“Every success story is a tale of constant adaption, revision and change”. Sir Richard Branson

The market has changed. What we buy has changed. The way we shop has changed. As an industry are we making enough changes to ensure we are in step with revitalising new sales opportunities and creating new experiences to reset the stage for opportunities to sell, get new leads, grow databases and make connections? Dovetailed with this are excuses for poor delivery/performance that goes with change.

The language is changing; we still have confidence as an ongoing challenge, however a key word is now at the top of the list, TRUST.

Looking back to the old days our business was based on our word, a handshake and the trust we would do what we said we would do. It was based on a relationship, not a contract. However I am not convinced it’s the same today, things have changed.

The amount of paperwork for what is simply arse-covering has reached a whole new level. Where it intersects with excuses is blamed on covid, it’s the top drawer answer to every failure to deliver, yet the companies trotting these excuses out haven’t reduced rates or compensate for non-delivery. It’s the opposite, we continue to pay more for less and clients are really starting to arch up, which is equally understandable. The competition of who has done it worst, or don’t have the staff to, its not our fault due to covid cannot continue. Only last week on site at an event it was trotted out, if you can’t do it don’t offer it. Let’s stop bringing down the whole industry due to biting off more than they can handle.

So are we prepared to change? Change what and how we offer services and structure events, change to eliminate excuses and more importantly change so we own what we do, time will tell.

And TRUST is a key pillar, we have all seen what happens to companies who lose the trust of their staff, clients and partners, it’s a slippery slope.

There is a great saying to keep in mind:

I am not upset you lied to me, I’m upset that from now on I can’t believe you”

We need to be able to back ourselves, those in the industry who can’t should maybe pause your business until you can, it may make you more profitable than proceeding and spending more to correct, and the ongoing damage is going to cost more to undo.

Change and trust, they go hand in hand.