Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / From Egusi to Enterprise: Landing Big Deals

Transcript

From Egusi to Enterprise: Landing Big Deals · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Hello and welcome to the show today.
0:03
I'm not in the booth, so expect to hear some noises bleeding in
0:06
from the background. And before we begin, I have
0:10
been, there's a couple of listener shout outs that we
0:14
haven't gotten to. So let me see.
0:16
I will pull up my aha. Yeah.
0:19
So let me have a look at LinkedIn.
0:21
So listener shout outs First off to Afiz Adigo.
0:25
He's a managing director in Lagos.
0:28
He reached out on LinkedIn, says it's a pleasure to be a part of
0:32
my network. Let's see.
0:33
Okay, found me on the podcast and he's thankful for the
0:37
insights and the experience that I share with you guys.
0:41
So yeah, thank you very much, Afiz Adugu for listening to the
0:44
show and for reaching out. And so for those of you who are
0:47
also just discovering the show right now and you think you're
0:50
getting valuable Nuggets from the show, please share to other
0:53
people so that they can tag along and also get some good
0:57
stuff. Then there's also a message from
1:01
Digital Yousuf. Interesting name.
1:05
I'm assuming that Digital Yousuf is not his real name.
1:07
I'm assuming that's a professional Monica or
1:09
something. So let's see.
1:11
OK. I also came across profile
1:13
because of the podcast and is thankful for the value that I
1:16
deliver on the show. It says keep up the good work.
1:19
And Yousuf, thank you very much. And by the way, in case you guys
1:25
can't tell, I'm looking forward to meeting and chatting with
1:28
more of you because this is also how I get questions for the
1:30
show. That's for those of you who
1:31
reach out and who have questions because I'm currently having a
1:35
chat with Faith Ed Edo. Is it Edo or Edo?
1:40
I can't remember. And she just finished from
1:43
University of Ibadan. I think about to go for NYSE
1:46
soon. So we're having a chat, trying
1:49
to figure out a bunch of things that we can do to get her,
1:53
excuse me, to get her more and more business up and running.
1:56
But that's going to be a podcast episode for another time.
2:01
By the way, lot of warning because I'm interacting with a
2:05
bunch of folks and I noticed that, you know, a couple of them
2:07
are students, you know, yeah, three entering year 4, you know,
2:11
that kind of thing. People are about to graduate and
2:12
blah, blah, blah. And I'm helping people pro bono.
2:15
It does not mean that I am here to do for the Christmas.
2:20
So there actually is a business. And yes, I do have ways of
2:23
sniffing out those of you who are looking for free advice.
2:27
So yeah, reach out, let's have a chat.
2:29
I try to help as many people as possible, but if it looks like
2:35
you're just trying to get free advice, you know, we're adults,
2:37
so we have to sit down and have the conversation.
2:40
But yeah, I'm not going to chase away the faiths and Zainab and
2:48
who else? I can't remember the other
2:49
lady's name, the one from University of Port Harcourt.
2:51
Yeah. So I'm not going to chase you
2:52
guys away. So reach out.
2:54
Let's chat then. OK Victor Agawa as well is a
2:58
content marketer. OK.
2:59
I didn't get where he. I'd have to check his profile
3:02
for that. He's a content marketer.
3:04
And. OK, same through the podcast and
3:08
was impressed that not many people send messages after
3:11
connection requests. And so you can see, here's a
3:14
live testimony. You reach out to me, you
3:16
definitely will hear from me, even for those of you who don't
3:19
send messages first because I send messages to everyone.
3:23
So let's see what else? Oh, and by the way, that is
3:26
proof, like I've been saying that I respond to everyone, you
3:29
know, even if it takes me 12 hours or 24 hours, eventually
3:32
I'm going to get your message. So with those shout outs out of
3:37
the way, let's head straight to the topic for today.
3:41
So today on the podcast, we're going to look at how to win high
3:43
value deals. This is not a question that I've
3:46
been given in the past. This is something that I just
3:48
think we ought, we should consider here on the show.
