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September 2008	www.infomap.com	Vol. 16, No. 3

New Sales Director Takes ‘Big Picture’ Approach to Help Customers Meet Business Goals

By Susan Roswit, Contributing Writer

As Information Mapping’s new Director of Sales, Brian Carvalho is intent on helping customers drive performance by improving the way they manage, access, and use information. Brian, who oversees Information Mapping’s geographically dispersed sales team, works closely with Bill Whitlock, Vice President of Corporate Sales, to tailor solutions based on each customer’s particular needs. “We’re best known for our training programs, but training is only the tip of the iceberg,” according to Brian, who joined Information Mapping in June.

“For years, Information Mapping has provided integrated solutions to some of the largest corporations in the world, changing the way they look at information and driving real success. We are a full-service company, with multiple offerings that include consulting services and software, in addition to our comprehensive suite of training programs.”

Examining the deeper issues
Training needs can sometimes signal larger issues in an organization that need to be addressed. “When I work with a customer, I like to learn what the overall objectives and challenges are for the organization,” says Brian. “What is driving the need for training? We have the experience and expertise to dig deeper to find the root cause and then tailor solutions based on the customer’s needs. Training is often the first step, but it’s important to look at the bigger picture as well.”

Viewing the bigger picture is something Brian is well-accustomed to doing. Over the past fifteen years, he has built three successful startup businesses. He has worked for consulting firms, delivering solutions ranging from strategy development and merger and acquisition planning to technology implementations and business development. At EMC, he served as a Senior Client Partner within the consulting division, managing relationships with key financial services clients in the Northeast. As Vice-President of Business Development at ADS Financial Services, he assisted several large national institutions with their acquisition and business strategies.

Brian, who is also a professional coach with CTI (Coaching Training Institute) certification, thrives on helping people and organizations solve their problems and overcome obstacles to success. He finds his role at Information Mapping gratifying. “It’s great to be selling products and services that just about every company has a need for. Every organization needs usable information to drive performance.”

Doing a better job of managing an organization’s information is especially critical today, with the imminent retirement of baby boomers and the consequent need to transfer knowledge, according to Brian. “If you don’t have a systematic way to create, manage, store, and distribute business-critical information, it may not be there when you need it,” he says. “With our research-based writing methodology and expertise in information management, we can make our customers more resilient to retirement, disaster, and other changes that can zap knowledge from an organization.”

Brian enjoys the “small company feel” at Information Mapping. He also likes the company’s “collective approach” to decision making, which he believes other businesses can learn from. “Here, everyone’s opinion counts. Regardless of their division, role, or seniority, everyone has input into the decisions we make, and this results in more creative solutions. Too often in business, there is a disparity among sales, marketing, and other groups. Organizations limit their creativity when they limit decision making to the same people all the time.”

A sports enthusiast, Brian has surfed the waves since his childhood days in Cocoa Beach, Florida, escaping New England winters for an occasional jaunt to sunnier shores. Golfing was a hobby at first, “until I got serious about it, and now it’s more of a headache,” he jokes. At one time an award-winning short-distance track runner, Brian switched to long-distance and now runs four miles each day.

Brian lives in Woburn, Massachusetts with his wife, Carrie, and 90-lb bull mastiff, Greta.

Copyright, Trademark, and Other Information

Published by Information Mapping, Inc.
307 Waverley Oaks Road | Waltham, MA 02452 U.S.A.
Information Mapping® and Formatting Solutions® are registered trademarks, and the Method™ is a trademark, of Information Mapping, Inc.
© Copyright September 2008. All rights reserved.

The contents of this message may contain personal views, which are not the views of Information Mapping, Inc. unless specifically stated. In compliance with Public Law No. 108-187 effective January 1, 2004.