Linking FSO and portfolio strategies
Clark and Paul’s initial engagement with Novell was to develop a national field sales officing strategy. Working with senior sales leadership, real estate, and technology support groups we developed initial alternative workspace planning approaches based on a changing national sales model and current and projected sales processes and approaches. The project was then integrated into a real estate consolidation strategy as they acquired a complementary consulting component. We joined with a real estate transactions firm to provide that office consolidation strategy for 15 cities in North America. The project was accomplished in less than 3 months and resulted in a thirty two percent reduction in real estate operating expenses in just six months. We subsequently implemented the first two projects in the reconfigured and re-branded field sales office model. We led the team and the users for the new Dallas, Texas office through a change management process focused on helping the employees anticipate how the new offices related to Novell’s branding efforts as well as the changes to the physical environment were designed to support their sales process.