3:51
And I want to bring a different perspective just so that a whole
3:55
bunch of us realize that high value deals are more accessible
3:59
than we think. Because for the average Niger
4:02
kid now I'm assuming that when they hear high value deals,
4:05
they're thinking big, big, big, big, big, you know, fintech, you
4:08
know, that kind of thing. Raise like 10:00 AM and all that
4:11
suite money that we hear on the excuse me on the podcast and on
4:16
the blogs. You know, when you hear that.
4:18
So, so, so start up did funding round and they collected 10M in
4:22
seed and seed round, you know, something like that.
4:24
So 10 M dollars, probably not a lot of money, but then you do
4:28
the conversion rate and you know, it's looking like some
4:31
sweet cash after all. And then of course, people who
4:36
are part of the incubators, like the last time that I spoke
4:38
about, one of my mentees that I'm working with who is going
4:41
through the OCIF, that's the Orange Corners International
4:46
Fund or something like that. I think that that's for the
4:49
Kingdom of Netherland and they finance some programs through
4:53
Faith Foundation Lagos. And so people who are going
4:56
through that program, that's people who qualify at the end of
4:59
the whole thing, what they receive is A2M.
5:01
But at 2 million, unfortunately it's not dollars, it's
5:04
2,000,000, you know, naira. But still it's not, it's not
5:07
bad. And the point I'm just trying to
5:08
make is when most people hear high value deals, this is what
5:11
they think of. They're thinking big, big, big,
5:12
big, big, big. They're thinking $10 million,
5:15
two million naira. And they're thinking, you know,
5:18
fintech startup and all these sorts of things.
5:22
So just to let you guys know that high value deals are more
5:24
accessible than you think. But First off, before we even
5:27
get to that side of what how our high value is accessible, we
5:30
have to figure out what is a high value deal.
5:33
So a high value deal over here on the podcast, we like to keep
5:37
definitions nice and simple, which is not to say that if you
5:41
go and check your business textbooks, you'll find much more
5:43
robust definitions. So let's go my own simple
5:45
definitions for now. So high value deal just means
5:48
business transaction that has big, big revenue and big, big
5:52
profit. Now for all these businesses
5:56
that have huge revenues or huge profits, they are characterized
6:00
by a couple of things that we should keep an eye out for.
6:03
For those of you who've been listening to the podcast for a
6:04
very long time, judges me, you will see that none of these
6:08
things come as a as a big surprise because we've been
6:12
hearing it from from time immemorial since I've been
6:16
podcasting over here. So number one, large contract
6:19
value. So that means you're dealing
6:22
with huge sums of money and it requires a big financial
6:25
commitment from the client, the person paying.
6:26
On the other hand, then another thing is characterized by his
6:30
long term relationships because there's no how you're talking
6:34
big money that it doesn't imply a sustained business
6:38
partnership, whether it is clean business, because whether it's
6:43
clean business or whether it's even if it's illegal business,
6:45
even if you're doing drugs, you know, it has to be sustained
6:48
long term partnerships. There's no big money that comes
6:50
to short term partnerships just doesn't happen.
6:53
So if you're looking for that kind of thing that you want to
6:55
hammer, but then you don't want to, you know, you don't want to
6:59
schmooze and you don't want to do none of that.
7:01
Just perish your thought. It doesn't, it doesn't work, at
7:06
least not in the beginning. If you want to be like this guy,
7:09
Rick Rubin, you know, legendary producer and and Prince and the
7:14
rest of them, in the beginning, you know, they had to schmooze
7:18
when they now became Rick Rubin and Prince.
7:21
You can now do that solo thing and blank everybody and mind
7:25
your business. But in the beginning you have to
7:27
schmooze. We can't we can't get around it.
7:29
Then it's also going to involve complex negotiations because
7:32
when you're talking big money and you're talking complex
7:34
deals, know how know how you're going to be talking to multiple
7:37
stakeholders, different people's and then the Times Now become
7:40
intricate. So there's some complexity
7:42
there. We can't run away from it.
7:44
There is no simple subject matter, simple thing that brings
7:47
big money by itself. I will going to the different
7:52
circumstances where that can happen then these things also
7:57
have to be high impact solutions.
8:00
They address critical challenges that people are facing, which is
8:04
why right now a lot of the big money seems to be chasing the
8:07
startups and the fintechs and the AI and the everything.
