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User interviews
21 Sep | Jose
WhatsApp
Jobs to be done of client
Would be interested in Le Map services
https://tldv.io/app/meetings/6149921d702908001406edf5
tl;dv: Jose Fernandes and Stefan Olbrich
[
00:18
] Jose
[
00:19
] bumblebee.co.za
[
01:22
] https://www.linkedin.com/company/bumblebee-consulting/
[
01:55
] e partner with visionary companies and help them achieve success by advancing technology across the African continent.
[
02:04
] 34 employees
[
02:30
] 8 or 9 years old
[
02:37
] Started by sean o connel
[
02:57
] Sold airborn consulting 10 years ago
[
03:07
] Sean is a big dog in the IT space
[
03:19
] Sean is owner of bumblebee
[
03:32
] Sean has known OM for 20 years
[
04:17
] https://www.linkedin.com/in/seanoconnellsa/
[
04:27
] He acquired company called squim- QA company
[
05:04
] Started recruiting into OM and bumblebee
[
06:13
] Recruit consultants
[
07:17
] https://www.linkedin.com/in/jose-fernandes-55585755/
[
07:28
] Sanlam, metropolitan - clients
[
08:25
] NB, checkback if there are more clients
[
08:43
] CLients have gate keepers, need to build trust to be able to be given the opportunity to compee
[
08:54
] Requirement: BBEE, knowledge and passion
[
09:04
] Going to be efficient and responsible
[
09:21
] Rates have to be right
[
09:56
] CCMA - have to be compliant
[
10:49
] Standard bank
[
11:24
] Also need the value prop, will you stick out above comp
[
11:49
] Seek to meet and understand a relationship with a hiring manager
[
11:59
] Then build relationship with executive
[
12:26
] They put you in tough wiht head of dev
[
13:16
] Struggle to identify the right people?
[
13:33
] "Can you help me with a relationship with OM?"
[
13:51
] Important to build deep relationship with client
[
14:33
] How to contact peopel
[
17:28
] Come back
[
17:45
] Get into new client: Interviewing people
[
18:15
] He might speak speak to someone who has worked for a prospect
[
18:27
] INterviewees give lots of info
[
19:47
] People getting fatigued on linkedin
[
20:03
] LinkedIn works to an extent
[
20:19
] WhatsApp works best - even telegram
[
22:05
] Could we give whatsapp number with intro/referral message
[
22:18
] Does he want to reach out to new people in corporates?
[
22:36
] "I need to grow client base in Africa & Europe"
[
23:12
] Very interested in us helping him understand corporate strutures abroad
[
23:19
] Employees are getting poached
[
23:47
] Need to protect employees from leaviing by becoming international
[
24:16
] Dedicated sales team: Tripled in 4 years
[
24:26
] recruiting bus dev as we speak
[
25:28
] TrustMe
[
25:36
] Sometimes refuse to give reference
[
25:53
] How important are references/testimonials
[
26:25
] Answer for the individual: Very very important, need to establish credibility
[
27:08
] Would he go on lunch club?
[
29:19
] Submit IKM test
[
31:52
] Havent sought tesimonials from clients
[
32:07
] Should pursue it
[
32:26
] Although hasnt ever ben asked for a testimonial
[
38:56
] To get into a client: Need to understand the painpoints of the business. Their jobs to be done when working with you
[
39:43
] Need to learn to map out the client
[
43:09
] High touch service-based vs tool
[
44:07
] As a high touch business (service-based), he would dedinitwly go for a more high touch bsuiness approach
[
53:39
] Are we helping improve the supplier relatiosnhip
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21 Sep | Jose