Jonny Adams

And when you said passion to me, I was listening intently thinking, how does passion fit within that? And I understood sometimes we hear the word curiosity as well. You're curious about this topic. It creates interest for you as an individual. And you've probably seen some benefit as well.

And when you said passion to me, I was listening intently thinking, how does passion fit within that? And I understood sometimes we hear the word curiosity as well. You're curious about this topic. It creates interest for you as an individual. And you've probably seen some benefit as well.

Yeah, that's a really interesting last point that you mentioned about culture. I wonder if by the end of the conversation we could probably dig a little bit deeper on that. I was with a client on Tuesday this week and we had a very eclectic mix of individuals across geography and we debated a lot about cultural alignment whether it works in different cultures and how that works.

Yeah, that's a really interesting last point that you mentioned about culture. I wonder if by the end of the conversation we could probably dig a little bit deeper on that. I was with a client on Tuesday this week and we had a very eclectic mix of individuals across geography and we debated a lot about cultural alignment whether it works in different cultures and how that works.

And we had behavioral scientists in the room that were helping shape the thought process, how humans work. So interesting how that cultural piece can affect referrals as well. Sorry, back to you, Matt.

And we had behavioral scientists in the room that were helping shape the thought process, how humans work. So interesting how that cultural piece can affect referrals as well. Sorry, back to you, Matt.

It is interesting you referenced that point and just on the reference of culture. I think the important part that you referenced there is that you're signaling your intent and you're signaling your direction and therefore that is globally known.

It is interesting you referenced that point and just on the reference of culture. I think the important part that you referenced there is that you're signaling your intent and you're signaling your direction and therefore that is globally known.

The other thing that is interesting and we learned this week from the behavioral scientists was around if you split the world into sort of three core areas, you know, you can look at it as sort of an Asia area, a North America area and a European area. There is a distinct difference around how people work together in business across Asia and America.

The other thing that is interesting and we learned this week from the behavioral scientists was around if you split the world into sort of three core areas, you know, you can look at it as sort of an Asia area, a North America area and a European area. There is a distinct difference around how people work together in business across Asia and America.

The fact that friendships, liking of your friends is seen as a much stronger driver towards business in Asia versus actually America. You first of all see people as professionals and then friends. So I wonder how...

The fact that friendships, liking of your friends is seen as a much stronger driver towards business in Asia versus actually America. You first of all see people as professionals and then friends. So I wonder how...

referrals play into that whether people are sharing referrals amongst the friendship group first and foremost in asia and then probably in the professional group in north america i just think it's an interesting approach well i'll respond to that by saying firstly that i don't actually see any difference in the results you get across cultures and therefore i guess i'm saying don't worry about it

referrals play into that whether people are sharing referrals amongst the friendship group first and foremost in asia and then probably in the professional group in north america i just think it's an interesting approach well i'll respond to that by saying firstly that i don't actually see any difference in the results you get across cultures and therefore i guess i'm saying don't worry about it

And that's exactly what we should be tackling today, is that question that you ask, which is the why. And there's so many obstacles that people face, which I know we're going to have to tackle today in this conversation to get your advice and expertise, Thomas. I think it's important that we... talk a little bit more about going into a little bit more about these referrals and some examples.

And that's exactly what we should be tackling today, is that question that you ask, which is the why. And there's so many obstacles that people face, which I know we're going to have to tackle today in this conversation to get your advice and expertise, Thomas. I think it's important that we... talk a little bit more about going into a little bit more about these referrals and some examples.

And then let's tackle that topic of, I think we're all building a business case here, which is great that they work. And I'm sure we could pull in loads of examples. It's just why do people not do it, which I'm really interested, intrigued about tackling throughout today's conversation.

And then let's tackle that topic of, I think we're all building a business case here, which is great that they work. And I'm sure we could pull in loads of examples. It's just why do people not do it, which I'm really interested, intrigued about tackling throughout today's conversation.

There is a prime example of success that we've found and where through driving, using intimacy with another organization that we've worked with for seven years, the story behind it, to your point there, Thomas, is this individual that we'd built a strong relationship with. He actually never procured from SBR, so never actually bought our services, but we built and formed a strong relationship.

There is a prime example of success that we've found and where through driving, using intimacy with another organization that we've worked with for seven years, the story behind it, to your point there, Thomas, is this individual that we'd built a strong relationship with. He actually never procured from SBR, so never actually bought our services, but we built and formed a strong relationship.