How to Ramp-Up to Serve a Fortune 1000 Company

Since I launched my first company in 1985 I’ve started a total of six SBEs. Each company was in the B2B space selling to the Fortune 1000. In each case I closed a large order with a F1000 that was the catalyst for significant growth.  And each time I went through the process I learned a bit more about how to handle the ramp-up. Here’s a sample of the progression:

Corporate Multi-Media – January 1985Stamford, CT – In our 2nd year we grew from $215K to ~$650K on the strength of a $200,000 contract to produce a national sales meeting for MCI International.  We went from 4 employees to 15 in a few months. My criteria for hiring was to put a mirror under their online slots nose, if they fogged the mirror (and had a seemingly valid driver’s license) they were hired.  I was 25… What did I know?

I had a refined organizational structure called The Wagon-Wheel… very effective. Everyone reported to me. If I was on a sales call, people sat and waited for me to return (see 1986: life without cell phones). If I ran to the bathroom, a line formed outside the door.  Real efficient (and a little embarrassing, I might add). It’s no wonder I regularly doubled-up with stomach cramps and employee turnover was so high.

I closed CMM in the “great recession of the late 1980′s”, spun my production department into a new multimedia company and merged with a “no-technology” 35mm slide production company with a staff of 4 artists—only one who could use a computer.  Total combined sales of $500,000…

To read the rest of this blog entry, please click this link taking you to The SBE Lifer blog site.

Brought to you by Supplier-Connection

EX300  ,
000-017  
000-106  
PMP  ,
000-106  ,
MB2-707  
3002  
101  ,
400-051  ,
1z0-808  ,
70-463  
350-001  
300-135  
70-270  ,
220-901  ,
101  
200-120  
70-487  ,
70-410  
70-270  ,
300-070  
500-260  
200-310  
70-533  ,
500-260  ,
1Z0-803  
200-101  
70-178  
000-106  
ADM-201  
c2010-652  
350-050  
350-060  
HP0-S42  
200-310  
EX300  
70-533  
640-916  
PMP  
CAP  
PEGACPBA71V1  
CAS-002  
NSE4  
210-260  
70-483  
640-692  
210-060  
220-902  
M70-101  
300-135  
EX200  
CRISC  
ITILFND  
350-029