Inside Insync is all about digging a little deeper into the human side of our company and introducing you to us in a more personal way.
Six Surprising Things is our series to discover some unknown gems about the people who make up Insync Technology. These insights range from things they’ve learned or love about their work here with us, to personal details about what makes them tick.
Today we meet:
Richard Charnock: Business Development Manager – Southern Area Victoria and Tasmania
Time with Insync: Three and a half years
Previous notable time: Pretty much every sales and marketing job you can imagine
Six Surprising Things with Richard Charnock
Inside Insync: Finally we get to meet the legendary Old Guy Who Breaks Things!
Richard: Er. Yes.
Inside Insync: No shade – it’s how you describe yourself right?
Inside Insync: Have you broken anything lately?
Inside Insync: We’ll get more into that later. For now, let’s get started.
Technology doesn’t excite me
Inside Insync: That IS a big surprise given you work for a tech company.
Richard: Can I continue?
Inside Insync: Sorry. Yes.
I actually think it’s incredibly important to have people in tech companies that aren’t driven by tech. Of course it’s useful, and of course, our technical experts are top of their game (in fact they’re the best technical people I’ve ever worked with). But what interests me, and what drives my conversations with customers all stems from that word: useful.
For example, we have this project with TasPorts at the moment. They are not the world’s biggest organisation but they recognised they needed external help to work through some key business challenges. These customers are fantastic to work with. They’re good people and they want to be helped. You don’t want to let them down.
You can’t jam any old piece into a puzzle and make it fit
In a (very unfancy) nutshell my job is to sell the services that Insync Technology provides. But I am not AT ALL interested in the hard sell or pushing products or convincing people they need something just because we provide it.
To decide if something is an opportunity I look at fit. Is this opportunity something that we can address? Do we want to? People can be mistaken about what we actually provide. Sometimes in all honesty we can’t do what they are seeking so we’re honest and open about that.
Integrity is absolutely fundamental to me and to the culture here at Insync. I’d rather tell a hundred potential customers we’re not the right fit than mislead a single person.
Part of my job is sleuthing
You know those more old-fashioned crime shows where there’s one PI on a murder case, and he really takes his time, getting to know the victim’s habits, lifestyle, friends and family?
In some ways my job is like that. A huge part of our business is referral. So we get a lead (or a tip-off) and then it’s up to me to start investigating. Is it an opportunity worth following? If yes, how much time and energy does it warrant us investing?
I often do the initial groundwork, lay the foundations and then I get other team members involved to determine what it is we can offer this particular customer and if it’s worth pursuing. I like being that conduit – the person between the technology and the people we are helping.
Walk your talk or stay still
In a previous job I worked with a guy whose favourite saying was about promise makers and promise keepers. You can be either one. Insync Technology is a company of promise keepers.
As I said above, a lot of our work comes to us via referral because we have a good name. We wouldn’t do anything to damage that reputation.
But more than that, Insync Technology is a company that really cares about its customers. Having been in sales and marketing type roles most of my working life, I’ve learned you cannot underestimate the importance of caring about your customers.
If it’s humanly possible we will meet the expectations of our customers. It’s this commitment and care that gets you going and keeps you on track.
There’s no such thing as small bananas
Inside Insync: Um … what?
Richard: When I started at Insync Technology there were about a dozen of us. We had these numbered hats with bananas on them to keep track of us all (like B1, B2 and so on).
Inside Insync: That’s hilarious.
Richard: It was a lot of fun.
We’ve grown incredibly quickly over the last three and a half years. This is exciting but also challenging. You can’t run a bigger company the same way you run a small one. You have to keep evolving and improving.
My point about the bananas is that no detail is too small when it comes to the quality of how to run a business. Growing means new categories of challenge emerge. As an organisation we need to step up to that. Keeping up with our own success is a bit of a challenge.
The other thing about bananas …
Inside Insync: You have a second point about bananas?
And it’s that there is also no such thing as small bananas when it comes to customers, their challenges and how we work with them. Human beings are designed to be better at helping each other than helping themselves. We want to solve other people’s problems.
This is what we do at Insync Technology. I don’t see that as being just nice or fluffy or caring, it is what we are designed to do as humans.
Yes, I DO like to break things.
Inside Insync: Finally. This is such a great story.
So it had become a running theme in the company about how much Damien Margaritis - our Technical Solutions Professional who is a universally competent person, whereas I am universally incompetent - was always helping me out especially in regards to technology.
Someone suggested I start a blog about it and so: Old Guy Who Breaks Things was born. Of course part of the blog is about having a laugh – and hopefully connecting to our customers and others who need technology but also don’t really understand it.
But it’s also about the value of lateral thinking. Any idea is a good idea. Even if you have a silly idea it could lead to very serious, useful idea.
Inside Insync: That’s great. So you really don’t mind being the old guy?
Richard: I get a kick out of it.
The flipside of being an old guy at a tech company is how wonderful it is to work with younger people and other generations. Everyone should do that as they get older. You can learn so much.
Inside Insync: You’re pretty cool. For an old guy.
Inside Insync: Thanks Richard for your time and for telling us Six Surprising Things.