Corporate Account Requirements
True of False - One of the requirements for a Corporate Account is "fixed pricing"?
False
A Corporate Account does not require a fixed price fee schedule written into their MSA; many Corporate Accounts have a Price Guide that is not contractual, but used as a starting point for quoting.
Information on Corporate Accounts can be found here.
What is Salesforce, under "Contracts".
You can identify the Corporate Account in Salesforce by finding the account with the following format:
ACCOUNT NAME (Contract)
Which Corporate Account Manager intersects the most with the new Alpha Analytical team?
Who is Beth Brandt, the Northeast CAM.
Beth lives in Charleston, SC but regularly complains to her team about being "too cold". They show little sympathy to this whining.
This is the highest revenue industrial Corporate
Account for Pace in 2023.
Who is Duke Energy?
Duke Energy is managed by Allison Queen; they billed $6.88 million in 2023.
When a CAM travels to a regional territory to work with an AE, who is responsible for setting up the appointments?
Both the local AE and the CAM.
AE, Sales Manager and CAM should host a pre-call in advance of travel to discuss accounts, focus, strategies, agenda and travel arrangements.
Who can manage a Corporate Account?
Who is anyone!
Any sales team member who holds a relationship with an account that would qualify as a corporate account can oversee/manage that account.
How many different types of Corporate Accounts do we have?
(HINT: They are segregated on the monthly RSM file in this manner.)
What is 2: Consultants and Industrial Accounts
TRC, AECOM, Apex Companies and WSP are examples of Consultants.
Dominion Energy, UPRR & Georgia Pacific are examples of Industrial Accounts.
This Corporate Account Manager has the most experience working DOD/Federal Programs?
Who is Rodney Mann?
Rodney lives in Colorado and is a wanna-be scratch golfer...he continues to work on his craft in pursuit of this goal.
This is the highest revenue consultant Corporate Account in 2023.
Who is AECOM? ($6.35MM - $5.6MM rom Pace + $750K from Alpha)
Hayley & Aldrich is a close contender at $6.3 MM - we would also accept this answer.
What is Alpha's largest corporate account relationship they combined with one of our corporate accounts, and who is the team that will manage this relationship in 2024?
Who is Haley & Aldrich?
Who is Bruce Schlatter and Steve Knollmeyer?
What is the minimum revenue threshold for a Corporate Account?
What is $500,000?
If an account has $500K or greater spend with Pace OR they have the potential for this threshhold, they would meet this criterion for a Corporate Account.
Name one Account Executive managing a Corporate Account.
Who is Nathan Boberg, Travis Johnson or Kristin Weiler?
Nate - Canadian Pacific
Travis - S&ME
Kristin - EA Engineering
Name the Corporate Account Manager overseeing Pace's Emergency Response Program.
Who is Shelley Bourgeois?
Shelley has a strong affection for Cajun food and has shared that the 'World's Best Sandwich' is the Po' Boy at Parkway Tavern in NOLA.
What does 3M stand for?
Minnesota Mining Manufacturing
3M billed $18.7 Million in 2023 over all of their divisions.
Which Corporate Account is being used as the test account for Account-Based Marketing efforts?
GHD.
This Corporate Account is managed by CAM Beth Brandt; Beth is working on a focused ABM campaign with marketing lead Sherri Lloyd for focused content, contact and strategies for growth.
Outside of minimum spend threshold, what is another requirement of a Corporate Account?
What is a signed MSA or use of multiple Pace locations in different geographic regions.
Together, these three criterion are required for Corporate Account status.
Who gets credit and can earn commission on "most" corporate accounts?
Who is the local Account Executive AND the Corporate Account Manager?
CAMs assist local account representatives in growth goals and both the CAM and the AE receive commissions based on their incentive plans.
This Corporate Account Manager handles the ERM account.
Who is Bruce Schlatter?
Bruce & his wife Julie own a ranch in KS named the Duck Fart Ranch. Ask him about his custom-shot creation with the same name.
There are several corporate accounts that had significant cross-over of revenue with the Alpha Analytical acquisition -- name two.
ERM, GEI, GHD, GZA, Haley & Aldrich, Langan Engineers, Ramboll, TRC Solutions, WSP/E&I, Woodard & Curran
What is the other group, also overseen by John Gerken, that handles programmatic work within Pace?
What is the SAS - Specialty Services Group?
Paul Jackson (PFAS), Mariah Peronto (Air), Eric Bandjford (Mining), Justin Hensley (Radiological) & John Williams (DoD).
This Corporate Account does only Federal/DOD work.
Who is Brice Environmental?
Brice is managed by CAM Rodney Mann.
This Company is Pace's largest user of Emergency Response Testing Services.
Who is CTEH?
The CTEH account is managed by Shelley Bourgeois.
Which Corporate Account Manager has had the most titles within Pace Analytical?
Who is Isaac Schmidt, with 5? (6 if you count his self-assigned Big Dawg moniker)
Isaac lives in MN and has been known to wear his Cowboy hat during presentations, travel or literally anywhere. Rumor is this is because he has very little hair on his head -- it has all migrated to his face.
This company had the largest Emergency Response in 2023.
(Hint: NOT the company who managed the response, the account who paid all the bills!)
Who is Norfolk-Southern.
Train derailment in East Palestine, Ohio and involved the Pace Greensburg, PA and Pace National Labs, with revenues of nearly $18 million in 2023.
Name one of the new leaders in the Building Sciences Group.
Who is Danny Ramsey or Robert DeMalo.
Robert - VP of Operations
Danny - VP of Sales