“That’s not my job!”

#ownership #solutiondesign

#ONETeam #SNAPS #SageandNotableAdvisesfromPatrickSalazar

Since my first Solution role, I am surprised how some leaders exert so much effort to explain why a particular RFX response, case study, data or slide is not their responsibility and it’s the responsibility of another department or person. It’s funny there is so much creativeness in professionally articulating “That’s not my job!”.

I take advantage of this in all the organizations I am part of. I always meet with my Senior Leadership Team across all functions and influence them to agree we shall grow the Philippines by deliberately owning ALL responses in RFXs, it will NOT be a copy-paste response, it will always be a personalized response given 24 hours TAT.

Moreover, we proactively create capability decks, case studies and other white papers about our Philippine Sites across all industry verticals sent every first week of the month to all our sales teams, client partners, practice teams and vertical leaders.

Effect: All the sales teams, client partners and vertical leaders prefer to work with the Philippines Team for any RFX. Especially if it’s the usual rushed & urgent RFX for submission in less than a week. We are always the first to complete all responses, all case studies, all capability decks, videos and we never complain when others point their response deliverable to our Team.

We always gladly say “Yes, that’s our responsibility and you’ll get it in less than 24 hours”

Results: My various Teams and I double the headcount of ALL the organizations I am part of plus created thousands of jobs in the countryside.

*About the photo

This photo was taken after several client meetings and solution defenses in an 11-day Minneapolis and New York trip. All I got was this cap…. plus an extension contract and 2 new client contracts.

Interestingly enough, one of the deals I lost in Minneapolis on this trip, later became my client & good friend. My Team consistently “delighted” her customers.