What amazed me about Andrew Case's story was how his entrepreneurial journey unfolded. After two years in Sales at Xerox, Andrew and his colleague from Xerox took the sales skills and training they learned and launched a sales consulting company.

They focused on going to small and medium-sized businesses and would offer sales training based on their Xerox sales training. Andrew and his partner would ask for a reasonable rate of pay (less than many of their competitors) and a percentage of the sales lift. When they would visit their clients six months later, they would find out that some of the businesses did not experience the increase in revenue that they initially expected.

They realized to be successful, they needed a way to assess the people on the sales team to make sure the right people were in the right roles. Even with excellent sales training, some people were not meant to be in those types of roles. This led Andrew to meet Dr. Herb Greenberg, learning about the Caliper profile and a long and successful career in talent assessment.

Andrew Case is the Country Manager of Talogy Canada, previously Caliper. The business has a Caliper Profile, which delivers critical insights to leaders and managers to put the right people in the right place at the right time. It is about assessing employees, leaders, athletes and personalities to find out how their strengths will fit into a new role, venture, spot on a professional sports team, etc.