Global DocuGraphix Leverages Its Way to Success

As Global DocuGraphix transforms from acquisitional to operational, the marriage of traditional business forms and e-based initiatives has proved highly effective.

Mike Cate can pinpoint exactly what persuaded him to leave his position as president of the South Texas division of Corporate Express and become the Chief Operating Officer at Global DocuGraphix, headquartered in Lincolnshire, Ill. It was something Global's CEO, Graham McClean, said.

"Graham told me, 'We're just a bunch of good people, who have come together and are trying to build a world-class company and take care of customers,' " Cate recalled. "I think that speaks volumes about what Graham McClean is all about."

A year later, Cate has helped Global DocuGraphix transform from an acquisition-based company into an operating company.

"At some point, an organization grows to a size and scale where they really have to be able to execute its business plan," said Cate. "We really want to make sure, as part of our business model, we can manage our growth, provide a great environment for all the business partners in our existing sales organization and be around for a long time."

According to McClean, Global DocuGraphix started focusing more on operations in late 2000. "By then, we had reached a point where we had created some mass with multiple locations," he said. "Secondly, the financial markets changed, causing large acquisitions to become more difficult. Thirdly, operating as a world-class company is the most important thing, so we had to focus on that. These three things came together around the same time."

Since its inception in 1998, Global DocuGraphix has averaged a 55 percent annual compound growth—a combination of pure acquisitions, organic growth and adding salespeople.

"This past year, we've grown the most with sales professionals," said McClean. "We're a sales company. We own no plants and no bricks and mortar, so our investment is in people and systems."