Everyone knows a strong consultancy is built upon a large and well-incentivized sales team. Right?
I totally disagree.
I started Integrity with the idea that a web consultancy is a service business that should be run like a doctor's office and not like a car lot. Sales should have nothing to do with the projects you accept.
The people I speak with every day are not looking for web applications. They are looking to solve a problem or capitalize on a market opportunity. Like a doctor, a web consultant’s job is to listen, identify the core issues and recommend a measured solution that will address the need – even if it means doing something that has nothing to do with you.
What if you visited a doctor’s office and someone who knows nothing of medicine strongly recommended multiple expensive operations that you don’t need?
“You don’t know me, my history, my problem or MEDICINE. Why are you here and where is the doctor?”
Sales teams are not designed to help the metaphorical patient; they are designed to increase revenue. In the world of consultants, this is fundamentally flawed.
A custom web application is expensive, time consuming and disruptive. You don’t recommend a customer go through that experience unless you have confidence that the benefits will outweigh the costs.
This requires the doctor seeing every patient. No shortcuts. No delegation.
At Integrity, every inquiry, every day is reviewed and responded to directly by a partner of our firm. It has been this way for 15 years and is core to our success. This allows us to personally assess if a proposed project could bring the outcomes the client is hoping for and determine if we are the best team to execute it.
In the world of web applications, the concept of “sales” simply does not fit. Repeatable success requires careful consideration from a partner who will personally stand behind the effort.
Integrity can help you make sense of your project idea and determine your best next steps. Contact us.
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