Thomas Coles

Hello, both of you. Hello, everybody. And thank you for the introduction. The best thing that's happened in my week has probably been how busy it's been, starting from before eight o'clock Monday morning, getting an order from a new customer right the way through the week. It's just been fantastic.

Hello, both of you. Hello, everybody. And thank you for the introduction. The best thing that's happened in my week has probably been how busy it's been, starting from before eight o'clock Monday morning, getting an order from a new customer right the way through the week. It's just been fantastic.

So there's been all sorts of amazing teams I've worked with over the years, but probably if I had to choose one thing, I would say selling one business as an 82 times return has to stand out as a highlight. Wow. Yes. Why are you still working? People do ask that question. I would say divorce is expensive and my daughter wants to be a doctor. So I've got at least another nine years in me.

So there's been all sorts of amazing teams I've worked with over the years, but probably if I had to choose one thing, I would say selling one business as an 82 times return has to stand out as a highlight. Wow. Yes. Why are you still working? People do ask that question. I would say divorce is expensive and my daughter wants to be a doctor. So I've got at least another nine years in me.

There are three really clear, easy answers to that question. Firstly, the most successful way of generating new revenue and therefore growing businesses has always been using referrals. The second thing that I have to highlight in terms of total revenue coming from growth has to be around account management. looking after customers, growing the relationships with customers and retaining them.

There are three really clear, easy answers to that question. Firstly, the most successful way of generating new revenue and therefore growing businesses has always been using referrals. The second thing that I have to highlight in terms of total revenue coming from growth has to be around account management. looking after customers, growing the relationships with customers and retaining them.

One of my businesses, the biggest one, had an average customer life cycle of over 10 years. And that's quite special. And then I think you probably won't be surprised here, the third way of generating new business and therefore being successful is through what we call co-sailing. That is following customers as they change jobs. If they've been happy, they can be a happy customer again.

One of my businesses, the biggest one, had an average customer life cycle of over 10 years. And that's quite special. And then I think you probably won't be surprised here, the third way of generating new business and therefore being successful is through what we call co-sailing. That is following customers as they change jobs. If they've been happy, they can be a happy customer again.

People talk about teams winning deals. Teams also keep customers happy. It's not down to one account manager. It's down to a whole multitude of different roles, both on the client side and the supplier side. Therefore, having the opportunity to make sure there is continuity when one stakeholder leaves.

People talk about teams winning deals. Teams also keep customers happy. It's not down to one account manager. It's down to a whole multitude of different roles, both on the client side and the supplier side. Therefore, having the opportunity to make sure there is continuity when one stakeholder leaves.

I always thought that the best thing that can happen is that a happy customer leaves because you keep the happy customer organization and they become a prospect in their new job.

I always thought that the best thing that can happen is that a happy customer leaves because you keep the happy customer organization and they become a prospect in their new job.

I tell a story about one insurance client I won back in the year 2000. And by the time we'd finished that relationship with that one organization 16 years later, and that was due to an acquisition of them, we had generated, I think, 25 million of revenue from referrals, coattailing, and that customer relationship.

I tell a story about one insurance client I won back in the year 2000. And by the time we'd finished that relationship with that one organization 16 years later, and that was due to an acquisition of them, we had generated, I think, 25 million of revenue from referrals, coattailing, and that customer relationship.

Let me illustrate it with the point that there's some research from Texas Tech Uni, which I think will really illustrate the point. 83% of most companies' satisfied customers are willing to recommend them, but only 29% of those people do without being asked. In other words, asking for a referral is exploiting the 54%.

Let me illustrate it with the point that there's some research from Texas Tech Uni, which I think will really illustrate the point. 83% of most companies' satisfied customers are willing to recommend them, but only 29% of those people do without being asked. In other words, asking for a referral is exploiting the 54%.

Great question. There is lots and lots of passion in lots of people for lots of different topics. I really dislike the word passion because too many people overuse it these days. If you were to push me, I would say my passion in business is asking for referrals. Therefore, I'm constantly looking...

Great question. There is lots and lots of passion in lots of people for lots of different topics. I really dislike the word passion because too many people overuse it these days. If you were to push me, I would say my passion in business is asking for referrals. Therefore, I'm constantly looking...

for new techniques new tweaks new ways that they can be used for example you don't just have to use them to generate new business you can use them to generate new relationships inside an existing customer you can use them for hiring you know looking for new candidates

for new techniques new tweaks new ways that they can be used for example you don't just have to use them to generate new business you can use them to generate new relationships inside an existing customer you can use them for hiring you know looking for new candidates