Client: Altig International
Space: Financial Services
Revenues: $100 mil+
Location: Redmond, WA

Client Background:
Altig International is a second generation family-owned business that grew to dominate an industry niche in the direct consumer sale of financial services products. Their market is primarily working through the leading unions, trade associations, and organizations across North America.

The company is comprised of a team of over 400 professional agents across North America – both the US & Canada.

Business Scenario:
After an extended season of revenue and geographic growth, the company found itself with flattened revenues and high sales force turnover. As one of the largest customers of Monster.com’s for purchased employment candidate leads, Altig International decided to tackle the problem of recruiting, training & retention of their sales force.

OneAccord Engagement:
After an initial study engagement where OneAccord assessed all facets of sales, sales management & sales related human resource activity, Altig International decided to first address the training of new sales personnel.

OneAccord first assessed the current training program, including the expectations set during the candidate recruiting phase, on through candidates’ release into the sales field following training.

Then OneAccord proposed several initiatives, to improve the overall training program:

· Pre-employment recruiting discussions about the actual nature of the practical work involved in the sales position were added during the candidate interview phase.
· Pre-training expectations were set accurately – the intensity of the experience was shared proactively with employment candidates.
· Candidates were both stretched and encouraged to share their experiences openly with each other and with the company, creating a strong camaraderie among the members of each training class.
· Significant training program components were modified to improve their effectiveness and retention.
· Candidate release from training into the field were also significantly changed, to help improve effectiveness once the new sales team entered the field.

Conclusion:

Candidate feed back about the training experience was much stronger than ever before, with the roots of company loyalty being proactively communicated by the successful new sales classes. Post-training retention of employees rose a staggering 40% over previous levels. Management has recognized that these newest trainees have entered production quicker, been more successful, and been retained much longer than their peers from earlier training seasons. According to the CFO, each 5% gain in retention is worth several million dollars to the bottom line.

David Nilssen

Co-Founder

I am happy to share with you my experience with OneAccord…I was very skeptical from the beginning. Their team was established to highlight strengths and utilize a team, rather than just one individual.

We originally looked at a 6 month engagement with them - our revenues have increased (1 year-to-date) approximately 3 fold (300%). Was it worth the money? Yes, no doubt.

They are very good at what they do - and they’ll be a great resource if you can do something with the knowledge, ideas, and expertise they lend. We’ve since extended our involvement with them to an ongoing relationship.

I can tell you as a business owner, this was the best strategic move we’ve made.

Industry: Digital Marketing Technology

Revenue: Publicly Traded

Location: Seattle Washington

The client of an industry leading provider of online advertising and managing digital marketing campaigns, needed to rapidly assess its current sales processes and determine how best to make improvements to meet mission critical sales objectives.

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Industry: Financial Services
Revenues: over $100 million
Location: Redmond, WA

This financial services company is a second generation family-owned business that grew to dominate an industry niche in the direct consumer sale of financial services products. Their market is primarily working through the leading unions, trade associations, and organizations across North America. The company is comprised of a team of over 400 professional agents across North America – both the US and Canada.

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Industry: Internet Security
Revenue: $8 million
Location: Seattle, WA

The client is a network security consulting firm, needing to transform its sales structure and culture to focus the next company growth engine, generating revenue from consulting services. Additionally our client company needed to clearly define each staff member’s role in revenue generation and evaluate staff against these new roles.

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Industry: Transportation Services
Revenue: Pre-Revenue
Location: Seattle, WA

The client, a relatively new services company providing executive transportation services with a basic business plan and limited investment capital, needed to rapidly and effectively ramp up sales and build a pipeline of business through clearly defined channels and target markets. They also needed to build a scalable and repeatable sales model that would allow for local revenue growth and set the stage for expansion and future acquisition or investment. Read the rest of this entry »

Industry: Internet Marketing
Revenue: $1 million
Location: Los Angeles, CA

The client, a three-year old services company providing website development, web site maintenance and search engine optimization services with a basic business plan and limited investment capital needed to rapidly ramp up sales through defined channels and focused markets. Customer based product generation and value propositions and a scalable and repeatable sales process was the key to create rapid growth.

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Industry: Wireless Technology
Revenue: $15 million
Location: Kirkland, WA

The client of an industry leading provider of software solutions for the development of mission-critical wireless applications and the management of wireless LAN networks and mobile devices needed to increase its sales while building a scalable & repeatable process, increasing its already significant national presence, associated revenue stream, all with the objective of a stronger business valuation. Concern was mounting as the largest channel partner was shifting to become a competitor. Sales were driven by a team of 15-20 channel specialists. Read the rest of this entry »

Industry: Manufacturing
Revenues: $50 million
Location: Midwest

The Business Situation
The Client Company is an 80+ year old holding company whose principal division has built an industry leading position in an industry which is going through tremendous change with the onset of digital technology. The secondary division conceived of a new product that stretched into an adjacent industry, which Management envisioned as the centerpiece of a growth strategy and leadership initiative. Read the rest of this entry »

Client Company: Privately Held
Industry: Manufacturing
Size: $75m annual revenues

The Business Situation

The Client Company is a 50+ year-old family-owned entity that has built an industry leading reputation in contract manufacturing with some of the largest and most admired companies today: Motorola, Dell, Nokia, Boeing, Rockwell, Baxter, Hewlett-Packard, & Stryker, to name a few. The average home in North America has 16 products of which the client company has helped produce.

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