The power of NO

I went and visited one of my clients yesterday. Its been a while since I helped them and I wanted to catch up on where they were at.

As it turns out, this company has been going great guns, building their testing from zero to three testers. However, growth often means pain, and this particular company had some pain points. I knew there was something I could do to help.

They also wanted help in recruitment. Now, this has always been a bit of a sore point for me. While I want to help my clients, I’m not a recruiter. On the other hand, I know many testers who want to do interesting work. Could I add value here?

Well, it turns out I could. But its not the value I’m particularly interested in offering. I’m a consultant, trainer and coach. I advise people on how to improve their testing. Instead, I pointed them to the best recruiter in Sydney, Catherine Karena to help them out on recruitment.

They also wanted help in offshoring, so I pointed them to the best offshoring company in India, Moolya.

What financial gain have I made out of all this?

Nothing. A big fat zero.

Yes, that’s right. I made no financial gain from this event. In fact, you could argue I lost money, if I take into the account that I spent an hour of my time speaking with a client.

I know, that many will argue that I could have rightly skimmed off the top of these introductions. After all, its common (add some say good business sense) to add a percentage on top of these deals, in lieu of the introduction. After all, new leads are like gold dust in this industry

I got something out of it though, you know it did, because I probably wouldn’t be writing this post if I didn’t.

Saying no has given me strength. I’ve put my foot down, and said “value matters”. That feels good. That feels right.

Making a fast buck? Meh! Knowing what you stand for? Priceless!!

4 Comments

  1. Nice story – and well done you.

    It did remind me a bit of The Orange Juice Test – although you weren’t being deliberately tested, your actions show the value you give and the type of consultant you are and might mean you are more likely to get more business from this client – and be recommended by them to others ?

    Thanks Phil!

    Reply

  2. I agree what Pradeep said, Earning Credibility & Reputation is more than money and It gives more satisfaction.
    Anne Marie is a real consultant, she precisely knows how to value customers.

    Reply

Leave a Reply

Your email address will not be published. Required fields are marked *

You may use these HTML tags and attributes: <a href="" title=""> <abbr title=""> <acronym title=""> <b> <blockquote cite=""> <cite> <code> <del datetime=""> <em> <i> <q cite=""> <strike> <strong>