Over the past 7 years, Forsyth County in North Georgia has become the home of 70 international companies from across Europe, Asia and North America. In fact, Forbes recently recognized the county as the 7th wealthiest community in the U.S. The Cumming-Forsyth County Chamber of Commerce has a 60-year history of facilitating the community’s strong business growth. The Chamber had built a strong relationship with these companies but felt it was time to determine how to better serve their current and anticipated needs, so they turned to Global Sales Growth (GSG) for help.
GSG conducted a yearlong outreach program that included an on-line survey and focus group of “expat leadership.” Randall Toussaint, the Chamber’s VP for Economic Development, says: “Working with GSG, the chamber was able to obtain valuable insight about the needs of expats and their families when relocating to their new community just by asking the question, ‘What do you wish you knew before you relocated to the U.S.?’ It was like the floodgates opened and each participant began to share personal stories about their challenging and painful transition.”
The Chamber got the insights and information they needed to fulfill their mission: “Gail’s dynamic approach to engaging high-level executives was well received. Her blend of professionalism and innovation produced measureable results that we could present to our board of directors.” It is embarking on an ambitious program in 2014 that includes updating their Web site, forming an international engagement team to assist with relocation and developing online programs and workshops to address the needs of expat executives and their families. It is also developing a mentorship program for newly established international companies, based on what they learned from Gail’s research. GSG delivered exactly what the Chamber had hoped to gain. Randall says, “By working with Global Sales Growth we were able to develop a deeper understanding of the needs of our community’s international businesses.”
I highly recommend Global Sales Growth as a consultant to help any community grow their relationships with international clients. -Randall Toussaint
Now in its fifth year of business, Bernard Vanderlande’s executive search firm, Tula International, continues to be in a growth mode with each year outperforming the previous one. With growth also comes the need to build upon the company’s vast network of existing contacts, numbering in the thousands. How could he find time to convert these opportunities into new clients when his priority was serving the clients he already had? Tula International turned to Gail Rockburne, president of Global Sales Growth.
Tula decided to bring in a professional with a global perspective – someone experienced in working effectively with high-level executives of international companies with a footprint in the US. Global Sales Growth was the perfect fit. They soon saw that Gail’s ability to obtain insightful information about the prospect made the close easier and was exactly what they needed. Her unique ability to establish rapport on the phone with senior executives from the many countries Tula’s clients represent allowed her to quickly establish and build the relationships the company depends on.
Gail’s skill at communication with company leadership with diverse cultural and language backgrounds paid off rapidly for Tula International. Within the space of only three months, she obtained over a dozen appointments to follow up with potential clients and the company secured three new search assignments in the same period, with more following in subsequent months. Bernard was impressed. “She managed the relationships and kept track of all the information about each prospect so I could focus on giving my existing clients my full attention. Tula is built on exceptional client relationship and depth of insight – Gail allowed us to maintain that quality while building a larger client base and continuing to grow the firm.”
I would highly recommend Global Sales Growth as a consultant to help business service companies convert existing leads into new clients. - Bernard Vanderlande