagement, diversified revenue and restructured the team around the people who could execute in a harder market.
$4M EBITDA delivered on $41M multi-market portfolio
30% YoY growth across priority accounts
20% Improvement in client delivery efficiency

Who Nathan Kotorac Works With — Business Performance Melbourne

Businesses that know something's wrong,
but can't name it yet.

— Revenue is declining and the assumed cause doesn't fully explain it
— Margins are compressing despite flat or growing revenue
— The business has drifted — and no one inside can see it clearly
— A leadership or operational change has created commercial uncertainty
— The team is working hard but the numbers aren't moving
— You need someone who operates independently and doesn't need managing

How I see it. Insights.

More thinking on LinkedIn →

Let's talk

Not when the business is in crisis. Before that.

When the effort is there but the return isn't following. When something has shifted — in the market, in the numbers, in the team — and the usual explanations don't fully account for it.

You don't need to know what's wrong — that's the work. I find what's broken and fix it.

01
Get in touch
Tell me what's happening. No pitch needed.
02
Initial conversation
If it looks like a fit, we'll find a time to talk.
03
On-site visit
I come to you. See the business, meet the team, understand what's really happening.
04
Mandate & proposal
I outline what I see and how I'd approach it. We agree terms and get started.
Book a 20-minute call

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