DEC 2019
IN REVIEW YOUR MONTHLY ADAPTIVE BUSINESS GROUP NEWSLETTER
WHAT'S IN THIS ISSUE: Global & divisional sales Anniversaries & Travel Office travel & visits Story Spotlights Social update - Christmas Parties
Congratulations on 2019! - David James, CEO I wanted to say a huge thank you for your dedication, faith, hard work, and focus throughout 2019, making it our best year to date with our revenue growth going up by another 15% - 20% (final figures not in yet – still calculating contract revenue) and a year which saw 50% of our team develop their careers into Senior consultant positions or higher. I’m immensely looking forward to 2020, we have never been in a better situation; with office space to fill, markets clearly laid out, a growing & developing management team, an exceptional operations team, and many new ideas and projects ready to be implemented. We have a huge opportunity in front of us. Together, we will continue to grow a global business, changing 1000’s of people’s lives and careers for the better. We will continue to do this as a team and with high morals and ethics. Over the holiday period, I reflected on 2019 and how we can do things better, how can we create more opportunities and develop exceptional business professionals. I had to look no further than my inbox in a folder called 2020 Business Plans. As I started to go through your business plans, I quickly realized why the business would be successful. In a team of 50-60 people, you get 4-5 truly driven people – about 10%. If anyone reads my inbox, they honestly couldn’t pick out our top 10% driven professionals. The business plans were incredible. You explained how you wanted to develop, where you/we could improve, and how you could help push the company forward. Yes, we are money motivated, you need to be in this position, but there was no mention of Rolex’s, Porches, or materialistic items (of course these can be be purchased along the way but are easy goals), you aimed higher. You laid out long term financial goals, investments you are going to make, languages you wish to learn, personal development goals, fitness goals, travel adventures, new strategies you wanted to implement, the purchasing of first & second property and holiday homes. You outlined how you want to be speakers at conferences, write articles, open offices, achieve challenging revenue goals, and ultimately how you were going strive to be the very best at what you do and become a leader in particular markets. It was inspiring to read and I will do my absolute best to help you achieve these goals. Do remember, these are your goals; you are not doing any of this for anyone else. You do not need anyone else's recognition, only yours. The definition of working hard is to work hard when no one is looking. You will have challenges along the way but test yourself, stay hungry, and understand that nothing is stopping you from achieving what you want to achieve other than yourself. Nothing is free, and you will need to make sacrifices, but when you get to the end of the year, you will want to achieve more and sacrifice more. For example, the sacrifice of an extra hour in bed or an hour less in-front of the TV is well worth the exchange for health and long term financial security. Lastly, the lovely thing about pursuing goals is that your stress and worry levels reduce considerably if you take them seriously - you are, after all, going after and doing everything you can, to be the person and professional you want to be –what more can you do! We’re in for one hell of a 2020. One where numerous goals, travels, investments, adventures, development, and successes are going to be achieved and where platforms are going to be created to build an exceptional life and journey.
GLOBAL SALES With a monthly target of $560,000 Adaptive booked $484,674 to close the month at 86%, finishing with a shortfall of $75,326.
86%
We had 11 consultants achieve 100% or more of their sales target, with 10 of them over 150% of their target and two above 200%.
of our global sales target achieved in December 2019 billing $484,674.
As a company we worked hard to set ourselves up for success in the new year, pushing BD and achieving 79% of our RCM target. Additionally working hard to fill open positions before the end of the year, we had 689 CVs out, which is fabulous considering the time off for the holidays! In the new year, we are chasing a target of $562,000 for January, and are currently sitting at 10% - having billed $61,100 these first few days. We have some catching up to do, but are already off to a great start with signed contracts, RCMs, CVs out and jobs opened, so with diligence this is absolutely feasible!
KEY DIALS
Here's a snapshot of our priority metrics for December 2019
Total Sales: $484,674 (86%)
Reverse Markets 2839 (79%)
CVs Out 689 (52%)
ADAPTIVE GLOBALIZATION With a monthly target of $126,000 Adaptive Globalization closed $88,400 coming in at 70% of their monthly goal.
$88.4K billed in sales, reaching 70% of the sales target!
