Another Customer Service Training Article from Ron Kaufman
A technology company and major distributor teamed up as business partners to serve the banking market.
But both companies were so proud of their own capabilities and relationships they ended up working around each other rather than with each other to secure new business.
The head of the distributor finally called his counterpart at the technology company and said, ‘I’d rather see our people compete by chasing chickens than get in each other’s way chasing the same customers!’
To his surprise, his counterpart declared, ‘You’re on. Let’s do it!’
Two weeks later the sales forces of both companies met on a large open field. One hundred chickens were released and the race to capture ‘chicken-share’ was on!
Net results: Technology Company – 33 chickens. Major Distributor – 32 chickens. The other 35 chickens escaped.
Everyone got the message. After this exceptional event, both sides worked more closely to capture the total market.
Key Learning Point
Building a culture of partnership takes more than just business agreements. You need to cultivate a spirit that brings people together.
Action Steps
What memorable activities of culture-building have you participated in lately? Which do you recall? What episodes of bonding and camaraderie will you create?