8:10
Because right now that is where you point some money and you
8:14
get, you know, big results, big changes, big impact, and then
8:20
you can charge accordingly when you get into the market.
8:25
So for those of you who've been listening for to the podcast for
8:29
any length of time, you will see that what the rest of the world
8:32
calls high value deals. That is what those of us in
8:38
sales and business development disciplines, this is what we
8:40
call complex sales scenario. We talk about these things ad
8:44
nauseam on the podcast. In fact, I mentioned it, if not
8:49
every week, every other week. And I've been waiting for
8:51
someone to actually say, dude, you talk about complex sales
8:55
scenarios too much, can we move on?
8:56
I'm glad that nobody has said that because complex sales
8:59
scenarios are actually the Coco of what we're doing over here on
9:02
the broadcast. If we want to make that creamy
9:04
money, that good moolah, you know, it doesn't come from doing
9:07
the simple stuff. It's the complex stuff.
9:09
Or we do the simple stuff, but then we ratchet up the volume.
9:12
But by the time we ratchet up the volume, you trans, you'll
9:14
see that some complexity has started entering the whole
9:17
thing. So yeah, so high value deals is
9:22
just the same thing as complex sales scenarios.
9:24
What we talk about over here on the podcast or if you check your
9:28
favorite YouTube or whatever, all the same thing.
9:31
So if you've been following people talk about high value
9:33
deals, no problem. You've been following people
9:35
talking about complex sales scenarios.
9:37
No problem, you're on course. So if you, like I said, if you
9:40
want to do a simple sales scenarios, then if you want big
9:43
sums of money, then you need big trans.
9:45
I mean, huge volume of transactions.
9:47
So volume, volume, volume. So if you're doing a Gucci,
9:51
that's my favorite example to give on the podcast because it's
9:56
relatable. So if it is a Gucci, that's a
9:58
commodity good. It's low, low price.
10:00
It is not a complex subject matter.
10:02
It does not involve complex relationships because if I go
10:04
there, it is me and the woman reprise.
10:07
I pay, I collect my money and then I leave.
10:10
And because of that, long term relationships are not desirable.
10:13
So if you're going to be a in the Ugusi market and you want to
10:17
make money here, you have to think of volume of transactions.
10:20
So you have to try and sell as many cups of Ugusi at 3000 naira
10:25
as possible. It's volume, volume, volume,
10:26
volume as you move your cups. If you can be selling 100 a
10:29
hundred cups a day, you know, that's that's good, that's not
10:32
bad money. But then if you want to pursue
10:35
high value deals in the agusi market or in the agro
10:38
commodities market, those sorts of things, we have to think
10:41
bigger, not just volume, but we have to go larger in scale.
10:45
So we have to think of a large contract value.
10:50
So in this case, oh, by the way, apologies, you know, for the
10:53
sounds in the background. The munchkins are just are just
10:56
doing their things, you know, just me and rascals.
10:59
Where was I? OK, yeah.
11:02
So we're thinking large contract values now.
11:04
So instead of thinking in terms of cops of a Gucci, you don't
11:06
have to start thinking in terms of bags.
11:08
If you're moving bags, that's significant weight.
11:10
That's better profit margins. In fact, instead of thinking
11:14
bags of a Gucci. So for those of you who are
11:16
involved in the business, I don't even know if you sell a
11:18
Gucci in bags. This is just me freestyling
11:21
because when we did, me and my brother did the aggro exports
11:24
and things like that. That's how we used to do it.
11:26
You know, bags, 25 KG, 50 KG, you know, that kind of thing.
11:30
So yeah, 2550 KGI think 50 KG was the largest bag we did.
11:37
Now it's for soy and charcoal and things like that.
11:39
But I'm not sure how you people transport a Gucci.
11:42
But what I'm just saying is instead of thinking in cops now
11:44
start thinking in bags. And if you're thinking in bags,
11:49
if you're thinking in bags to sell to multiple traders or
11:51
retailers, then you can even think in truckloads.
11:53
You know, the larger the scale, the better.
