Paula Morrison started at Financial Recovery Technologies in October 2012 bringing over 20 years of experience in the financial services industry. During her tenure at FRT, she has done direct sales, managed third-party relationships, and led the development of our custody partnership program. Today, she manages our channel partners to identify additional business opportunities within our client base and assist the territory sales executives to navigate those opportunities.
1. What are your top priorities and biggest challenges?
My top priority is to leverage our channels to uncover warm leads for our territory sales executives to pursue. My role involves coordinating with several sales executives, all of which have different styles of managing their territory. Learning their styles and establishing a productive cadence can be a challenge at times, however, our collective efforts align with the business’s overall objective to identify new clients and grow our existing relationships to do more business with FRT.
2. What does your typical day look like?
I spend a large part of my day engaging with clients and/or channel partners. Much of that activity is via conference calls and email communication, so I am either on the phone or in Outlook. I also engage with many individuals internally working collaboratively to progress projects and opportunities.
3. What is FRT doing to ensure they are adapting to the changing landscape of the class action industry while continuing to meet the needs of current and future clients?
FRT has done a great job at staying on top of and ahead of the trends in the shareholder class action marketplace. The first instance of our innovation was the development of our global offering in 2011-2012. While many of our competitors were not focused in this area of supporting investors in non-U.S. matters, FRT invested a lot of time into building a marketable solution that no one else was offering. Another example is our strategy to address the influx of non-securities, Antitrust settlements. FRT is solely focused on shareholder class actions and established a dedicated team of legal, research, and operational roles to service our clients for these cases since the data and filing process is very complex.
4. What brought you to FRT and what keeps you here?
Prior to FRT, I was at NYSE Technologies; the technology division of the New York Stock Exchange. My sales manager at NYSE came to FRT in the spring of 2012 to run the sales team. He had an open position to manage the Boston territory and knowing that I had a newborn, two toddlers, and that I wanted to limit my travel, he thought the opportunity was a mutual fit.
One of the reasons that keeps me at FRT is that I don’t feel like I’m just a number. I am a whole person with a voice. The executive team is accessible and if I have something to say, they make time to listen, and help me to understand and see the bigger picture. In my experience, they also seek out opinions throughout the organization. When I am asked for my opinion, it makes me feel valued and that I am a contributing. I have a very busy life and if I’m going to be spending a bulk of my day working at something, I need to know that my efforts are providing value.
5. What is your biggest achievement to date at FRT?
Without a doubt – launching our custody program. I remember Rob Adler, CEO of FRT, tapping me on the shoulder and asking if I was interested in taking on the project. On the one hand, I was excited to be part of such a pivotal project for FRT, but on the other hand, I was petrified that I would mess it up! Rob and Steven Longley, SVP of Corporate Development at FRT, were the brain-trusts behind developing that partnership, but I’m proud to have been so intricately involved in the building of a relationship that played such significant role in the shaping of the growth of FRT to what it is today.
6. How do you define success?
Success to me is setting goals, working through the challenges that may arise, and achieving a result you are happy with, even if it not exactly what you originally sought out to achieve. Everything we set out to do is a growth and learning opportunity. Embracing the challenges along the way, adapting as you continue ahead, and continuing until you are happy with the results are all components that contribute to success.
7. What is the most valuable lesson you have learned during your tenure at FRT?
The learning process is never done. When I first started at FRT I did a tour by spending time with each group trying to understand what we do and how we do it. I recall Rob saying to me, “you will do yourself a disservice if you don’t do this again in 6 months.” He was right.
When you first attempt anything, it can be overwhelming, and you truly are only absorbing a portion of what you are being told/learning. Revisiting the basics once you’ve increased your knowledge base really gives you a deeper understanding of that skill. I have been here for 6 ½ years and I learn new things and gain a deeper knowledge all the time. Whenever I sit with new employees, I try to pass along this same advice.
8. What advice do you have for someone considering a career in Sales?
My advice can be applied to any industry — find a mentor within the company that is like-minded, driven and knowledgeable in the services that the company offers. Sometimes, we all need someone to allow us to see things from a different perspective. For those that are earlier on in their career, having someone with a healthy number of years of experience to guide them through challenging scenarios can really make a meaningful difference in the development of their career.
For more information on what our employees have to say about their experiences with FRT, check out our careers page.
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Founded in 2008, Financial Recovery Technologies (FRT) is a leading technology-based services firm that helps the investment community identify eligibility, file claims and collect funds made available in securities and other class action settlements. Offering the most comprehensive range of claim filing and monitoring services available, we provide best-in-class eligibility analysis, disbursement auditing and client reporting, and deliver the highest level of accuracy, accountability and transparency available. For more information, go to www.frtservices.com.
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