First Point Group

First Point Group is a specialist recruitment agency focused on the telecommunications technology and IT network technology space. In 2022, it provided telecoms and emerging technology recruitment solutions to 90 countries, making 1,516 placements, completing 3,310 contract extensions, and issued invoices in 52 countries and 10 different currencies.

  • First Point Group redesigned its business so it could be repeated globally across the company. First was a global new business sales strategy and process, where everything has a name and repeatable flow. For example, its client engagement process is called ‘GAMAR’ (Gather, Assess, Method, Action, Repetition). Secondly, that this strategy would be fuelled by a centralised Sales Toolkit, which was key in client engagement. Finally, it created a Learning Management System, to ensure each office was taking a uniform approach.
  • Those results translated into $2.5m (£2.01m) in revenue from 80 new clients, up from $1.7m in 2021 and turnover increased to $84m from $76m in 2021. Net fee income also rose to 27%, which was a $2.6m increase.
  • Consultants have all the tools and methodology for short and long-term client engagement strategies – up to 18 months in duration – to win new business. Also, the first intake of recruiters to be trained in this process have made the business grow, and the Sales Toolkit has dramatically reduced the time it takes to create marketing content, putting less reliance on the marketing team. This frees them to deliver leads and return on investment (direct marketing team ROI of $300k in 2022).

Judges’ comments 

“A clear winner in this fiercely contested category, demonstrating a fantastic depth of service and statistics. A complicated international business that demonstrated a high level of skill, explanation, and depth of service. Their submission was a compelling read that delivered personality and a story that made their business stand out. The supporting documentation was first class. It articulated the purpose, quantitative and qualitative factors brilliantly. The most authentic submission by far.”