11:56
Then of course, once you start going up, up, up like this,
12:00
instead of thinking 1 cup of Gucci or a dozen cops a day,
12:03
you're thinking, how can I move bags of a Gucci in this local
12:06
government or trucks of a Gucci in this municipality in, in
12:12
Abuja or in this LGA in Lagos or or this senatorial district in
12:18
the east. You start thinking big like
12:21
that. Then long term relationships now
12:23
start to matter because know how know how you're going to need
12:27
relationships with truckers, relationship with distributors,
12:31
retailers in Abuja. You're going to have to know
12:35
people in Abuja market board, municipal task force, what else?
12:40
You know, all these kind of people.
12:42
So you're going to need to know all these people.
12:43
You're going to have to have long term relationships with
12:45
them and you're going to have, you're going to need, so excuse
12:49
me, you're going to need to, you're going to need that number
12:52
on, on speed dial, you know, to move this relationship forward.
12:57
If nothing else, at the very least so that when your boys are
13:00
driving through Abuja and task force hold your truck, at least
13:04
you will know who to call to say, oh boy, I know I've paid my
13:07
dues, release my guys. Then negotiations are going to
13:11
be complex because like I said, you know, there are multiple
13:14
partners now, different stakeholders.
13:15
So it's in it's negotiations minefield, you will talk with
13:18
the local traders, you will also talk with the market board, you
13:22
will negotiate with truckers, what again municipal don't need
13:27
their own court to you know on and on.
13:30
So plenty of negotiations. And then the thing I said about
13:36
high impact solutions, well, this is definitely high impact
13:38
because The thing is, it looks very simple to us, tomato and
13:42
Gucci. But The thing is, if the
13:44
marketing boards can't get supplies of commodities and
13:48
staples, then what happens is that the market no longer
13:51
becomes viable. And we've seen these sorts of
13:53
things in Abuja happen where there's a market, it opens up
13:57
like this place next to Utaku, what's it called?
14:02
There's this place next to Utaku market.
14:05
There's a community next to Utaku Market.
14:07
I don't know if the market is beginning to revive now, but
14:09
it's one time that they opened it everywhere nice, everywhere
14:12
fresh, you know, international market as we say in Abuja.
14:15
But if you try one or two times and certain things are not
14:20
there, after a while, you know, you and your wife, you just stop
14:23
going there or you and your spouse, you know, you just stop
14:25
going there because you know, you go there, you can't find
14:28
half the things that you need. So these things have caused
14:32
markets to dwindle. So I've seen markets dwindle in
14:35
Abuja, my guess. And then maybe markets don't
14:38
dwindle in Lagos because in Lagos, the whole world is there.
14:41
I hear that there's like 15,000,000 people in Lagos, at
14:43
least I've seen million. So maybe any market in Lagos is
14:46
going to be vibrant. What I'm trying to say is that
14:49
tomato a goosey getting things there on time actually is a high
14:53
impact solution because if you can't get commodities there on
14:56
time, the viability of the market is going to be
14:59
threatened. Sorry about that.
15:03
Apart from my throat issues, I've had a long day being on the
15:07
phone and you know, funny when you enter into some lines of
15:12
business, you know, some people don't tell you the what's it
15:15
called, the health and safety aspects of it.
15:18
So I had no idea that when it comes to consulting and public
15:21
speaking and coaching and things like that, that your voice is a
15:23
tool. And so you have to pay attention
15:25
to your voice. So I used to laugh at people who
15:29
would say, oh, I need to take care of my voice.
15:31
I mean, back when I was in OAU and I wanted to join the choir,
15:35
you know, people who say, you know, drink warm water, mix it
15:37
with lemon, do vocal exercises, you know, this and this and that
15:41
and that. And I used to laugh at them
15:42
like, I beg, you know, the voice is the voice.
15:45
It'll be fine. It'll be cool anyway.
15:47
But now I'm saying that, yeah, you need to pay attention to
15:51
these sorts of things. So if you're going to be a
15:53
consultant, if you're going to be speaking for a living then
15:57
and you're still in school now, yeah, talk to people in the
15:59
choir. They will teach you about voice
16:01
care routine, how to use one more time lemon and everything
16:04
and get your vocal cords working all nice.
16:10
All right. So how was that?
16:12
OK, so basically what I was trying to show with the Gucci
16:15
thing is just that we can get to high level deals just by
16:18
thinking in terms of a larger skills.
