Chasing Chickens Builds a Better Culture
A
technology company and major distributor teamed up as
business partners to serve the banking market.
But both companies were so proud of their own capabilities
and relationships they ended up working around each
other rather than with each other to secure new business.
The head of the distributor finally called his counterpart
at the technology company and said, ‘I’d
rather see our people compete by chasing chickens than
get in each other’s way chasing the same customers!’
To his surprise, his counterpart declared, ‘You’re
on. Let’s do it!’
Two weeks later the sales forces of both companies met
on a large open field. One hundred chickens were released
and the race to capture ‘chicken-share’
was on!
Net results: Technology Company – 33 chickens.
Major Distributor – 32 chickens. The other 35
chickens escaped.
Everyone got the message. After this exceptional event,
both sides worked more closely to capture the total
market.
Key Learning Point
Building a culture
of partnership takes more than just business agreements.
You need to cultivate a spirit that brings people
together.
Action Steps
What memorable activities
of culture-building have you participated in lately? Which
do you recall? What episodes of bonding and camaraderie
will you create?
Next Article in Customer Service Culture >>
Driving Home the Culture of Honesty
First Article in Customer Service Education >>
Education is the Star at Starbucks
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