Picture a bidding presentation where the only thing standing between a crowded room of skeptical engineers and their lunch is YOU – and your sales pitch! That’s not exactly an ideal position, but it was where Mustang Co-Founder Bill Higgs found himself in the early days of Mustang. Higgs took a creative approach on what could have been a room full of “hangry” people and spun it into a message about Mustang Engineering being other-oriented.
In Mustang The Story, Bill describes, “Starting with the first board member, I put a large Snickers® bar in front of each of them. I told them that I wanted them to focus on this presentation… not lunch!! I had worked my way down to putting a large Snickers® in front of the last board member, when I said ‘Oh and here is a small one for your baby’. That comment got everyone on both sides of the room laughing, because she was pregnant but not yet showing. It was very obvious through sight, sound, smell, taste, touch and feeling of empathy, that Mustang was really going to be focused on Metro [the client] and their needs…That is why we served Snickers® bars at all functions. We want to continually remind people to be other-oriented in our ongoing effort to build trust. Being other-oriented in all of our actions is a very positive differentiator that many find hard to believe at first.”
What can you do to create a winning deal and a lasting impression? For Mustang, it was all about building trust with the client. Satisfy their hunger for a strong collaboration, a useful contract, or perhaps just a tasty snack, and make a deal worth skipping lunch!