Going concern

COMPANY PROFILE: In 1998, Jacques Brouillette purchased a 25% interest in Global Expert, a Montreal insurance brokerage with a staff of 12 and annual sales of $5 million. Today, Brouillette owns 80% of the company, which now employs 65 people. Sales are forecasted at $45 million for 2003, and $125 million within five to seven years.

HOT FACTOR: Under Brouillette's direction, Global Expert acquired three companies and went from a general brokerage firm to a player in a specialized niche of the entertainment and high-tech industries. For example, the firm insures the risk that a movie or television series might not wrap up on time and within budget.

COOL PROJECTS: At Global Expert, the Brouillette method boils down to a few key values: have fun while you work, make sure you have opportunities for professional fulfilment, work as a team, develop your entrepreneurial skills and, of course, make money. This means that, contrary to insurance industry practices, no one is paid on commission. Employees receive a share of the profits, which can represent up to 25% of their salary, and when the company meets its objectives, some staff are handsomely rewarded. Last March, for example, a dozen senior executives were whisked away on holiday (and to prepare the strategic plan) at Club Med in Nassau.

IN HIS OWN WORDS: "All staff have results-oriented objectives. The War Team, made up of account managers, meets once a week and each member has to make a verbal progress report on the development of new business opportunities. It's an excellent way of encouraging emulation."

Rene Lewandowski