Case Study
American Express Account
Open and Collaborative Work Spaces, Huddle and Neighborhood Spaces, Cafeteria Spaces, Private Offices, Conference Rooms
$4M – $40M
Knoll was Awarded national account business through an RFP process to provide office furniture and professional services to support the redesign of 7 corporate sites nationally.
Probem
The opportunity: Support American Express as they began to pivot their workplace strategy to further support and facilitate their knowledge workers. Requiring multi-functional space, flexibility to scale up or down according to change in occupancy needs and future proof real estate with versatile furniture solutions at each location across the U.S. Recognizing high-quality design is a competitive advantage for talent.
Workplace Strategy was a major component in securing this work and required expertise along with products flexible enough to support change management and standards throughout the organization on a national level. The workplace strategy included: Focus Space: supporting work that represents the core of an individual’s day and team performance. Collaborate: layering in collaborative workspaces with furniture that support this function with proximity to alternative spaces that support ideation and collective work activities. Learning: space that allow for ideation and work activities along with space to socialize supported by a more residential look and feel.
Each location represented a different percentage of the four work modes based upon functional requirements of each location, e.g., Salt Lake City required many workstations supporting call center work
My Role
Global Account Manager
Sales Leader
Workplace Strategy
Project Manager
Communication Leader
Asset Disposition
Coordinate the Factory/the dealers/the design firm /the client/the locations.
Developed account tracking system per location
Developed Just in time manufacturing tracking per location
Account tracking by site
Dealer Network management and communication strategy.
On-site installation oversight
Action
I worked directly with C-level decision makers, leading them through solutions to support the workplace strategy, including custom designs to meet specific work functions working cross-functionally with real estate, facilities and procurement teams providing plans, site installation details, project management and disposition of assets.
Internal Financial Review and forecast per site with manufacturing and client.
Implemented multi-media training-strategy and product application.
Sold new business into Sao Paulo Brazil and Mexico City resulting in additional 10% revenue. Awarded by client a Silver Supplier excellence award because of the exemplary service and delivery model. This role required 75% travel for 3+ years.
The Results
Grew local 4M business into a national account generating more than $40M.
Awarded Silver Supplier Excellence Award from Client.

Seven major locations included: New York City, Minneapolis, Sunrise FL, Salt Lake City, Utah, Phoenix Arizona, D.C. Boston, N.J., and numerous locations in Virginia.
Revenue Increase
40M+
Locations Designed
7+