Diversified Communications Group

Labor Demand in High Tech Sales Insatiable in Northeast
Contact: Tony Natella, Diversified Communications Group
Release Date: November 2, 1998

The demand for high tech sales professionals remains unequaled in the history of technology. High tech firms in software, internet, communications, technology systems and integration continue to expand market share nationally. Due to the productivity and competitive advantages of advanced communications networks, workflow automation, and internet communications, American businesses continue to prosper in the face of international uncertainty. U.S. companies increase market share through the use of aggressive, well-informed, consultive-style sales and marketing professionals. These sales professionals are highly trained in the areas of software integration, software productivity tools, internet commerce, and enterprise wide mission critical productivity software. The impact on the most progressive U.S. businesses has been higher margins, higher service levels, and greater market share. Professionals who possess sales and marketing skills to lead clients into the 21st century are extremely hard to find and remain in short supply. An excellent example to support this trend is the 792% growth of Diversified Communications Group, who specializes in this area specifically. Strong market demand in this area over the last five years has allowed Diversified Communications to grow 792%, making it one of the 500 fastest growing companies in the US, as highlighted in the recent Inc. 500 listing. Diversified Communications, along with 30 other Massachusetts firms--predominately high tech--were featured in this year's Inc. Magazine. This places Massachusetts as the East Coast leader in the Inc. 500 listing with high tech representing the lion's share of these companies. Specifically computers, software, telecommunications, and business services represent 64% of Inc.'s 1998 listings.

By Micah Krohn

" If you're trying to get ahead in your career, focus directly on what you're going to learn in your new position."

That's the advice of Anthony Natella, president of Quincy Consulting, Inc., who says many people make the mistake of going for the job that pays the most money.  Natella urges his clients to follow a different tack, to look for the position that offers the greatest opportunity for skills development.  He assures that the money will follow.

Quincy Consultanting, Inc., looks at career planning as a game of chess.  Natella explains, "The person who wins in chess can see three or four moves ahead.  When you're evaluating a company and a position, you must do the same thing.  You must say, 'I understand where the position is taking me initially, but where will I be in two or three years, and what are the moves after that?'  Natella thinks too many people make the mistake of staying in a job too long.  He refers to the "universal 80/20 rule of learning," whereby a worker learns 80 percent of the skills involved in his job in the first year to 18 months.  He picks up the remaining 20 percent in the next five years or so.

Natella recommends staying "on the steepest learning curve possible," by continually repositioning oneself into the 80 percent bracket.  This equates to being on the lookout for the next position that will enhance your skills and marketability -- first within the corporation, then elsewhere.  Inducements to stay in the same position without measurable growth are referred to as "golden handcuffs."  This generally means earning a higher salary than your marketability outside the corporation.  Your company may value your loyalty, seniority, or knowledge about how things are run in your division -- commodities that are not transferable. Staying in a position under those circumstances ultimately undermines your career growth and earnings potential.

              By Sally Foskett

Diversified Communication Group

50 Mall Road Burlington, MA  01803 (781) 271-9966 (781) 275-3033

High technology sales recruiting firm specializing in software and communications.

Sales: N/A

Employees: 16

Employees added last year: 8

CEO: Anthony Natella

The 128 high tech community swept its way to another boom year in 1996, and it looks like 1997 will host a still more dramatic performance.  Even the state Federal Reserve is impressed by our buoyant local economy.  In the words of Yolanda Kodrzycki, an economist with the Fed in Boston, "Things are about as good as they get."

The remarkable pace of high tech employment growth continues to accelerate.  A hefty 40 percent of Massachusetts' emerging high tech companies are forecasting 1997 employment growth at more than 20 percent.  One fifth sees growth occurring at 47 percent.  Overall, high tech employment in Massachusetts should climb by almost 10 percent -- 2 percent more than the year before that.

This year's list of fast-growing companies in and around Route 128 was prepared with the help of CorpTech Technology Information services, Inc. of Woburn.

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MASS HIGH TECH
The Journal of New England Technology
June 1998 Vol.16 No26
Rank & File

 

By Associate Editor Dyke Hendrickson and Staff Writer Mary Nelen

The area's busiest IT contact and permanent recruitment firms, ranked according to the number of recruiters working in New England offices.

Company Name	Diversified Communications 40 Mall Road Bedford, MA 01730 781-271-9966 http://www.diversifiedrecruiting.com# 2 in Permanent Placement # 3 overall Ranking
Total N.E. recruiters Specialists in contract/permanent	46  0/46
Job Titles/Specialties	RDBM/software sales Internet start-ups communications lan/wan sales engineer, sales support,sales
Years in Tech Recruitment	13 Years
1997 N.E. placments Perm./contract	321 321/0
Salary range/fee structure. Highest ranking executive officers.	$50,000 -$250,000 20-30% Anthony N.Natella Steve Kimball

Diversified Communications Group, A Division of Quincy Consulting Inc., 100 Crosby Drive, Suite 201, Burlington, MA 01803. Phone : (781) 229-7777, 888-4-DIVCOM, Fax: (781) 270-3262 e-mail us