Winners aren’t perfect.
But in a career of sales, I’ve seen with my own eyes that the companies to survive and thrive are the ones that practice consistency. By showing up every single day, they deliver, even when it’s a slog through rough going. Those organizations make a name for themselves.
There are a lot of reasons I joined the eBusinessware team this summer: The most important isn’t the human face the company puts on global banking, or the enterprise solutions they offer in the financial marketplace. It wasn’t innovation in technology or doing business on Wall Street. It was a chance to play for performers.
There are a lot of buzzwords that come and go in business, and New York global operations aren’t shy to pump them into marketing communications. “Outperform the competition,” or “High performance platforms,” litter the landscape. This performance is different, and it’s better.
This week I ended a conference call with the due diligence team at a leading investment fund, and the VP we had spent our time with thanked us by saying, “you’ve managed to make one of the unglamorous parts of this industry more efficient.” Ed Hoofnagle, our CEO, looked me right in the eye and said, “we built our name on this work, from reference data architecture to wealth management.”
It was true. The most attractive quality of joining eBusinessware is that as they enter a third decade of work in financial services, the company’s focus continues to be making work easier for the organizations they serve, not niche-marketing to hot topics like hedge funds or foreign exchange markets. These are only pieces of the overall puzzle that CIOs and CCOs work on every day.
Consistency demonstrates commitment. That means if you can perform every day, your clients keep coming back. You earn their trust because you’re consistent. They believe that you’re committed to them for the long haul. When problems arise, and they always do, if you’re focused on coming in daily and finding a way past the obstacles, what you offer is of far greater value than a “flavor of the month,” or worse, a fad. What you offer instead is innovation.
By showing up to get the job done in reference data architecture, or interior communication of wealth management firms, what you offer is unsexy, every single day. But that you can show up and make life easier for the people you serve, not just the organizations or institutions who are clients, will mean something to them because you get the job done, and that means they know that you are here for them.
Which really is valor, when you think about it. Not glamour.