NOV 2019
IN REVIEW YOUR MONTHLY ADAPTIVE BUSINESS GROUP NEWSLETTER
A THOUGHT FOR THE MONTH David James - CEO Hello everyone, One of the key drivers of Adaptive is creating opportunities. Growth & development is fun, exciting, challenging, and lucrative. You can build this position around what you want to out of your career, whether this is work/lifestyle business, high earnings, being a visionary for your industry, creating a new market or office, or building a business. We have developed Adaptive to provide opportunity, and with a year's worth of work experience here, you will have the fundamentals to go down any of these paths. 23 out of 46 consultants this year, got promoted in 2019. This does not include people moving from Recruitment Executive to Consultant but only people moving into Senior, Team Lead, Director or through the Director levels. These are significant promotions with additional challenges, as well as significant pay increases and earning opportunities. Next year we are focusing even more on developing our current team. We know the team we have right now can develop an additional 20-30% of results if we focus on your development and success. To have 50% of the business being promoted is significant for any business but even more impressive when ours are results focused. It shows that we are doing things right. Of course, there is lots to improve and develop on, but we’re on the right track.
Next year I would love to see everyone in the business
WHAT'S IN THIS ISSUE:
now, to be at Principal or Senior level at the very least – think of the type of business we would have. The
Global & divisional sales
knowledge and talent we would have. It would be exceptional. Our business would be the premier
Special mention
consultancy within our industry specialisms. We would be the envy of our competitors, and the knowledge and
Newcomers, anniversaries &
skillset within the business would mean we could create
promotions
something extraordinary. We would be very disruptive in the market place with great ideas coming through from all
Office travel & visits
areas of the company. This is why this is mine and the company's key focus for 2020. BUT to achieve this in 2020, the work starts now. The next 3-4 weeks are imperative to set up the right foundation to achieve 2020 goals. You have to make sure you hit the right KPI’s throughout this month. Make sure December is one of the months that contributes to your Senior or Principal. A principal is a senior and high earning position, and to achieve such it takes resistance, grit, determination and daily action. You need to make sure that all elements of what you do are at a certain level most of these actions are simple, but you have to take initiative to implement them daily. So, again, it will be a big push over the next 3-4 weeks. Terms, CV, and Interview dials need to be green and on target by the 24th December. No excuses. If you have reservations or think you are going to struggle, reach out to a manager, a senior consultant, Tom, or me and we will follow up with you within hours to discuss. Do this, and you and the company will be set up for a great start to 2020. Head into the holiday season, knowing you have given 100%, your absolute best, and have a truly exciting and lucrative year ahead of you. Have a wonderful December, enjoy the Christmas parties, and I wish you the very best of luck and a truly successful end to the year.
The Value of Airmiles Social update Global trip news Competition winners
GLOBAL SALES
89%
of our global sales target achieved in November 2019 billing $488,300.
With a monthly target of $544,000 Adaptive booked $488,281 to close the month at 89%, finishing with a shortfall of $55,719. We had 12 consultants achieve 100% or more of their sales target, with quarter of them being at or above 200%. Company wide we made great strides with Business Development hitting 92% of our RCM target, producing 26 signed contracts and 140 new jobs added. Efforts like this in November should lead to a fruitful December and strong start to 2020. For December we are chasing a target of $560,000 and are currently sitting at 5% - having billed $29,100 in just these first few days. We have a packed pipeline, and a lot of possibility to end this year in an incredible manner!
KEY DIALS
Here's a snapshot of our priority metrics for November 2019
Total Sales: $488,281 (89%)
First Interviews: 387 (72%)
Reverse Markets 3092 (92%)
ADAPTIVE DIGITAL Across three offices this past month, Adaptive Digital collectively billed $211,100 against a target of $178,000 - ending the month at 118% of their target. The division worked to set themselves up for success in the final month of the year, securing 119 first interviews, sending out 1053 reverse markets and adding 44 jobs.
118% of total sales target achieved!
A big well done to the both the New York and London offices. NY not only crushed their sales target (118%), but also signed 5 new contracts. London followed in suit, excelling in sales (116%), and setting themselves up for success by hitting 151% of their RCM target. Excited to see what this will hold in terms of activity and deals in this last month of the year!
SHOUTOUTS
Well done to some key contributors for this month!
