Open Road
Sleepless nights, erratic meals, deadlines—I am not new to such phenomena. Only off late, they seem to have taken over my life. I guess it’s the natural consequence of turning from manager to entrepreneur. I remember the day I had joined Blue Lotus, all eager to start with a new assignment where my KRAs (that’s a bit of HR terminology for you) laid emphasis on business development. It wasn’t exactly virgin territory for me, but I had never done it alone. I was thus lured and followed the trail.
Turning Point
The job wasn’t as easy it look
ed at the outset. But before starting out there was a bigger task to be accomplished: getting the house in order. From computer terminals to a water dispenser—everything had to be arranged. Basic PR training to my team members became a self-imposed mandate. As Maslow had theorized: fulfill your basic needs first. I, however, had to ignore the second and the third levels of his theory and move on to realising the need for self esteem.When the going gets tough, the tough get going
With man and machine in place, I embarked on a client prospecting spree. Wherever I went, people either gave me bored looks or just ignored my sales spiel. They had heard the same thing many times before. Six months later, I was close to the point of exhaustion and frustration was beginning to creep in. But there was still no ray of hope on the ‘Blue’ horizon. I called my CEO in despair and, buoyed by his pep talk, hit the road again. Within weeks, we had our first client: India’s leading training and consulting organization, part of a multimillion dollar group.
Then simultaneously I could even manage to convince an old acquaintance what PR can do for his pharmaceutical manufacturing company, so here was Delhi region with two accounts in a single go…the journey had just started, I am stretching my muscles (brain dear, what did you think!) even more these days, acquiring clients is not that difficult, maintaining the client expectations, desired service levels and retaining them is what matters in the PR industry, for us, its reference marketing that helps, PR advertising for itself may just contradict our very own existence.
Today, the Delhi region has a total of five clients (one of them still has to send us the signed contract; I only eat my lunch these days after calling and reminding them of the same). We have been able to contribute to company’s recent press release announcing the signing of 10 new clients in the last two months. But believe me, the roller coaster ride has only just begun. The biggest challenge will be to provide quality work and creative thinking for our clients.
No rocket science
I know there is no scientific way to winning business, no classroom negotiation lesson. What works is a mixture of persuasion and perseverance, and I am sure my counterparts in the other centers will vouch for that. What is required is to think and act together as a team. I am sure quality will run in automation in the background and I will not have to keep my fingers crossed while presenting PR reviews. I hate to start with ‘If all remains well…’ I would rather say – I am sure I’ll be able to achieve much more. The targets for the new financial year have already been graciously bestowed upon us by our very efficient Accounts Head (do I have to name him, he is a popular guy) and I look forward to touch the finishing line.Till I am asked again to write a lengthy insightful article.
Au Revoir!
All the best
Work hard, party harder!
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