With 7 new clients signed, bringing them to 79% of their goal, they were able to open 38 new jobs and send out 204 CVs , putting them ahead of last month in terms of that. Additionally, they secured 73 first interviews, attaining 77% of that quota! London worked diligently this month, signing 4 contracts to crush their quote (133%). Michele performed incredibly in Berlin per usual, with 14 initial contacts (106%) and 12 jobs added (136%) out of Berlin!
SHOUTOUTS
Well done to some key contributors for this month!
Michele Cerioni $44,905 (224%)
Michael Radwan 19 first interviews (143%)
Nemanja Tenjovic 37 CVs out (105%)
ADAPTIVE DIGITAL Adaptive Digital collectively crushed their December sales target, billing $201,700 against a target of $184,000 - ending the month at 109% of their target. Other mentionable achievements for the division include 81 first interviews, sending out 925 RCMS and 4 signed contracts.
109% of total sales target achieved this past month!
The London office performed exceptionally with BD, with 492 RCMs out (109%). Both NY and Berlin did fabulous with sales, billing $60,900 (89%) and $89,700 (94%) respectively! Way to go all. Wonderful things lie ahead for digital in the new year with this kind of momentum!
SHOUTOUTS
Well done to some key contributors for this month!
Paige Schnoebelen $39,400 (197%)
Ben Wattenbach $34,612 (197%)
Benjamin Cox 274 RCMs (274%)
ADAPTIVE TECH With a monthly target of $214,000 Adaptive Tech booked $150,700 to close the month at 70% of quota. This brings them a higher attainment than last month, with a higher target, despite the holidays! Adaptive Tech sent 293 CVs out to achieve 106 first interviews. Additionally, they signed 7 new contracts and got 1458 RCMs out. All being improvements from last month, keep it up AT!
$150K in sales, leading AT to 70% of their monthly target.
Both Berlin and New York crushed sales, attaining 243% and 108% of their quotas with $36,600 and $32,500 in deals closed respectively. Additionally, San DIego did $76,000 in sales, and hit BD hard getting 1060 RCMs out. London last but not least did incredibly with Initial Contacts, having 36 which is promising moving into Q1!
SHOUTOUTS
Well done to some key contributors for this month!
Simon Leuschner $36,600 billed (243%)
Owain Withers 149 RCMS out (135%)
Kelley Hopkins 29 CVs out (103%)
ADAPTIVE LIFE SCIENCE Adaptive Life Science billed $27,500 of their $35,000 target, coming in at 78% of their sales quota, an 18% increase from last month even in amongst the short month! December proved to be another month where Martina and Rebecca worked relentless at reverse marketing. They had 186 reverse markets out, achieving 105% of their quota. They added 1 new signed contract to add to last month's 4 and head into the new year!
105% of their RM quota achieved, making it a great month and promising future!
Rebecca had another successful mont hitting over 130% of her sales quota and 183% of her reverse market quotas. This consistent and exceptional performance is inspiring and exciting! We can't wait to see what you do next, Rebecca.
SHOUTOUTS
Well done to some key contributors for this month!
Rebecca Woodfield $27,500 in sales (130%)
Martin Larkin 67 Reverse Markets (76%)
ADAPTIVE ASIA Just starting this year, Lynn has independently and fearlessly led Adaptive Asia to so much success.
164%
of sales reached, far overacvhieving the monthly sales target!
December was no exception to the consistency of her hard work and the exceptional results that follow. This month she did $16,400 in sales (164%) and added 4 new jobs (100%). additionally, she had 10 first interviews and 2 initial contacts which could very well be the start of exciting new processes in 2020. We are ecstatic to see where this goes and how it grows in 2020!
SHOUTOUT
Well done to a key contributor for this month!
Lynn Tang $16,400 in sales (164%) & 4 jobs added (100%)
PERSONAL MILESTONES It's time to celebrate some individuals in the company, including any anniversaries, travel, promotions and new starters! In December we had no new starters or promotions, but did have one very, very important anniversary.
Geraldine Persand 3 years at Adaptive
Gery is part of the critical "backbone" that holds Adaptive together. So much of what we do would not be possible without her. Shoot her a message to congratulate her on three years, and thank her for all she does! We are so lucky to have you Gery!
