Working Winning Ways with Edd Stone (Technology Partnership)
11/10/21 • 36 min
1 Listener
Working Winning Ways is the new name for the podcast and for this shake-up Gary has a fantastic interview with Edd Stone of The Technology Partnership. Hear all about how Edd works with, understands, and builds strong relationships with people that can last over an entire career spanning different companies.
KEY TAKEAWAYS
- Relationships in business development are very important and should be nurtured over long periods of time. Many of their clients didn't predict that they would need work with The Technology Partnership again, but because those connections were there then the choice of who to go with was easy.
- It's the people who are trying to solve the problems within organisations who are the ones who will come to us to help them solve it no matter which business they're working for.
- You shouldn't assume you know what is best for a client at a particular time. You need to really listen to their needs and understand the nature of the problem in front of you. To do that you need to recruit great communicators who can make sure you're on the same page.
- Hard technical things are very rarely a solo endeavour, they require lots of people from different backgrounds to work together.
BEST MOMENTS
‘Cambridge is a low-risk place to do risky things'
‘At the end of the day it's got to hinge on commercial viability'
‘That curiosity is an aspect of being a great business developer'
ABOUT THE GUEST
Edd Stone:
“Cell and gene therapies have shown the ability to cure some of the most terrible diseases. I am passionate about finding ways to get these treatments to more patients by revolutionizing how we manufacture them.
For over 15 years, I have been fortunate to work with some of the world's most innovative companies to help bring new life science products to market. The last 7 years I have dedicated to cell and gene therapy manufacturing, spanning from commercial strategy through technology development and onto production.
I have worked with clients to develop new technologies, enjoyed the challenges of finding technical solutions, undertaking risk analysis, performing due diligence, creating new IP and meeting with regulators.
The Technology Partnership is an independent technology company where scientists and engineers collaborate to invent, design and develop new products and technologies.”
ABOUT THE HOST
Gary Williams has been in sales and marketing his entire career. The past 10 years have been dedicated to helping technically minded non-salespeople become skilled and confident in selling themselves and their services.
This show was brought to you by Progressive Media
Hosted on Acast. See acast.com/privacy for more information.
Working Winning Ways is the new name for the podcast and for this shake-up Gary has a fantastic interview with Edd Stone of The Technology Partnership. Hear all about how Edd works with, understands, and builds strong relationships with people that can last over an entire career spanning different companies.
KEY TAKEAWAYS
- Relationships in business development are very important and should be nurtured over long periods of time. Many of their clients didn't predict that they would need work with The Technology Partnership again, but because those connections were there then the choice of who to go with was easy.
- It's the people who are trying to solve the problems within organisations who are the ones who will come to us to help them solve it no matter which business they're working for.
- You shouldn't assume you know what is best for a client at a particular time. You need to really listen to their needs and understand the nature of the problem in front of you. To do that you need to recruit great communicators who can make sure you're on the same page.
- Hard technical things are very rarely a solo endeavour, they require lots of people from different backgrounds to work together.
BEST MOMENTS
‘Cambridge is a low-risk place to do risky things'
‘At the end of the day it's got to hinge on commercial viability'
‘That curiosity is an aspect of being a great business developer'
ABOUT THE GUEST
Edd Stone:
“Cell and gene therapies have shown the ability to cure some of the most terrible diseases. I am passionate about finding ways to get these treatments to more patients by revolutionizing how we manufacture them.
For over 15 years, I have been fortunate to work with some of the world's most innovative companies to help bring new life science products to market. The last 7 years I have dedicated to cell and gene therapy manufacturing, spanning from commercial strategy through technology development and onto production.
I have worked with clients to develop new technologies, enjoyed the challenges of finding technical solutions, undertaking risk analysis, performing due diligence, creating new IP and meeting with regulators.
The Technology Partnership is an independent technology company where scientists and engineers collaborate to invent, design and develop new products and technologies.”
