Selling To The "One Legged Stool"

Recently I received a telephone call from an anxious Business Development Manager looking for an introduction to one of my key Contacts in a certain Accountancy practice in Aberdeen. “I’ve been dealing with the same person at xxx for years” he said, “but I’ve just been told they’ve moved on, can you introduce me to X”?

This is not uncommon. Developing a professional relationship with only one buying influence in an organisation is an extremely common and often deadly scenario. It’s what I refer to as the “one legged stool” strategy because it’s just about as stable as such a contraption. When you’re negotiating the organisational labyrinth of a modern company, it’s imperative that you develop as many relationships at as many levels as possible and to enhance these with with a solid network of “coaches”. I often comment that change is todays only constant. If you find yourself in the cold when a sole contact leaves a business then you should probably take it both as a lesson and an opening. You may or may not be able to rescue the single sales objective that hinged on that one individual , but you can start developing a network for future opportunities. Starting from scratch isn’t a very comfortable position, but at least it can’t be confused with a false sense of confidence. Sometimes recognising your ignorance is a decent starting point. I’m sorry if that sounds harsh, but I believe it to be true. This scenario however provides you with the incentive you need to build a* stool that won’t wobble.*

Think about it. How many of your key corporate relationships hinge on one key personal relationship?

Selling To The "One Legged Stool"


Mervyn continues to be great support to both myself and the business in achieving our growth ambitions. We have benefited hugely from his forward thinking, guidance and energy and look forward to continuing this in the future. I would have no hesitation in recommending Mervyn and Cameron Carnegie if you have plans to scale your business.

Ian Joy , Managing Director ERG Scotland Ltd

Once we decided to source training for our Business Development and Account Management teams, we turned to Cameron Carnegie for assistance. I was initially a little apprehensive about the training taking place digitally, but Merv delivered an excellent, engaging training course really ensuring that he took time to involve each member of our team, providing them with simple tools to use going forward. I was genuinely blown-away by the improvement across all of the team and I wouldn’t hesitate to recommend Cameron Carnegie if you are looking to improve the performance of your Sales Team.

Matt Nicoll , UK Commercial Manager Swire Energy Services

"We engaged Cameron Carnegie to undertake some bespoke training to upskill the team in the areas of Sales & Account Management. The solution was tailor-made to suit our business and we are all delighted with the results which have been easy to quantify and measure. We would definitely engage Cameron Carnegie on similar assignments and would have no hesitation on recommending them."

Scott McIlwraith , General Manager - Renewable Energy Kuiper

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