The Company You Keep

The Glue

Allan Dall, CEO of tech consulting firm The Glue, talks to Janice about how attracting valuable customers is only one part of growing your start-up. He reveals how a unique customer experience is the answer in even the most saturated of markets, and why it's important to back yourself even in those early days.

Tune in to hear from Allan about how to adjust your approach as you grow and to address problems such as staff retention through data.

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The Glue

Allan Dall started The Glue, servicing high-risk industries – and he shares his secrets in making your business stand out in this episode of The Company You Keep.

Allan’s success comes from understanding business competition. There are plenty of small IT firms, but The Glue focuses on the mid-market, servicing highly regulated industries. 

How has the company managed to thrive? By focusing on competitive differences. Allan recalls convincing one early client why they should trust The Glue: he offered them something no other industry player would.

“I said, 'Well, it's quite simple really. You have a contract with us, that says you can walk away with no penalty in 14 days.' A lot of our competitors in this space, are looking for one, two, three, five year contracts with fixed recurring revenue.”

That’s a massive financial risk, but it’s paid off for The Glue. The other major competitive difference is that The Glue writes its contracts by putting the onus on itself, not the customer.

For other small businesses hoping to find a competitive difference, Allan offers this advice: focus on your point of difference more than anything else. “Know what they are, know your value, and communicate that with your customers, and don't take every piece of business that comes along. “

Allan also says the business has benefited from using My Business resources, particularly in the HR space, to take the burden off itself. “I think it offers a lot of great services. Particularly for us, one of them is HR Advance.”

Disclaimer: Our guests are real business owners and their experiences are their true stories. The guests express views and opinions that are from their own learnings and insights.

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