This is the 43rd in a series of business tips from industry leaders that Enterprise Times has interviewed.
Enterprise Times recently interviewed Stuart Deignan, Managing Director, UK at Globant. He spoke about the rapid growth of Globant and how it has a different approach to many of the other Global SIs. One factor that stands out is that it builds relationships that last. Disney is a prime example of that.
Selling business to business has several challenges. I asked Deignan for a tip on how to move the conversation with clients during the initial sales process from that project mentality, which probably most clients are in because they want to ring-fence their budget, to the broader partnership consulting piece.
“Much to the frustration of a lot of my bosses, that’s not something that you do quickly. Most of our big engagements start with two or three people. They go to help them solve a problem. We’re always very thoughtful about the people we put into an initial engagement. We want them to be overqualified, with great consulting skills. They start to demonstrate value and say, ‘This is how I think we should solve this particular problem.’ Then (the client says), ‘Have you got two or three pods, Stuart, that you can give us to help solve that’.
“From two or three people, if we get it right, within six months, we’d maybe be at 120-150 people in that organisation. But it doesn’t feel like the way some other consultancies work, first landing a few very senior people. Then, you’ve got a whole bunch of graduates swarming the project. That’s not the way that we do it.
“I got some advice from a partner. When I started my consulting career, he said, ‘Stuart, your job is very simple. Get your client promoted’. If you can understand his objectives and make him successful, he will move up. He’ll take you with them. And you’ll get more business from that.
“We always try and look at the broader objectives of the industry. If it’s built this widget, that’s fine. But why do we need to build this widget? What do we need the widget to do? And to try and contextualise that?”
