Randolph Sterling Inc: Sometimes Growth Can Be a Great Thing!

Since starting Randolph Sterling, Inc. back in 2002, it has always been my goal to grow the business beyond our home base in the Chicagoland area. Back then, with no experience running a business–unless you count the lemonade stand I had when I was 7 (not the best business plan since I lived on a relatively quiet street) or the landscaping business I started one summer when I was 18—I had no idea how we were going to do it. Franchising sounded like a good way to grow.  It worked for Ray Kroc with his little hamburger venture, so why not for a sales management and inside sales company?

The problem was I didn’t know how to start a franchise. At that point, I wasn’t even sure I knew what we brought to the table for clients, so how could I duplicate it like a Big Mac and McDonald’s fries? I decided it wasn’t the time for franchising, however, keeping it in the back of my head has certainly helped me to continue to help the company grow.

When I started Randolph Sterling, we were a sales management firm. This is only part of what we do today. I had enjoyed my work as a sales manager prior to that, but realized there was an opportunity for me to help several companies, not just one. I figured that for companies who did not have a sales manager on staff, where the sales team was being supervised by the president, I could come in and offer additional sales insight. It would also give me an opportunity to broaden my scope of knowledge and be a better resource to my clients. This has changed over the years since we work mainly with companies who are growing quickly and don’t have the structure in place to handle the growth. But, the same ideas remain from those early days.

The part I hadn’t realized was that as only one person, your time is limited. When you figure in your hourly rate, then multiply it by 40 hours in a week, then by the 50 weeks a year you would work, the numbers looked good even if you did take two weeks vacation. Just one problem: there is no way you can provide this service for 40 hours a week, or at least not while billing clients, collecting payments, running the business in general, looking for more clients…you get the picture.

As I have mentioned in previous posts, we also are constantly looking for ways to expand the services we can provide to our clients. It would have been very difficult to do that while building a franchise. It would have blocked the creativity we implement within the business that allows us to continually adjust what we bring to the table to help our clients. I doubt we would be providing some of the other services we provide today if we had been building a franchise from the beginning.   

We decided it was best to grow the same way you make good barbecue…low and slow. We wanted to be smart and meticulous in our growth so that the company always maintained the same ideals it was founded on: providing our clients with the best that the sales profession has to offer in everything that we do. Plus, we realized that we could serve clients coast to coast from our Chicago office.

However, as time went by and we continued to grow, we were receiving an increasing number of inquiries from Charlotte, Atlanta, Raleigh, Washington DC, Philly, and New York. I found myself constantly on planes visiting these clients and prospects and it was getting quite costly. Finding an office in one of these locations would certainly help reduce those expenses. And, when it was time to pick a location, NC was where I wanted us to be.

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