A Year in the Life
By John Guadagnino
Upon reflection, the challenge to build a stronger Quest Worldwide presence in North America over the course of 12 months seems more like a sprint than an arduous journey. The goal was to sell our consulting services in markets where Quest had limited name recognition, in an economy that is still recovering from unstable momentum, and against competition that is both formidable, and in some cases outright desperate.
The journey began with consistent support from across the Atlantic and with confidence that the Business Plan had a realistic chance of actually coming to fruition. The good news early on was that over 100 companies agreed to meet us face to face during the first nine months. Those meetings resulted in developing mutual trust (we listened carefully to their needs and they believed we had enough of the right experience and skill sets to add value) and in many cases a chance to become engaged.
The frustration at that point was that we knew we were capable but the pipeline needed more juice and we needed to close on the opportunities we had identified. By April we were in “gut check” mode, making sure our assumptions were correct and we became more focused on specific opportunities.
Thanks to supportive direction and guidance and the fact we were just determined to succeed, the speed bumps in our journey lessened. Our initial meetings resulted in second and third meetings as some of our clients began to see Quest Worldwide as part of the solution to their issues. As a result our Business Plan will be met and probably exceeded before the year is completed.
The overwhelming theme throughout this journey was the patience, guidance, support and resolve demonstrated by Quest management and the North American team. We all overcame the emotional cycle of change (it was different for everyone involved) and pulled together as a team to develop business, expand Quest Worldwide North America’s presence and establish a methodology with everyone’s input that will enable us to continue to succeed.
In my view that spirit and leadership distinguishes this company from most of our competitors. As a result I am looking forward to building on what is now a tangible base and to continue our growth, expanding our service offerings in North America.