engineers embedded within the client team. This allows us to develop solutions that deliver tangible benefits that can transform how the client works and what they can achieve through connectivity and data management. TR: Could vendors and distributors do more to help you overcome these challenges? And if so, what? KT: I think it’s important for all parts of the sales pipeline to understand that our focus is always on the best solution for the customer, not whose product is being used. That’s why we conduct a full audit of what a business has, its needs and its commercial objectives. These three key questions allow us to look at solutions that meet today’s requirements and are scalable for future growth. It also means we very rarely swap a product on a like-forlike basis. TR: Are customers becoming more demanding, and if so, in what ways? KT: In today’s always-on economy, we’ve all become more demanding and expect to be able to get anything, anywhere and at any time. At the same time, round the clock access to products and services means that customers are more actively looking for partners that they can trust and are respected in the marketplace. The customer is at the heart of everything we do and we’re proud to cultivate strong relationships which allow us not only to provide a product to meet a requirement but advise on solutions the client might not have originally considered as a result of our understanding of their business, its plans and the wider business and technology landscape. TR: If you could change one aspect of your job, what would it be and why? KT: It’s a cliché, I know, but I’m fortunate to work with a fantastic group of people who have a real passion for our work which goes beyond simply providing services to buildings and dealing with wires. We are all focused on transforming connectivity to build better businesses and empower people to deliver results not only for themselves but for society, locally and globally. It is a mission we are incredibly proud to follow and deliver on. www.ngbailey.com As well as making us more focused than ever on offering the right solutions to the challenges businesses face, this new positioning has had a transformational effect on how we work within the larger NG Bailey Group. We now work more closely with colleagues from the Group’s engineering and facilities services business units to ensure that we’re able to support their clients (and our existing ones) with connectivity solutions that can have a tangible impact on business performance. TR: What do you see as the biggest challenges facing channel businesses today? KT: Alexander Pope hit the nail on the head in the eighteenth century when he wrote ‘a little learning is a dangerous thing’. Customers often come to us with an idea of the solution they need because they’ve heard it talked about within the media or by other vendors, even when it is clearly not the best solution to their problem. Being badly advised or making the wrong technology decision for your business can result in thousands of pounds, sometimes millions of pounds, being wasted. We’re proud that our team takes a consultative approach to finding the best solution to meet a client’s needs, often working in partnership with designers and technologyreseller.co.uk 23
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