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| About John Zarei and Shaan Parekh |
| Grew from $516,000 to $1.5 million in revenues in 2 years (193% growth) ----- Point Alliance is a premiere Information Technology services and consulting provider, specializing in innovative collaborative, web and wireless solutions. Point Alliance delivers a competitive advantage by being able to tailor flexible solutions to meet specific customer needs. Our approach is to architect solutions that build on clients’ existing investments in technology. Point Alliance solutions drive value by leveraging our extensive business and technology experience, thus minimizing the development time and cost. By focusing on user experience and the integration of business and IT strategy, Point Alliance implements solutions that add significant value to both the user population and the organization. Point Alliance offers strategy, design, application development, systems integration, and support services to a wide variety of high profile clients. Our firm has a solid track record of successful engagements and offers an unparalleled level of service to a loyal client base. |
Recent Article:
Provide Exceptional Service, Hire Great Staff
- For more on John Zarei and Shaan Parekh visit www.pointalliance.com
Provide Exceptional Service - The relationships we have with our clients are paramount. A lot of companies have great technical expertise – just look at how many people are coming out of university with computer science degrees. It’s the packaging and delivering customer satisfaction that drives our business. Many of our clients could pick from any number of different vendors but they choose Point Alliance because of our great service. It’s backed up with quality technical expertise, but you need to have great service to make the client happy and keep them coming back.
Hire Great Staff and Keep Them Happy - Staff satisfaction is very important to us. When people wake up in the morning we want them to want to come in to work, and not dread it. We provide some perks and try to make it an enjoyable work environment. Little things like keeping a fridge full of pop, a plasma screen for World Cup soccer games, and hosting great company events keep our staff happy. We make sure we hire senior people. We could cut costs and hire junior people but our clients are paying us well for high quality technical staff so we go out and find the best we can. We don’t have time to micromanage our staff and we trust them to make informed and quick decisions. We try to be sensitive to the needs of our staff – they are absolutely our greatest asset. We have a very open environment, a flat hierarchy, and an open door policy. We hire great people and let them do their work.
Don’t be afraid to Spend On Presentation - Presentation is very important to us. From our business cards to our website to our office we make sure that we present ourselves as professionally as possible. We’ve worked with international clients who we’ve never met before, simply based on the quality of our web presence. We made sure that all the popular domain extensions (.com, .ca, .org, .net) for Point Alliance were available and acquired them all to ensure we would have control over how our company was presented. Our employees also present themselves very well to clients. Technical expertise is only one asset of our staff; we also want people who can interact well with our clients. Nothing is cut back on presentation.
Be Accountable To Someone - You become accountable to someone else when you have a partner in your business. We have a great partnership as founders and spend a lot of time together. You have to stay open minded to listen to what your partner is saying and have someone who balances you to make it work. We’re lucky to have both in our relationship. We also have an informal board of advisors who we can ask questions to and who challenge us. Some of them have been on the PROFIT 50 list before of fastest growing companies in Canada and know the pitfalls and challenges – we listen to what they have to say. It’s important to surround yourself with good people. Interacting with people who are successful will rub off on you.
Keep an Eye on Your Cash Flow - We were fortunate that we didn’t need any VC capital and didn’t start off by going into debt. We’re both programmers and could do the work on our initial clients ourselves. When we hired our first salesperson it was a challenge because by the time you deliver the project, invoice and collect, several months could go by. Managing payroll during this period was challenging. It was a fine balancing act but we were able to build our business through client work instead of having to turn to outside investors or lenders. Until we could afford to hire more staff, we did the development work ourselves. We spent very carefully and only on what we needed to make the business grow.
Think Big - Too many entrepreneurs focus only on the short term. You need to think about where you want to go. You don’t want to limit yourself and your opportunities by having narrow planning. Right from the start we thought about our infrastructure and what we’d need to have 20 or more people working at Point Alliance. Our first hire was a salesperson because we wanted to grow quickly. It was a big financial commitment for a new company but it brought in clients and helped us achieve our growth goals. You have to think long term – where are you going and where do you want to be?
Look Toward The Future - We have a lot of crazy ideas that we’re always bouncing off each other. We’ve recently launched a new web content management tool that has done well and acted as a door opener for our other services. We’re also in the process of entering other areas lines of business which are very new to us. You just have to trust your instinct when you’re venturing into new lines of business and push hard.
It’s hard to imagine doing something or working in a field outside of technology – this is what we love to do.
Provide Exceptional Service Hire Great Staff - To learn more about this author, visit John Zarei and Shaan Parekh 's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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