David Ryan, Founder and CEO of Gray Matters Group

THEMES 

• Trust is a lot of the little things 
• Do your homework . . . this IS a differentiator 
• Make it about your client, not you 
• Every team member who touches the client contributes to creating more and forever . . . or to not creating it 
• Relationship development skills can grow incrementally—doesn’t have to happen overnight

KEY MOMENTS

[0:45] A synopsis of David’s enduring career and twenty-year anniversary of Gray Matters Group.

[3:10] What does a More and Forever relationship mean to you?  

[4:13] What does it mean to build trust and what does it take?  

[5:46] Can you measure trust? 

[7:38] Do your homework!  “We are being vetted at every turn . . . “ 

[9:17] Working with younger consultants who might be anxious about the value they can add.

[11:19] The risk of “getting away with not preparing.” 

[12:13] The accumulative effect of these things makes your first impression.  

[12:40] “High-quality service delivery is expected—it is table stakes—you better have it. So, the question is, how do we differentiate ourselves?”

[13:10] “Don’t earmark More and Forever for just the most senior consultants . . . how are we deploying individuals, not just partners and senior delivery professionals—but how are we deploying everybody who touches the client and shapes the client experience . . . “ 

[15:29] Break down the fear factor, “They are going to think I am selling.” David helps shift the mindset, “This isn’t about selling, this is about helping.”

[20:30] Surface the need! These individuals don’t need to pursue and close—tee up and connect to the more seasoned individuals on the team.

[22:34] A lesson David has experienced from his enduring clients, “A beautiful dance of equity and partnership.”

[25:04] David the dad and husband! 

[26:50] David’s mantra with his daughters, “Be interesting and be interested.”

[28:49] I want to know what David loves to read, and later I recommend David pick up A Spy Among Friends: Kim Philby and the Great Betrayal…one of my favorites. 

[31:00] A final lesson for our episode, “Stay fresh with your relationships . . . and it is never too late to reconnect.”

LINKS 

A Spy Among Friends: Kim Philby and the Great Betrayal written by Ben Macintyre