Ben Wattenbach $49,216 (281%)
Jessica Gerafi 4 signed clients (400%)
Paige Schnoebelen 14 first interviews (111%)
ADAPTIVE GLOBALIZATION With a monthly target of $120,000 Adaptive Globalization closed $113,700 coming in just barely under at 94% of their monthly goal.
100%
With 8 new clients signed, bringing them to 100% of their goal, they were able to open 42 new jobs and send out 202 CVs. Continuing full force ahead on BD they got 335 reverse markets out.
the AG team signed 8 new clients this month, brining them to 100% of their goal!
London worked diligently this month, signing 3 contracts (100%) and doing $75,900 in sales, against their target of $70,000. This led to an overall achievement of 108% - way to go!
SHOUTOUTS
Well done to some key contributors for this month!
Alex Ross-Scott $31,218 (156%)
Alexandra Dunham 48 CVs out (171%)
Michele Cerioni 3 signed contracts (300%) & 25 first interviews (198%)
ADAPTIVE LIFE SCIENCE Adaptive Life Science billed $21,3000 of their $35,000 target, coming in at 60% of their sales quota. Following suit with October, they again worked incredibly hard toward business development, with 196 reverse markets out. achieving 116% of their quota. Both last month and this month's hard efforts led to 4 signed contracts, translating to 100% quota attainment on that front as well.
116% of their RM quota achieved, making it a great month and promising future!
Rebecca had a very green month in terms of KPIs, hitting not only 100% of her signed contract target, but 151% of her reverse market target and 140% of sales, closing a $21,300 deal for Life Science for the month and her first 360! Congrats to you, Rebecca!
SHOUTOUTS
Well done to some key contributors for this month!
Rebecca Woodfield $21,300 in sales (141%)
Martin Larkin 2 signed contracts (100%)
ADAPTIVE TECH
$145K in sales, leading AT to 69% of their monthly target.
With a monthly target of $210,000 Adaptive Tech booked $145,200 to close the month at 69% of quota. Adaptive Tech sent 411 CVs out to achieve 158 first interviews. Additionally, they signed 5 new contracts and got 1408 RCMs out. San Diego as an office hit 75% of their sales target, with Vince and Taylor hit 200% of their individual KPIs, contributing a great deal to the division's overall success. New York massively achieved, with 3 new signed clients (100%)!
SHOUTOUTS
Well done to some key contributors for this month!
Vince Ullrich $40,000 billed (200%)
Simon Leuschner 16 First Interviews (126%)
Conor Giff 2 signed clients (102%)
ADAPTIVE ASIA Adaptive Asia is now about three months in, and fearlessly led by Lynn and her expertise, the division is doing superb. This month Lynn alone achieved over 100% on five out of her seven targets. These accomplishments include, but are not limited to 22 first interviews (190%), 100 reverse markets (111%), 6 jobs added (169%) and 15 initial contacts (141%).
190% of the monthly first interview target achieved
For an division this is incredible, but for one individual, it is astounding. This is such an exciting time for Adaptive Asia. These accolades are well earned and deserved. Huge praise on a wonderful month Lynn! Excited to see all that's to come
SHOUTOUT
Well done to a key contributor for this month!
Lynn Tang A job well done across the board
SPECIAL MENTION A quick thanks to those who stood out last month!
We would like to give a company-wide mention to Michele Cerioni and his incredible performance this last month with Adaptive Globalization. Michele is something of a lone wolf, holding down Adaptive Globalization in Berlin. Perhaps this is the secret though, seeing as Michele has blown his KPIs out of the water week after week, and really month after month now. This month's Cube19 looked pretty green for him. He individually sent out 82 RCMs, had 21 initial contacts, 3 signed contracts, 25 first interviews and 14 jobs added, all of these metrics being well over 100% achievement. Additionally, he was only 1 CV out away from 100% of that KPI as well. Achievements like this are resounding proof of not only a refined skillset, but extreme self-discipline and focus day after day. There is no doubt with a work-ethic and numbers like this that there are big things coming for Michele; whether that be in the next month or in 2020, managing a desk like this will always reap a reward. Check out some of his dials from the month below, and if you want to know how he did it, shoot him an email! From all of us, congratulations on a fabulous month Michele, and keep up the good work!
KEY DIALS
Here's a snapshot of his key dials from this past month...
