The exciting task of disrupting the industry as well as building strong client relationships is the basis of what he does - from converting sceptical prospects into satisfied users, to managing the inevitable teething issues of a new product, he offers valuable lessons in what it’s like to sell a platform of the future.

The INN8 Journey: Can you share a bit about your journey at INN8? How did you start, and what has been the most exciting part of your experience so far?​

Last week marked my five year milestone at INN8. It has been an interesting and enjoyable experience being part of the sales and distribution team since its inception and watching the platform evolve. The most exciting part of this journey has been our role as industry disruptors and observing our competitors take notice with a hint of concern towards the "new kids on the block." Although it has not been without its challenges, the exceptional and dynamic team I work with has made it all worthwhile.

‍Day in the Life: What does a typical day look like for you as an SIC at INN8? Any interesting or challenging moments that stand out?​

It's a balance between connecting with advisers on a personal level and assisting them with any issues or training they may require. Like any job or even a hobby, there's always an element of admin and frustration.  

However, this is the nature of the beast, especially with something as new as we are. These challenges should be seen as opportunities that are often very rewarding when resolved. This is what we're here for and understanding that teething issues are inevitable makes dealing with them, and our advisers, much easier.

‍Key Learnings: In your role, what are the key skills or insights you've gained that have been crucial for success in business development at INN8?​

Key learnings from this project include recognising that such endeavours are never easy, but persistence and hard work will eventually pay off, leading to the achievement of set goals. While it may seem hard to believe at times, resilience is crucial in any aspect of life, and it plays a vital role in the successful business development of INN8.

‍Favourite Project: Could you share a project or client interaction that you found particularly rewarding or memorable? What made it stand out?​

My favourite interactions are those where I can convert a sceptical prospect into a fully-fledged and satisfied user. As always, an adviser will voice their frustrations, but convincing them that these issues are significantly outweighed by the larger benefits—especially when compared to other platforms they have used in the past—helps secure their buy-in to our greatly improved and user-friendly platform.

‍Client Connections: Building relationships with clients is a crucial aspect of business development. Can you share a story about a client interaction that taught you something valuable or left a lasting impression?​

While building relationships is crucial in our work, my best client interactions are those that occur on a much more personal level. Anyone can deliver a well-prepared sales pitch but understanding that people buy from those they trust is vital in any business development role. My favourite interactions are those where we don't even talk about work, like when we run or cycle together and share common interests. These may even include having a few beers together.

Challenges and Solutions: Every role comes with its challenges. What's a challenge you've faced as a BDM, and how did you overcome it? Any lessons learned?​

As a new platform entering the market, our biggest challenge is selling a product that has not yet reached its full potential. The task is to clearly explain this to clients, set realistic expectations, and make the best use of our current capabilities. It’s crucial to convince advisers that, despite any current shortcomings, the working features of INN8 are highly functional and will make their lives easier.  

Personal Growth: In your time at INN8, how have you personally grown, either professionally or personally? Are there any experiences that have shaped you?​

As a new platform entering the market, our biggest challenge is selling a product that has not yet reached its full potential. The task is to clearly explain this to clients, set realistic expectations, and work with what we currently have. It’s important to convince advisers that they will eventually need to transition to INN8. Despite any shortcomings in the proposition, what works on the platform works well and will make their lives easier.  

Advice for Future BDMs: If you could go back and give advice to yourself when you started as a BDM at INN8, what would it be? What advice do you have for someone aspiring to join the INN8 family?​

The most important advice I can give is to remain positive and patient. Every industry, job, or aspect of personal life has its challenges, and it's essential to see through them and focus on the bigger picture. In an SIC role, not all interactions with prospects will yield immediate results. As we often say, we need to keep feeding the pipeline. Too often, people leave a job before it yields the results they want, and they end up leaving too soon, undoing all the hard work that has taken years to achieve.