"A desk is a dangerous place from which to view the world.”
As a CEO, this quote was on my desk and served as a constant reminder that the battle for business was not waged in our corporate headquarters, nor the corner office, but rather every day in the trenches with our people on the front line. Now, don’t get me wrong, the corporate office plays a huge role in supporting our front-line client development efforts. Business, after all, IS A TEAM SPORT.
I know I drove my Board crazy because most weeks I was in the field Tuesday through Thursday. Board members would ask, “Why do you have to be in the field so much? Don’t you have an infrastructure built to handle your customers?” Fair questions, and after some back and forth discussion, I believe they were satisfied with my answers.
I asked that Board member "What business do you think we are in?" He quickly responded, “the staffing business.” I agreed that we were in the staffing business, but aren't we in the customer business first and foremost? And in staffing, we have two sets of customers, the client and the talent (temps)." He responded, “Semantics.”
I asked him what he thought revenue was? He said, “Revenue is sales dollars.” I said, “I believe revenue is customer money. Thinking this way helps our people to personalize their efforts. How could it be anything else?“ He reluctantly agreed.
Then, I asked him, "What do you think my paycheck is made up of?" He quickly responded, “Your bi-weekly salary.” To which I said, “I believe it is made up of customer money. It is not the employer who pays the wages. Employers only handle the money. It is the customer who pays the wages.”
He said, “I get where you are going. But as CEO, we hired you to work on the business, not in the business. That is why you have a client development infrastructure. Don’t you trust your people?”
Again, a fair question from an active Board Member.
I said that I believed this approach put me in a better position to work on the business as demonstrated in our strategic plan. But in answer to his question, I responded with the following:
I do trust my people. I trust them to get me in front of the most influential and forward-thinking customers.
I trust my people to ensure the following mantra is etched in their minds:
"If we solve our customers problems, we’ll solve our own.®"<