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collaboration,” Fontaine says. Fontaine structures her day with a good mix of internal conversations and calls with clients. In early 2022, Fontaine’s days included working with internal teams and setting up calls to introduce new key contacts to clients. Those calls include introducing new hires and starting conversations about the ways in which OSG has expanded to offer more than print and mail services. That’s a big difference from her previous job, where she felt like she was “doing the most cold-calling you have done in your life – almost like calling out of the phone book.” Her goal is to aid her customers so they can get back to their day-to- day work. If a client needs to hear from a supervisor, Fontaine says her manager will step in; but, otherwise,


In other companies, usually when you are in sales or client success and you have a contract, you go through red tape to change a comma. This was a completely different process. It was same- day service, and our legal person invited


collaboration.” LILLIE FONTAINE, SENIOR ACCOUNT EXECUTIVE


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she is empowered to do what she needs to meet her client’s needs. “With sales, sometimes,” Fontaine says, “comes passion.” That means, in many sales environments, there’s a frenzy to the workday that she doesn’t experience at OSG. While the company encourages competition


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I feel empowered on a daily basis to go close big deals. As long as I hit my goals, I have the support of OSG from


every aspect,” JOSE CORBERA, SALES DIRECTOR


(see pages 8-10), the pace of the day is steadier and less frantic. Adds Montalvan: “People call it sales; I call it ‘problem solving, solution selling,’ because we are offering a solution to something that bothers them. I don’t feel very car salesman-y.” 


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