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Mike Cleland: Charted Path, LLC

Mike has over 15 years experience in the IT staffing industry. Throughout his career, regardless of his role Mike continually developed and implemented new approaches to his organization to increase productivity and competitiveness.

In the early nineties, Mike led key initiatives to improve recruiting performance. These improvements included skill set recruiting, the development of the first website and incorporating email into the recruiting process.

A few years later, Mike opened the first remote office in the Carolinas. Being the first to open a new market Mike conducted the market research, identified and hired local talent, developed a customized recruiting and CRM tool for the market. He then proceeded to build a strong, well-diversified book of business that to this day averages between $9-11M in revenue with above industry average gross margins.

As an enterprise-wide manager, Mike focused on driving improvements across the entire organization. These improvements included increasing productivity by over 30% through automation and effective job order management, centralized and scaled partnership program to increase delivery capabilities, and developed and implemented new compensation plans to drive growth and profitability.

As an executive, Mike led the effort in the evaluation, creation and execution of company strategy leveraging Kaplan and Norton’s Strategy Map and Balanced Scorecard methodology. Mike then led efforts in marketing rebranding, sales process redesign, CRM tool implementation, and the development of modular sales training. Within 6 months, these changes led to the following results in 2009:

Over 50% increase in lead activity Over 40% increase in meeting activity Over 30% increase in Job orders Over 45% increase in interviews Over 20% increase in placements

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