Long distance air travel helps in getting to know different people in a very informal setup. One such conversation I witnessed in my last trip to England made me think. It is people who buy and sell!
There were two guys sitting next to me, trying eagerly to talk to each other. Finally, the older one started – "So, what does your business do?"
"We perform IT Services for government agencies, businesses and non-profits."
Perplexed old man asked – "What does it really, mean?"
Younger one replied, "Things like network management, managed 
services, and software development."
"So, how big is your business?" Old man asked.
"We’re relatively new. My partner and I work with several other folks to pull expertise required for various projects," he answered.
Conversation Stopped! Old man, pulled out a book and started going deep with it. Young man, pulled out his tablet and got busy.
I could not sit quite. Offered my card and introduced myself to the old man. He handed over his business card – apparently a CIO at a large MNC. After a while, I asked him why did he pull out of the conversation abruptly.
He said, "I can be a potential prospect for him. But there is no chance I would ask for a bid from his company. Because, I want to hire experts, not generalists. Experts go deep into a topic. They are very clear on what to sell and to who. They focus heavily on one audience and build reputation to be great. It is not the size that matters. But definitely the quality – right from the first conversation to their expertise on the ground! Many miss to notice that large, successful companies are just a constellation of specialist businesses led by experts!"
Golden nuggets! – for every entrepreneur, business leader, sales guy…
The kid as the old man called the other guy really missed a great opportunity to make his mark. If not business, he surely could have got a valuable lesson.
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