Essentialism

Published: October 30, 2015

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Why Storytelling Matters

This is the first post in a new series where we’ll be sharing stories from our company’s history.

Our value consultants tell sales reps every day that they should not try to discuss the entire value of a solution with their customers. It would be too much information. It would lack focus and clarity. Many aspects contribute to the total value—improved security, productivity, brand image, and so on—but to list every single one would be futile. Just choose the important ones, they say.  Start with the three or four that matter.

Defining a company culture by documenting every conversation, every event, and every characteristic of every person would be too much information. Just pull the important pieces—the four or five moments that tell the story.

So we’re taking a lesson from our value consultants. We’re collecting a few moments from our history that tell a story, so that whether you’ve known us for 10 days or 10 years, you know why we’re here. So that you understand a little bit of the energy and passion behind our work as part of this team.

As we launch a new series to share a few pieces of who Eco is, we hope you’ll follow along. Let us know: What stories matter to you? How have stories affected and shaped your organizational culture?

On Essentialism

When Ecosystems was first founded, our leaders had a dinner meeting with an executive named Jeff from a publicly traded company. Jeff was intrigued by how Ecosystems recently won a Fortune 100 client. He began probing. He asked all the standard questions:

What angel investors do you have? We didn’t have any.

What is the URL for your website? We didn’t have a website.

At least let me see your business cards, he said. We didn’t have business cards.

He immediately wanted to know, “what the heck have you been doing?”  Our response? We’d been focused on solving our customer’s problems.

Our priority was to serve the client and solve the problem. Courting angel investors, designing business cards, and developing websites were not our customer’s priorities — and therefore were not ours.

Today, we have business cards and a website. No angel investors–all sweat equity. But that dinner with Jeff many years ago signifies an important aspect of our founding principles: focus on what matters and what serves our clients best.