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RSS feeds. Describe yourself in 10 words or less.
ctor in August '97, precipitating enormous company growth. Recent figures show that from January last year, the UK customer base has increased 40-fold and revenues 15-fold. Last year, Derek was promoted to country manager, UK & Ireland, and has recently taken on responsibility for the Middle East. A. Fun-loving Scotsman who likes rockabilly, is very determined, committed and customer focused.
Q. What has been your proudest moment in sales?
A. When our customers are willing to reference our products and services to both the press and prospective customers.
Q. What (if anything) makes you laugh at work?
A. The diverse fashion choice of my colleagues! Also, the music they select from the company jukebox.
Q. What is your greatest contribution to your current workplace?
A. Clearly, it has to be a 1952 Seeburg jukebox. It is a great icebreaker with prospective clients, as well as providing entertainment for the team - I'm a firm believer in the philosophy 'work hard, play hard'.
Q. What aspect of your personality is to your greatest advantage in business?
A. Focus on people.
Q. What would make you dislike a client?
A. Someone who didn't wish to share their objectives with us.
Q. What has been your brightest business idea
A. Building 'client development' into the sales cycle. My sales team only meet people who have a business need that we can fulfil, have budget and wish to conclude within a quarterly timescale.
Q. When are you at your best? On the phone, face-to-face or in writing?
A. I hope people would say face to face. That way, they can see genuine honesty and respect.
Q. Are you a good manager? Why?
A. I couldn't answer. But I hope that staff and colleagues respect the autonomy and responsibility I give them.
Q. In one sentence, why should I work for your company?
A. There aren't many companies that can currently boast a 200% year-on-year growth rate, rapid staff development and a focus on client satisfaction.
Q. Whose job would you like to have?
A. Chairman of Motherwell FC - I'd love to see them take a great leap forward!
Q. If you were to set up your dream business (for fun, not profit) what would it be?
A. Rockabilly and football training club for underprivileged kids: everyone deserves a chance in life.
Q. What's the best piece of advice you've ever been given and did you take it?
A. Never assume! Yes, I did take it - after painful lessons were learnt by assumption.
Q. What would an enemy fear about you?
A. My sheer determination to achieve whatever I set out to do.
Q. What work of art do you wish you'd created?
A. The Scottish Highlands.
Q. In what circumstances would you tell a lie?
A. At a Rangers' social club, when asked who I support! (Motherwell)
Q. What's the most enjoyable way to gamble?
A. When you know you're on to a winner.
Q. If you could go back and change one thing about your career, what would it be?
A. Prior to becoming UK country manager at Open Text, I worked in programming and development before moving into sales and management. Recently, I spent a day on our reception desk and it was one of the most challenging working days of my career! I wish I'd had the time to experience each of the different disciplines involved in the business, so I could fully appreciate everything that has to be done by the people that I work with.
Q. Name something you'd like to have experienced before you die.
A. Motherwell winning the Scottish Premier League.
Q. What would you like your last words to be?
A. "Kilts up!"
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