Background:
Issues:
Reza Mahbod, President of RMA Associates, sought business development and staff training help at the beginning point of the company’s participation in the 8(a) program. He wanted to fully engage all his team members in capture, right from their positions working in the Federal agencies. Reza then explained that he wanted to keep his company’s brand strong while onboarding his newest cadre of young professionals who had strong technical skills but were brand new to their client facing roles. And he wanted to discover who on his team were the natural leaders that everyone looked up to, so he could find the person he called, “my mini-me”: his best candidates to mentor into future leadership roles in his company.
I was looking for ways to enhance our team’s business development efforts. I knew I needed help to motivate a team of employees, and give them training to improve their client service delivery and also their business development efforts.
Summit Insight Solution:
- Reza gained focus for the company’s Federal capture through what is now the Federal Business Intensive program. His team created and launched a custom Federal sales plan focused on their best prospects.
- His team identified over $12 million in under-the-radar opportunities, to solve problems for clients right where they were already working…opportunities that no one had ever talked about until that day, during our half-day session, Building Your Business From The Inside.
- We designed custom half-day with a human resources specialist who led the group through in-depth discussions and exercises. Team RMA gained a comprehensive understanding of the kind of professional conduct their company needed them to demonstrate every day while working with their Federal clients.
- For the leadership development discovery, Reza engaged us to lead a special private half-day session of indoor rock-climbing at Sportrock in Alexandria. Judy Bradt, who is also a professional indoor rock-climbing instructor, led the session. Eileen Kent, The Federal Sales Guide, joined the group as both participant and observer, to identify team members who demonstrated the strongest leadership skills throughout the day.
Results:
“Should you work with Judy? If you want to learn how to better engage people and grow your federal business through relationships, I would say yes. If you also want to engage in staff development training, I would say yes. RMA Federal doubled our federal market revenue in 2016!”
~ Reza Mahbod, CEO, RMA Federal