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BUSINESS NEWS WARE MALCOMB ANNOUNCES CONSTRUCTION IS COMPLETE ON THE ALLES GROUP CORPORATE OFFICE IN MEXICO Ware Malcomb , an award- winning international design firm, announced construction is complete on the new corporate office of AG Innova Partners SA de CV, known as The Alles Group, located at Equus Parque Corporativo, in San Pedro Garza García, Nuevo León, México. Ware Malcomb provided interior architecture and design services for the tenant improvement project. The 480 square meter office space was designed for The Alles Group, a leading brokerage firm, and their partner EGA Project Management, a construction management firm. The design features an open office environment with a reception area, multiple collaboration areas, a hospitality station which can be integrated with other adjacent

spaces for teamwork, conference rooms of various sizes, private offices, phone booths, a print/copy station, and a break room. “The Alles Group wanted a space that could serve as a showroom for the firm’s industrial market expertise, while also creating a warm and collaborative environment for employees, clients and visitors,” said Andres Galvis, Ware Malcomb Regional Director, Latin America. “This new corporate office meets the current needs of both The Alles Group and EGA Project Management, in addition to giving them the flexibility to continue to grow in the future.” The general contractor for the project is Eprica . Established in 1972, Ware Malcomb is a

contemporary and expanding full service design firm providing professional architecture, planning, interior design, civil engineering, branding and building measurement services to corporate, commercial/residential developer and public/institutional clients throughout the world. With office locations throughout the United States, Canada and Mexico, Ware Malcomb specializes in the design of commercial office, corporate, industrial, science andtechnology, healthcare, retail, auto, public/institutional facilities and renovation projects. Ware Malcomb is recognized as an Inc. 5000 fastest-growing private company and a Hot Firm by Zweig Group.

JOE MEADS, from page 3

❚ ❚ Working with the business development team to organize marketing plans to help reach the team’s sales target ❚ ❚ External tasks, including: ❚ ❚ Attending networking and other business development events (with help from a mentor as needed) ❚ ❚ Maintaining contact with existing clients to cultivate relationships and develop additional work ❚ ❚ Sales leaders should: ❚ ❚ Have an interest in and aptitude for tracking performance metrics ❚ ❚ Be proactive in identifying opportunities and improving processes ❚ ❚ Have a strong desire for continual learning and an ability to adapt to new markets, solutions, and processes ❚ ❚ Look at trend lines and forecast six to eight months into the future ❚ ❚ Identify the best use of marketing resources ❚ ❚ Develop tracking sheet of significant investments and outcomes Another critical component of the process is that an owner was assigned as a mentor to two of our sales leaders. Assignments were made based on the gifts and attributes of each owner and team sales leader. The mentor meets regularly with the mentee to help them grow in their sales skills and to encourage them in their efforts. Incorporating the Team Sales Leader Program into our marketing strategy has been a radical change, but it will help me as I get closer to retirement and transition marketing duties to others. JOE MEADS, P.E. is a principal/owner at Sain Associates. Founded in 1972, Sain Associates is a full-service consulting engineering firm that specializes in civil engineering, transportation planning and engineering, surveying, construction engineering and inspection, and geographic information systems. Sain Associates is headquartered in Birmingham, Alabama, with additional branch offices in Pulaski, Tennessee and Huntsville, Alabama. He can be contacted via LinkedIn or at joemeads@

entertainment, social media, and serving in organizations, while weaknesses included being intimidated by large groups, networking, cold calls, and social events. After completion of the personal business development evaluation, Sain Associates hired a consultant to conduct a Harrison Assessment of each professional staff member. The Harrison Assessment is a job-specific personality and behavioral test. It analyzes the organization’s leadership capability, talent pipeline, likely talent retention rate, and provides actionable insights into company engagement, leadership development, and succession planning. We provided our job description to the testing consultant as a guide for characteristics necessary for a good fit with the team sales leader’s duties. The Harrison report gave scores on individuals in four categories – job success analysis, engagement and retention, paradox (behavioral patterns in response to stress), and emotional intelligence. After receiving the scores, our chief operating officer held individual meetings with our staff, and then the company owners selected sales leaders for each discipline. Under my direction, a team sales leader coordinates his or her team’s business development efforts, encourages his or her team to attain sales targets, and surpasses customer expectations. Our sales leaders help their team establish a business development pipeline that progresses toward meeting the financial objectives of the team and the company. Behind every sales leader is the interest to talk to individuals from different backgrounds and to develop meaningful relationships. Sales leaders are expected to do: ❚ ❚ Internal tasks, including: ❚ ❚ Coordinating and tracking team efforts in business development ❚ ❚ Helping the director of business development with identifying staff training needs and potential sources for training ❚ ❚ Holding team members accountable for accomplishing assigned business development activities

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