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Wednesday, March 08, 2006

Most of our clients have complex product sets, solution sales and consultancy offerings. You'd be forgiven for thinking that they need some young MBA Management Consultant type to help grow their businesses. But that couldn't be further from the truth.

The reason they work with us is that they want someone who knows how to sell - not because they want to hire another consultant!

Anyone who watched Episode 2 of The Apprentice UK will know exactly what I mean.

Commenting on Mani's performance in her column, Saira says "how could Mani go in and pitch for business if he didn't even know the price of his product?". If you didn't see the episode you missed a real gem. And guess what, Mani is one of the Management Consultants in the show :-)

It reminds me of a company which decided they would only recruit MBA's into their sales team. Despite the fact that most of their top salespeople didn't acheive high grade point averages in college, they decided to push ahead with the policy.

Three months into their tenure with the company, a third of the new MBA recruits had not even realised that they had been hired to sell. They were sat in their offices waiting for clients to call them!

I'm looking forward to more fun in tonight's episode ;-)


Posted by: David Regler @ 4:50 pm |   | Links to this post  

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