the small company – mobile phone contract renewals (hypothetical example)

Peter and Emma have a background in sales of telephony products and set up their company three years ago to sell mobile phone contract renewals to small companies in their area. They are doing well. By offering a quality product backed up by excellent personal face-to-face service they have been getting plenty of referrals and repeat business. like many small companies, they are ambitious to grow but were daunted by the idea of recruiting, training and employing new sales people. They were also concerned about the time, cost, and the risk that this entailed. Through a colleague at a networking event they heard about ki work

at the time all their sales activity was conducted by field sales agents. But when exploring ki work's structure with hundreds of different outsourcing categories, they realised that they could separate out telesales and appointment setting activities and contract with separate specialists in each of these areas of expertise. Not only that, but while field sales agents would have to be local to their clients, telesales and appointment setting agents could be anywhere. That meant that they could then find the most qualified people, with the greatest cultural affinity with decision makers, at the lowest possible price.

using ki search, they initially found some 50 candidates meeting their requirements in India, Israel, Canada, Australia and the Philippines. Using the search filter on decision makers, they narrowed down the search to 10. At each stage of results, they were able to see the candidates' "elevator pitches", their accreditation and reputation status, and their detailed profiles. Selecting all 10 at a total cost of $55.00, they were then able to email a request for proposal (RFP) to the selection.

They eventually contracted with Daphne from Canada for the telesales work at £10.00 per hour, and Ratna from India for appointment setting at $6.00 per hour. Although Daphne was more expensive than similar candidates from India and the Philippines, Peter and Emma wanted to see whether the increased cultural affinity between Daphne and managers in small UK companies would be worth the premium.

in searching for field sales agents they found 85 potential candidates, all with field sales experience in the mobile sector in the UK. Of these some 35 had been accredited by ki work experts in field sales. During the process of searching they were approached by a number of accredited experts offering their support, one of whom was Jane. Jane explained how within her network she had accredited 15 field sales agents across the UK who were selling to the same decision makers, but other products that were complementary to mobile phones. Through ki search Jane sent all the relevant contacts, and for $125 Peter and Emma were able to send them all their RFP. At the same time, Jane offered to project manage setting up a number of these agents as a team.

Peter and Emma liked the way Jane worked. She gave them the same quality of personal service that they gave their buyers. They hadn't thought of outsourcing this service before, but they felt that Jane was someone they could trust. They decided to give it a go. They also decided to ask Jane to provide them with accreditation to make themselves more attractive to prospective vendors.

having contracted with Daphne, Ratna and Jane to manage the expansion of their sales, Peter and Emma now have more time to research other value-added telephony products that could be delivered through their expanding network.