Case Study
MDL Partners
MDL Partners
Founded over 30 years ago, MDL Partners has grown into one of the leading
career management service firms in the US. The company serves over 7,000 senior executive clients globally and offers outplacement services to over 500 organizations. The company specializes in offering senior-level entrepreneurs, executives, and professionals opportunities for career change or advancement. Additionally, the company grants its clients access to their extensive network of over 7,000 senior professionals worldwide.
As an established company with a stellar reputation in their industry, MDL Partners was reluctant to divert valuable employee time and attention towards SDR activities. Distracting employees from focusing on assisting clients to look for new ones went against the company’s mission of focusing their all on their clients.
The company focuses on reaching clients who occupy senior positions in their fields and are looking for potential growth or new horizons. Opening a direct line of communication with high-level professionals, particularly within organizations, is often a challenge.
MDL Partners offers these executives personal growth opportunities, making it even more critical that communication is directly with the executives themselves. Unfortunately, gatekeepers such as secretaries or executive assistants manage messages or phone calls made to high-level executives and control who gains access to senior company members. This presents an added challenge to MDL Partners’ goal of reaching new clients.
MDL Partners approached DRolls in 2010 to find a professional, capable, and efficient company to take over total management of all their SDR operations. The company has several branches located throughout Boston, Washington, and Connecticut. To ensure that SDR operations were cohesive, the company wanted one organization to serve all three locations. DRolls was happy to provide its services and began by assigning a skilled team of SDRs to research, identify, and contact potential leads.
Using DRolls’ unique methodology, the team built rapports with the gatekeepers controlling their access to MDL Partners’ target audience, and through these relationships, they were eventually able to arrange meetings and set up calls directly with the high-level executives themselves. The team was also able to use multiple outreach methods in tandem, such as emails and LinkedIn to support the calls in order to reach leads and communicate with them in their preferred medium.
Additionally, the team of SDRs worked closely with the company’s staff and learned all there was to know about MDL Partners and what they do. DRolls’ SDRs used this information to present themselves as MDL Partners’ staff members during calls and meetings. This same team of SDRs has been working with MDL since the beginning, and now, over a decade later, they are still committed to meeting the company’s growing needs and expanding their customer base.
Over the years MDL Partners has worked with DRolls, the company has evolved, and DRolls services have kept up with their growing needs. DRolls has researched, contacted, and followed up on leads, growing MDL Partner’s customer base and identifying the executives who could get the most benefit from the company’s services.