Going public created pressure to increase revenues

One of the world's largest executive search firm's had gone public and management saw the value of its stock plummet, creating pressures to increase revenues. Harding & Company worked with twelve principals over six months to help them become more successful at selling. These individuals were divided into two groups, one of which was composed largely of professionals with almost no selling experience. The other had a higher mix of professionals with sales experience. Most of the participant with no sales experience began to sell for the first time. The more experienced sales people also saw significant improvement. The program more than paid for itself within a year of its completion.

Building a Sales Culture

One of the world’s largest recruiting firms had grown for years off of the quality of its work and its sterling reputation. When a recession brought growth to a halt, the managing partner set out to build a sales culture to complement its superior execution. Harding & Company was retained to work with teams of recruiters to enhance their sales skills. Within 18 months of the completion of our work, the recruiters in the program had brought in $8 million in additional fees (or 40 times the cost of the program) over the period before they had started the program, far more than a control group measured for comparison. The firm continues to role out the program at its offices across the world.