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Executive Search Case HistoriesStrategic ShiftA $300 million distribution company retained Coleman Lew to transform the business from a traditional sales representative model to a consultative sales model. Over the next seven years, Coleman Lew recruited nearly 40 consultants who strengthened the company's customer relationships and measurably improved sales and profits. The net result of the shift increased revenues from $300 million to nearly $1 billion and market share from 40 percent to over 60 percent. This division - already the most profitable within the corporation - increased profitability every year following the transition. The sales manager was ultimately promoted to division president of another operating division and subsequently enlisted Coleman Lew to manage a redesign of that business. Over the next 10 years, Coleman Lew recruited 70 executives in all functional areas. Seven of those recruits later became division or company presidents and successful business owners. |
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A recognized expert in the field of personality and leadership, Scott Golden was asked to consult with the executive team of a financial services company. The company had recently emerged from reorganization, and the executive team included a new CEO and several new senior executives who were experiencing "problems in communication." read the whole story. |