The behaviour of any company’s sales / business development people should be the embodiment of the core values that business holds dear. People buy who you are as well as what you can do for them since trust is the essential prerequisite for all successful relationships.
We care most about helping our clients achieve the results improvement they are looking for. This will always be achieved through their people and we work hard to help them adapt and build upon the new ways of working and ideas that we introduce. However, sometimes, the people can’t or don’t want to change, which means you must change the people. We never shy away from the difficult conversations, even when it has a negative impact on our fee levels. We aren't in the business of offering advice and education without implementation.
We never forget who we are working for - the whole Board and the shareholders. If there is some straight talking to do, we'll do it. The Board (or any of its members) will always receive one version of events, the one we believe to be accurate, based on our assessment of all aspects of the sales and marketing functions. We don’t do selective feedback.
Our methodologies have evolved through practical experience, of which we've had a lot! However good we think we are, we know like everybody, that we may not have all of the answers, all of the time. To bring the highest quality advice to our clients, we recognise we are on a lifelong journey. We enhance the lessons from our daily work with our on-going research on how and why people decide to do what they do.
This constantly informs the work we do and the ways in which we do it. Better never stops.