FAF Advisors image Like many successful businesses, FAF Advisors, a Minneapolis-based asset management and investment advisory firm, places a high priority on building lasting relationships with its clients. FAF works primarily with institutional clients managing the assets of everything from corporations and pension plans to insurance companies and not-for-profit organizations. So it’s not unusual for FAF sales representatives to need promotional products — thank you gifts for new accounts, or gifts encouraging prospects to consider FAF Advisors’ services.

In fact, it’s a routine part of client relations, so they need quick access to customized promotional gifts. Their solution is a virtual “store” where sales representatives can review and order from an online catalog of readily available gifts, thoughtful, creative gifts that also convey FAF’s corporate identity.

The challenge

Recently, sensing the need for new ideas, FAF issued a RFP asking vendors, including GLS, to compete for the business of developing a new, improved online store. GLS and Account Executive Leif Taubenberger are long-time print suppliers to FAF but FAF knew little about GLS’ extensive online store capabilities. “We knew about their printing capabilities but nobody here knew much at all about their online experience,” said Jenni Baier, FAF’s corporate event planner. “But when we asked for some creative, new promotional product ideas, they did their homework!”

To get the business, GLS Promotional Products Director Randy Peterson brainstormed with Account Executive Taubenberger. They gathered previous print projects and reviewed the themes used by FAF in its marketing communications. The effort led to some winning ideas. “We didn’t want the same old, same old coffee mugs and polo shirts. We wanted something special to enhance our brand and communicate who we are,” said Baier. “Working together, Leif and Randy came up with some suggestions we were very excited about!”

The process

GLS won the competition and the online development began. Throughout the project, a GLS team including members of the Promotion, Creative, Distribution and IT departments met regularly with FAF representatives to define — and refine — the scope of the project, along with the visual design of the store and selection of the promotional products.

To guide the work and keep costs controlled, GLS provided a “Statement of Work” describing the project in detail, including agreements on responsibilities and costs. Randy Peterson, director of the promotions department says the document helps keep costs under control.“It helps manage expectations, keeps everyone informed and keeps costs down,” he says.

A great relationship

Did the process work? Yes. According to Jenni Baier it went well, indeed. “At one point FAF had ongoing technical issues that needed solutions,” she said. “We also needed a number of special site requirements. GLS’ IT Project Manager Mike McCarron never got frustrated — he was phenomenal to work with.”

And quick too, apparently. Jenni says she was pleased to find the GLS team brought real drive to the project that made it happen fast. “After a number of delays on our part, GLS did everything to push it forward as fast as possible and we went on line in record time!”

Could an online store enhance your company’s ability to provide business building and customer recognition efforts? Find out about GLS Companies comprehensive promotions and online store services: Contact an account executive today.

To learn more about FAF Advisors visit www.fafadvisors.com.