So I am Rob Hine. I am currently the Head of Trade and Partnerships at BSI and I've been with the organisation for just over 28 years.
So when I first heard about the training that David was undertaking with BSI, I was really interested in it, primarily because I deal a lot with influencers outside of BSI to try and help create supply chain demand. So when David was talking about principles of persuasion and pre-suasion and I really wanted to try and find out a bit more about that and how it fits with our current business model.
So from my experience of the training up to this point, I can't really think of anybody within any organisation that this wouldn't in some way benefit. For BSI, certainly the sales team, the key accounts team and marketing, who perhaps don't work as closely together as they could do anyway, really helps to create a unified message and to streamline our value proposition. So they're hearing the same message from before they're even looking while they're looking during the course of making that proposal decision, and then afterwards, while we support them on their ongoing customer journey.