ABOUT THE HOST
Gary Williams has been in sales and marketing his entire career. The past 10 years have been dedicated to helping technically minded non-salespeople become skilled and confident in selling themselves and their services.
This show was brought to you by Progressive Media
Hosted on Acast. See acast.com/privacy for more information.
Previous Episode
Engineering and Leadership with Pat Sweet
This week we have a fascinating interview with Pat Sweet of the Engineering and Leadership podcast. Pat has some great insights on what it takes to successfully lead professional services firms and his thoughts are likely to remind, reassure and reveal in equal measures! If you are in a leadership position or aspire to be, this is a great listen.
KEY TAKEAWAYS
- Engineers can do pretty much anything if you give them enough time and money. But you're not going to do that so there has to be a defined mission, and that clarity has to come from a leadership role.
- People in engineering often get moved into a management role as a ‘next step in career progression' instead of actually possessing people leading and management skills.
- A diversity in a team isn't' just about who we are, it's about creating diversity of thought.
- Addressing recently bias is something you need to be aware of, especially when it comes to remote working and those people who are remote missing out on opportunity.
- One of the best things a leader can do is demonstrate that's it's okay to be vulnerable. That allows teams to open up and pitch those ideas that could be kept quiet by a bad leader.
- A leader ought to be excited about leading, not just for leadings sake, but because they recognise the value they can provide the team and that they can enable the team to do what it does best.
BEST MOMENTS
‘As leaders we're so risk averse that clouds us from perusing interesting opportunities'
‘Good leaders leave their ego at the door'
‘If you're the hero and everyone relies on you, then what's the organisation for?'
‘Decision making improves when you have diversity of thought, and diversity of thought comes when you have a diversity of backgrounds.'
ABOUT THE GUEST
Pat Sweet, P.Eng., MBA, CSEP, PMP is an experienced engineering leader, project manager, product manager, writer, speaker, and coach. His mission is to help technical organizations thrive. You can find a link to his podcast ‘Engineering and Leadership' below.
tandemconsultingco.lpages.co/el-leadership-101-for-engineers
ABOUT THE HOST
Gary Williams has been in sales and marketing his entire career. The past 10 years have been dedicated to helping technically minded non-salespeople become skilled and confident in selling themselves and their services.
http://linkedin.com/in/garyquestas
Instagram: @bdcoachinghub
This show was brought to you by Progressive Media
Hosted on Acast. See acast.com/privacy for more information.
Next Episode
How to Become a Trusted Advisor
On this episode of Work Winning Ways, host Gary Williams of Questas discusses the evolution of the work winning employee and what your client wants from them. Also hear all about what it takes to become a trusted advisor, and just as importantly, how to keep being one.
KEY TAKEAWAYS
- Clients are becoming more and more demanding. You have to add good commercial acumen, understanding what the client wants to achieve. They also want you to show that you understand the world in which they work.
- The differentiator in winning work can often be a grasp of the things that affect the clients environment and the ability to talk in their language with the terms they use.
- Under promise and over deliver. If you're saying what the client wants to hear and over promising, then if you don't deliver, trust is broken. Expectation management is crucial.
- Clients will also expect you to manage them. Do you make their life and their job easier?
- Be proactive about meeting client's needs. To be proactive you need to know your client and what they will need and when. You will also need to know what they need but haven't asked for yet.
BEST MOMENTS
‘You need the ability to talk in the client's language'
‘Projects happen through people'
‘10 pm is not close of business, it's Monday morning'
EPISODE RESOURCES
ABOUT THE HOST
Gary Williams has been in sales and marketing his entire career. The past 10 years have been dedicated to helping technically minded non-salespeople become skilled and confident in selling themselves and their services.
http://linkedin.com/in/garyquestas
Instagram: @bdcoachinghub
This show was brought to you by Progressive Media
Hosted on Acast. See acast.com/privacy for more information.
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