STORY SPOTLIGHTS In December we started a new initiative, Story Spotlights. These are weekly publications, highlighting various individuals throughout the business, with the purpose of connecting our offices and cultivating inspiration. If you have a story you'd like to share, reach out to Kathryn Frels at kathryn.frels@adaptivetech,io to set up a time to chat! Check out our first on from November on Beau Ramirez below!
Beau Ramirez SENIOR RECRUITMENT CONSULTANT
Beau Ramirez joined the Adaptive Tech team in San Diego just over a year ago, with really no expectation that this would be where he’d end up. The second he interviewed though, he realized that this opportunity culminated his passions of personal communication, sales, and technology. In addition, he recognized he was joining an office of smart, young, and fun professionals, so he was all in! His last role within the digital marketing space had stuck him behind a computer, with very minimal engagement with real people, which if you know Beau, is a massive waste of his charisma. He was eager to hit the ground running when he joined Adaptive, and took off on his six-month ramp period. Although he had success signing clients within the first few months, he didn’t get his first placement until seven months in. Beau experienced a long streak of final rounds and offers being rejected, and at around six months when his ramp should have been ending, his entire pipeline disintegrated. Many of us have experienced points in our recruitment careers that feel like this, but the difference between a recruiter and a great recruiter is perseverance, which Beau has exemplified. From that point on, Beau was tenacious and he was humble. He sought help from managers, CJ, Kerry, Tom and other Senior Consultants. He used the database to reconnect with previous candidates – one of which ended up turning into his first 360 deal. He took Tom’s “no rules” approach to BD to heart, focusing on being as creative as possible with his outreach and account management. When asked what helped him to overcome the difficult times, Beau said it was the leadership and support that existed on every level of the organizational hierarchy within Adaptive.
More specifically for him though, David, Gery, Tom, Kerry, and CJ who provided a foundation for growth, and each played their part in cultivating his success – keeping an open door for him and guiding him in the right direction. Reflecting at his one-year mark, which was accompanied ever so deservingly by a promotion to Senior Consultant, Beau said his stride really came around month nine. This came with signing new clients, and the openings that followed. Upon hitting Senior, this newly discovered confidence propelled Beau into even more success as he began to refine his skillset. When asked about keys to success, Beau said “cross-collaboration with his team, and working to build truly strong relationships with clients to expand business and opportunities.” He didn’t understate the difficulty of keeping up his performance, but emphasized the importance of not becoming complacent and comfortable in times of great success. Changing things up to find recipes that work for him are what will launch him into his 2020 goal of Principle Consultant. Beau truly epitomizes what Adaptive stands for, and is a testament to what we are taught in the business from the top down. In a role of great freedom, comes great responsibility. There is much to learn, and to be learned, from the difficulties we face in this capacity. Beau is not the only person with a story like this, and certainly will not be the last, but he is a shining example of what can come with dedication, diligence, and devotion. Feel free to reach out to Beau if you have any questions, or if you just want a good laugh. Adaptive is lucky to have you, thanks for sharing!
DECEMBER TRAVEL
FUTURE TRAVEL: JANUARY 2020 David Abbot NY > SD Kerry Bowden NY > SD
Adam Nevrela
Rebecca Woodfield
Joined the UK office for their Christmas parties!
Michele Cerioni DE > UK Office
To find out more about our travel scheme, or how you can use your AirMiles, please speak to your manager or Director, and check out the Benefits section on Bridge.
SOCIAL UPDATES Fa-la-la-Fabulous Holiday parties all around!
London
Berlin
New York
San Diego
COMPETITIONS Competition updates for December and 2019 to come in February after the Global Call! The recap so far this year is to the right. Congratulations to all of you thus far!
By month ($100) January: Vince Ullrich February: Lily Mayko March: Paige Schnoebelen April: Sandro Aravena May: Jessica Gerafi June: Ben Wattenbach July: Kendal Krawl August: Jessica Gerafi September: Beau Ramirez October: Beau Ramirez November: Ben Wattenbach
By Quarter ($800 trip away) Q1: Lily Mayko Q2: Paige Schnoebelen Q3: Jessica Gerafi
THANKS FOR READING AND FOR A FANTASTIC DECEMBER HERE'S TO A FABULOUS NEW YEAR!