You Can’t Declare a Culture Into Existence. You Have to Build One

A friend of mine runs a company that builds software for other companies. He has the same problem in most sales meetings. He shows what the system can do, the prospect leans forward and asks how it works, and my friend, who is not daft, goes slightly vague. If he explains it properly, they might go away and build it themselves.Some of them go away and build it anyway. About a year later, a fair nu