Trish Kendall, an expert in creating enduring client relationships, helps companies win and grow their clients by creating higher-performing sales and client relationship teams.

Businesses are constantly challenged to win new clients and grow existing clients. Sometimes the challenge is the market. Sometimes the challenge is the product. Oftentimes the challenge is the mindset, behavior or skills of the people responsible for winning and growing.

Trish has walked in the shoes of the teams she motivates and develops. For almost 30 years Trish has sold for professional and business services companies including Aetna, Hewitt Associates and WTW. She has seen the good . . . and the bad . . . and leverages this real-world experience to help her clients create more enduring and profitable client relationships. Taking a non-traditional path to success, Trish was educated more by life experiences than the classroom. She is proof that if you do the little things great, great things happen.

She is also a sought-after inspirational speaker who motivates individuals to achieve enduring success.

Brian focuses his consulting efforts on helping our clients improve the effectiveness of their sales and account management teams.

His work with our clients spans a variety of subjects, including:

Analyzing and segmenting markets;
Developing sales methodologies and sales management disciplines;
Training and coaching on sales and client relationship management skills;
Developing sales compensation and recognition programs; and
Aligning the sales culture with the broader organizational culture.

Brian enjoyed a 23-year career with Hewitt Associates where he led Hewitt’s benefit outsourcing sales team. Brian managed a global team of outsourcing sales specialists. He helped grow Hewitt’s benefit outsourcing business from a “concept” to the leader in the large employer segment.

In addition to his sales management responsibilities, Brian was directly responsible for selling and managing some of Hewitt’s largest and most important benefit outsourcing client relationships, including: AT&T, Inc.; General Dynamics Corporation; General Mills, Inc.; HCA Holdings, Inc.; JPMorgan Chase & Co.; Inc.; Starbucks Corporation; The Walt Disney Company; and many others.

While at Hewitt, Brian spent twelve years on the firm’s executive committee, where he shared responsibility for the strategic management and oversight of the firm’s operations. Ultimately, he was part of the twelve-person team that was instrumental in leading Hewitt through its highly successful initial public offering. Subsequent to the public offering, Brian served as chairman of the firm’s stockholder’s committee.

Brian left Hewitt when he was invited to play a role in helping the city of Chicago secure the rights to host the 2016 Olympic Games. He spent three years helping Chicago 2016 develop and deliver their Olympic bid to the International Olympic Committee.

Jennie is an operational ninja. As such, she never considered herself a seller. But her natural ability, keen insight and unflappable determination to understand the client’s problem. . . makes her an instinctual seller. She brings this problem-solving nature to everything she does–her family, her clients, our business (!)--and teaches those around her how to tap into this skill.

She is a strategic, collaborative, and process-oriented professional with a track record of creating and leveraging business alliances in the healthcare industry. Experienced in identifying, executing, and managing unique partnerships and initiatives that support new strategies and solutions. She is detailed, flexible, creative, and curious with an ability to shift between strategic vision and tactical implementation.

Ryan Black has over 25 years of experience in sales, client management, consulting, and leadership. He had a unique opportunity to work for three very different companies due to M&A, and corporate transactions.

At Hewitt Associates, Ryan had the opportunity to work for some of the best consultants and salespeople in the industry – Hewitt shaped the professional services industry in HR and benefits, unlike any other firm. Growing up at Hewitt created a foundation for his career which focused on some key learnings:

• Clients come first
• Win as a team
• Ethics and character matter

After the acquisition of Hewitt in 2010, he got the opportunity to explore Aon—a large, diverse global organization. It was at Aon that he truly learned what it meant to solve big, complex client challenges. As a sales (and later client account) leader, he had the opportunity to work on large, transformational consulting projects while delivering a wide spectrum of technology and service solutions.

Aon provided an opportunity to lead global sales and accounts teams with large client relationships and broad, deep client teams. The relationships he built across the globe taught a valuable lesson that excellent client service and driving real value is a universal experience. Aon gave him the opportunity to merge his passion for sales with consulting in a special way.

After Aon spun off Alight Solutions in 2017, Ryan joined the Alight Executive team running a large portfolio of our outsourcing clients. This “new” $3b startup provided an incredible opportunity to redefine how solutions evolve and develop to meet client needs.

The experience of leveraging an organization’s historical strength and combining it with new acquisitions, new capabilities, and a new vision and direction set by a new leadership team. Ryan’s passion is working on big challenges with great clients.

Clare Hefferren, Founder and President of Callosum, puts 30 years of marketing experience to work at Callosum. She began her career in graphic design and rose quickly to the position of creative director, working for marketing communications and dot-com companies in Chicago, Vail, Colorado and San Francisco. In the late 1990s she relocated to Venice Beach, California to become creative director of Homestore.com where her responsibilities included brand consistency following the acquisition of move.com. Drawn to L.A.’s apparel industry, Clare shifted her creative insights to fashion. As a senior brand manager at Putnam Sourcing Group in 2004, she guided 17 national accessory accounts. In 2005 Clare became design director for CellKeeper™ where she established the product in domestic and international markets.

The culmination of these interests and skills inspired Clare to develop and launch Callosum in 2005, a purpose-driven brand strategy firm for the outdoor industry. Equally comfortable in the backcountry and boardroom, she’s committed to doing business for good - profit, people, planet, purpose.

Clare holds a bachelor’s degree in sociology from Wittenberg University and a Professional Designate AA in merchandise product development from the Fashion Institute of Design and Merchandising. Her scholarly recognitions include membership in the Phi Theta Kappa Honor Society, a 2003 Product Development Award and valedictorian honors. Clare has been featured on television and in publications around the country. While based in Vail, Colorado since 2010, she travels nationally for client projects and public speaking engagements. Away from the desk, you’re likely to find her on the trails as she’s a sophisticated tomboy.