Reverse Markets: 82 (130%)
Initial Contact: 21 (166%)
Signed Contract: 3 (300%)
First Interviews: 25 (198%)
PERSONAL MILESTONES
It's time to celebrate some individuals in the company, including any anniversaries, travel, promotions and new starters!
NEW STARTERS Katharina Kusterer Joined Adaptive Tech in the Berlin office
PROMOTIONS
Marek Wierzbicki Director Level Two
Beau Ramirez Senior Consultant
ANNIVERSARIES
Alex Ross-Scott 7 years at Adaptive
Beau Ramirez 1 Year at Adaptive
Taylor Reid 1 Year at Adaptive
Congratulations to you all!
THE VALUE OF AIRMILES: MORE THAN JUST TRAVEL Adaptive is unique in so many ways, but specifically in that way that it values having global employees. The opportunity to earn airmiles is a privilege and a reward, but one that goes far beyond earning a trip. Michael Radwan, reflecting on his recent trip to NYC was able to elaborate on the way his office to office travel not only put another stamp on his passport, but put new ideas and passion into his work.
What was your favorite part of the NY office? "What I liked the most about them was the way that they work, I was very impressed. When it comes to Adaptive, each office is different, different people and different attitudes at work. In New York, they were all focused and all on the ball throughout the whole day, every day. However, after work, they love to socialize, are a lot of fun and great to go have a drink with. They've really got that balance down!" How do you feel the NY office differed from the UK, if at all? "NY is very driven. They are very focused on everything that they are doing and because of that, the office seems to be a little quiet. You can tell it’s because they are working, multi-tasking and busy. Here in the UK, the atmosphere is slightly different, it is more chatty. Also, their Alexa has a great playlist, I wish we had that in the UK." What was the most valuable thing you learned? What are you excited to take back to the office with you? "One thing caught my interest. In the UK, when we talk to candidates we are overly gracious and formal. In NY they have easy conversations with them. They are relaxed, soft-spoken, and really work to build those relationships things just feel more casual. Everyone had a cool and friendly demeanor about them. You would think they were on the phone with someone they've known for years. That is something I want to start trying to implement now that I am back" Do you feel more inspired? In what way? "Yes, absolutely. When I came back from NY, after seeing everything and spending some time with them, I said, "yep this is great, this is where I want to be in the future." I will do everything I can to join them, as that is where I want to go. The possibility to travel and get to other offices is great, because we are all different, we learn from one another, we are strong individuals across Adaptive and we all have something unique to offer one another. This is the most important aspect of airmiles. Yes, visiting is great, but learning is better." What was the best part of your trip to New York? "Exploring the city was amazing, I took Friday off and it was great to see all these places I had always dreamt about as a kid. The 9/11 Memorial is my favorite site, It is just so profound." Thanks Michael for your true testament to what our airmiles are all about. Here's to everyone racking some up in the new year!!
NOVEMBER TRAVEL
FUTURE TRAVEL: DECEMBER 2019 None
JANUARY 2020 Tom Newman UK > SD Office
David James UK > DE Office UK > NY Office
Ben Wattenbach UK > NY Office NY > SD Office
Michael Radwan UK > NY Office
Kerry Bowden NY > SD 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.
Kerry Bowden NY > SD David Abbot NY > SD
SOCIAL UPDATES
With all the travel we got pretty social this past month! How rare it is and how lucky we are to work for a company where even after 8+ hours together in the office, we still want to hang out. Check out the pictures below that chronicle some of the fun had these last 30 days!
ADAPTIVE BUSINESS GROUP
GLOBAL TRIP COMPETITION 2019 As mentioned on the Global Call new targets, announcements and updates coming soon! Keep an eye out.
COMPETITIONS We celebrate success on a monthly, quarterly and annual basis. Huge congrats to Ben, the winner for November's top biller against target. To clutch this in addition to his Global Operations role is a huge accomplishment, kuddos to you Ben!
First place: Ben Wattenbach Total billed: $49,216 (281%)
Second place: Paige Schnoebelen Total billed: $44,250 (221%)
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)
Third place (tie): Vince Ullrich Total billed: $40,000 (200%) Taylor Reid Total billed: $30,000 (200%)
Q1: Lily Mayko Q2: Paige Schnoebelen Q3: Jessica Gerafi
Congratulations to all of you for a great month, and a special well done to our top four billers for the month. Who will top the leaderboards in December and for 2019?
THANKS FOR READING AND FOR A FANTASTIC NOVEMBER!