Today we’d like to introduce you to Wayne O’Neill.
Wayne, can you briefly walk us through your story – how you started and how you got to where you are today.
Prior to starting my coaching practice, I spent twenty-five years in the project delivery industry as a national and regional account manager for companies such as PSA/Dewberry, Bovis and Gilbane Building Company. During this time, I noticed two interesting things: service providers struggled to convey their complex and subtle value proposition to owners (buyers); and owners struggled to identify impactful service providers. I learned that I could better connect with an owner, and consequently develop long-term account relationships, when I spent time researching and learning the important business and political issues driving needs for owners. When I did that, I was able to better connection solutions to the owner’s challenges.
In 2005, I decided to launch RESET, an account development coaching practice focused on bridging the gap between the owner and service provider groups. We coach The Connection Process; our methodology that is designed to help businesses grow in a faster, more collaborative, and intelligent way. By showing leadership teams how to unhook from traditional linear sales techniques, and focus on systematically gathering intelligence and leveraging their value, we help them build the flywheels their companies need to achieve long-term sustainable growth and profitability.
Great, so let’s dig a little deeper into the story – has it been an easy path overall and if not, what were the challenges you’ve had to overcome?
The biggest challenge- which is also the greatest opportunity- has been that landscape of sales is changing dramatically. We’re not in the age of just “doing deals” anymore. Instead, we have moved into a world where the ability to connect and articulate your true value reigns supreme. You have to think long and hard about the process of reaching out to any potential customer. It’s the starting of the conversation that now leads to the more predictive building of accounts.
In our personal lives, we understand what it means to “click” with somebody. What’s happening in the business world is that the process of “clicking” with your client is happening on a much grander scale than we imagine. Simply put: you need to stop selling and start connecting.
Getting my clients to recognize the problem and own the transformation process is the first step as well as potentially the greatest hurdle. By the time I work with people, they are often stuck; stuck in bad habits, outdated behaviors, dying methodologies. Stuck in a business that has plateaued or perhaps even plummeted. It’s actually shocking how few choose to truly acknowledge and address this.
Alright – so let’s talk business. Tell us about RESET – what should we know?
At RESET, we coach businesses to grow in a more effective way by showing leadership teams how to systematically gather and leverage market intelligence to consciously create authentic connection with customers. It is this authentic connection that leads to long-term accounts with desirable customers, and greater profitability for their business.
We are known for working with leaders that have a track record of success. It may seem counter-intuitive that already successful businesses would come to us for help, but in reality these are the people who have proven they are more flexible in their thinking and are committed to continuous improvement.
Success is about constantly learning, evolving, and figuring out the right ways to leverage what you know. Anybody can do this if they learn how to gather and assimilate information in a systematic and repeatable way. Watching people excel beyond their own expectations gives my team and I satisfaction year after year.
From an internal perspective, the proudest accomplishment as a leader within my own firm has been cultivating the rise of two outstanding millennials in our company- Maurielle Balczon and Kevin Cray. Both joined the team shortly after university, and I immediately knew they were different. Rather than treating them like beginners, I encouraged them to participate in executive-level meetings with myself and our clients. They learned at a fast pace, and I expanded my own point of view by listening to their perspectives. Today, Maurielle and Kevin hold senior-level leadership positions within our company and they are still very early in their careers. I can’t wait to see what they do next.
Is there a characteristic or quality that you feel is essential to success?
The truth is, I’m known as an instigator. I like to push people. Always in a respectful and professional manner, but I continuously push them to think differently. I get tremendous personal satisfaction from watching clients’ master growth-related skills, and develop into people who add even more value and impact to their relationships. Their confidence flourishes and they lead their companies to long-term, sustainable success.
Contact Info:
- Address: RESET
10497 Town & Country Way
Suite 700
Houston, TX 77024 - Website: www.resettogrow.com
- Phone: 713-239-1108
- Email: woneill@resettogrow.com
- Facebook: facebook.com/woassociates
- Twitter: @ResetToGrow
- Other: https://www.linkedin.com/company/reset-to-grow
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