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| Dale Gray Story This video can be found on the Student DVD.Summary: Gray Associates is featured in this original video on your Student DVD. In 1983, Dale Gray formed a small company called Gray Associates with nothing more than his vacation pay. In fact, there were no associates--only Gray himself. Today, the company is called Communication Services, Inc. It is one of the top companies in its field, has grown to 6 offices and currently employs over 100 people. The initial goal was to become a $1 million company. That was achieved and Gray became dissatisfied. Early in the company's development, there was no need for a business plan. In fact, the company achieved the $1 million mark without a plan. Gray and his management team decided to re-examine the company. During an off-site three-day retreat, the team created a vision for the company and set a goal for $10 million. That goal has been achieved as well. Gray discusses what he feels are the essential keys to the success of Communications Services, Inc. He emphasizes the need for the founder to become a part of a larger team; in other words, at some point the company outgrows the founder and he needs to know when to involve others. Significant investment in training is seen as a fundamental value at the firm. Personal characteristics of potential hires such as passion, drive, and high energy levels are also critically important. To be successful, Gray says, you need to have high levels of self-confidence and an unswerving belief in your self, goals, and abilities.Discussion Questions
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