Case Study: The Confidence To Grow
- Midwest Telecom Agent
- Prior experience in IT Managed Services
- Started in business 2009
- Average customer bills between $1,000 and $2,000 per month
- Book of business $100,000 per month
- One very capable employee with 9 years of experience in Telecom
- Move up market selling larger customers in the $50,000 monthly billing range
- Have the proper resources in place to support accounts of this size and sophistication
Although there was a solid marketing plan in place, the real stumbling block was a lack of confidence in being able to support these types of accounts properly. He told us that his fear had been holding him back for years.
Steve had tried numerous times to build a successful back office, but was consistently faced with hiring challenges, not enough quality talent, management problems etc. He did have one employee that was fantastic, but that one person was not enough to support him at the level these accounts would require.
Partnering with CRA, enabled Steve to “acquire” a talented, experienced back office, almost immediately without all of the challenges he had experienced in the past. He chose to “white label” our service which meant we would answer the phone on his behalf and email the customer from his domain. This enabled Steve to continue building his brand which was an key factor in his decision to work with CRA.
The first signs of success came within the first few months of our partnership. Steve was referred into a 500 million dollar distributor with monthly billing just over his $50,000 mark. The customer was interested in the depth of support Steve was offering and they signed a 36 month term. It was Steve’s largest account. This was the beginning of a rebirth for Steve: a more confident agent, earning more today, than ever before.