Volume5 Issue3_Larger_2019_Finalised

Business Development
www.londonbusinessjournal.co.uk
have any connection with either
University), we support a football team –
and immediately learn to detest whoever
the local rivals are. We support the Left or
the Right and rarely consider the merits of
the other wing, once a decision is made.
Strongly we stand about right versus
wrong and good versus evil.
With this culture embedded within many
of us, is it really, difficult to understand
why so many find it difficult to open
warmly to organisations who in other
aspects might be considered rivals and to
trust them, with a view to build mutual
benefits.
The best summary as to what makes a
good collaborative relationship is best
summed up by my friend and business
partner, the late John Langton. He said:
“In any partnership arrangement, when
both sides feel that they have given a bit
more than they are likely to receive, then it
is probably about right”.
How right John was! He led the five of
us to an astonishing business relationship
with the famous UK life assurance
company – Sun Life. John and his
number two, Ian, had many years
experience at the head of similar but
smaller companies. They roped in three
younger directors – Paul an actuary with
the ability to design and cost attractive and
profitable products, Roger a young but
experienced Chartered Accountant to run
the financial and support operation and
myself to run the Sales & Marketing,
where I had great experience and
knowledge.
We took a year, negotiating with Sun Life
and proving our credentials to them. We
knew we had the skills to run a highly
successful business but, what we did not
have was the large administrative
operation that would be needed, nor the
established name and tradition of a 160
year­old company with a household name.
Neither did we have the, not insubstantial,
capital needed to launch the enterprise and
Volume 5 Issue 3, 201 9
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