Executive team in a boardroom strategy session

Richard Gaubert / Experience

Experience developing accounts, building teams and expanding markets.

Richard brings a commercial and operational perspective to facility services, equipment distribution and technology opportunities.

Discuss Your Opportunity See career examples

years leading sales & operations: 20+; years leading sales & operations
reported gross sales built in one business: $31M; reported gross sales built in one business
locations served across 23 states (prior career): 5,200; locations served across 23 states (prior career)

Whiteboard with a sales organization chart and pipeline targets in a conference room

The operator's perspective

Revenue is only the beginning.

Winning a contract is one job. Building the team and structure to keep winning is another. Many organizations hit the same wall: key opportunities depend on a few people.

Without structure

With structure

Key opportunities depend on a small number of people

A team that owns the number

Account ownership and follow-up need clearer structure

Clear account owners and follow-up

Pipeline lives in someone's head

Pipeline reviewed weekly, in the CRM

Hiring by gut feel

Hiring by role profile and scorecard

Comp that pays for volume at any margin

Comp tied to targets and profitable work

An organizational example

Executive Leadership

Strategy & key relationships

Sales Leader

Owns the number & the team

Account Executives

New business

Account Managers

Grow & retain

Inside Sales / SDR

Pipeline creation

Sales Ops & CRM

Data & process

Structure behind growth

Clear roles. Clear ownership. A rhythm the team can run.

The detailed six-system approach and an illustrative engagement plan live on Growth Services.

Explore Growth Services

Proof from the field

Built in the field. Applied in the boardroom.

Three examples from Richard's prior career, not Blue Collar Growth Partners client engagements.

Facilities team discussing service territory coverage

01 / National facility services

Building the business behind the sale.

Challenge: Win larger accounts without selling beyond the company's ability to deliver.

The work: Developed sales strategy, negotiated contracts and built the teams, vendors and operating processes behind expansion.

$31M

gross sales over 10 years

Airport facilities team reviewing an operations plan

02 / Airport services & strategic accounts

Turning account insight into contract value.

Challenge: Make a complex service account more profitable without losing sight of performance.

The work: Used tracking data to assess labor and service performance, then renegotiated contract terms.

Renegotiated contract terms using service data

Digital print production floor with managers reviewing work

03 / Commercial print & digital services

Repositioning an established sales operation.

Challenge: Rebuild a legacy sales motion for buyers who had moved online.

The work: Introduced web-based ordering and digital-print capabilities, targeted new buyers and hired for the new direction.

12 months

to highest sales volume in company history

The value today

What I help leadership teams build.

Explore Growth Services

Sales organization

A team that carries the number.

Roles · scorecards · onboarding · manager cadence

Revenue execution

A pipeline you can manage.

Target accounts · qualification · deal reviews · forecasts

Market expansion

Growth your operation can fulfill.

Territories · account plans · channel strategy

Work directly with Richard

What opportunity is in front of your organization?

Facility services, equipment, a workflow or a growth initiative. Start with a direct conversation.

Discuss Your Opportunity