16:19
So if you're thinking a Gucci cop, start thinking a Gucci
16:22
sacks. If you're thinking, if you're
16:24
already operating at level of sacks, start thinking of level
16:27
of trucks. If you sell cars, OK, because we
16:30
also did some car sales examples I think last week.
16:35
So if you're thinking cars, but you're doing retail, you're
16:37
selling 11 Toyota every month. You know, think in terms of
16:40
fleet sales. You know, like how can I get
16:42
Zenith Bank in Maitama branch to buy, I don't know, 10 cars for
16:48
marketing stuff or something. You know, thinking in terms of
16:50
fleet, fleet, fleet, fleet, fleet rentals.
16:54
So now, OK, we're done 15 minutes.
16:57
Let's see how we can bring this to a close.
16:58
So if you want to land a high value deal, the step by step is
17:01
pretty simple. It's the same basic stuff that
17:03
we've been talking about over on the podcast.
17:04
So no need to overflog it. So first of all, you have to
17:07
identify the ideal client. You have to look for the market
17:09
opportunity and you have to be asking yourself the simple
17:12
questions that I advocate here, especially when I did that
17:15
podcast episode on how to start your business in three easy
17:18
steps. And step one was you have to ask
17:21
yourself, is there money in this thing?
17:22
Is this thing viable? And then of course, you have to
17:25
ask yourself, am I capable of pulling this thing off?
17:27
Because quite frankly, there's some things that pass my power.
17:29
There's some things that pass your power and you need to know
17:31
before you can enter. So in the photography and in the
17:35
video space was one of the problems I had because I don't
17:39
like managing large production crews.
17:42
And by the time you're doing some jobs and production crews
17:45
like 15 boys, 20 boys, you know, this whole thing of making sure
17:49
did this person show up on time? Did this person show up on time?
17:52
Where are we with this deliverable?
17:54
That kind of thing just passed my power.
17:56
You know, there's some people that are suited to that.
17:58
And so if you're thinking high value opportunities in that
18:01
space and you don't mind that kind of headache waking up at
18:05
5:00 or 4:00 in the morning and then you start chasing people
18:08
that where is Kunle you see on the road yet?
18:11
Who is at the client's house? Where is the mixer?
18:14
Where is the crane? Where is this?
18:15
Where is it that you know, if it's within your power, then
18:17
cool, no problem. So you have to ask yourself the
18:19
right opportunity, identify ideal clients.
18:22
Then of course you need to understand the pinpoints,
18:26
understand the business objectives, understand what
18:27
people are trying to solve. You also need to research the
18:31
decision making, progress, sorry process.
18:34
This is something that I talk about a lot and people just
18:36
don't feel me. They don't understand why this
18:38
thing is important. If you don't have an idea of
18:42
these people's financial capabilities, how much bad they
18:45
have, or their decision making process, how it is that they
18:47
will, how decisions get made, then how are you?
18:51
How are you going to determine who you need to talk to, who to
18:54
build relationships with, who to pursue, where the bottlenecks
18:57
are, you know, things like that. So you need to know what's up.
19:00
You can't just say, oh, Agusi people are millionaires in the
19:04
Agusi market. Let me just enter.
19:06
If you do not understand the decision making progress,
19:09
people's financial capabilities, their different interests, you
19:11
won't know who you should approach, who you should toast,
19:15
who are the right stakeholders, you know, things like that.
19:17
So we'd ask ourselves all these questions as well.
19:20
Do some small research. Also build strong relationships,
19:25
network extensively within the industry.
19:28
Yes, it might be a good a goosey and tomato, but there's also
19:30
networking that is going along there.
19:32
Even if it's abattoir business and you look at them, they're
19:34
smelling because they've been, they've been drenched in goat
19:39
blood and cow blood and everything.
19:42
They're still networking that is going on there.
19:45
I mean, why do you think they, they do election within the
19:48
markets and in the abattoir section, they're they're
19:50
hustling to see who is, who will be become a chairman of the
19:54
abattoir section, chairman of the market overall, you know,
19:56
things like that. So you need to know what's up.
19:58
You need to know who is who, network extensively, attend
20:02
industry events, attend conferences.
20:05
Yes, even for a goose here, tomato people, they have events
20:08
and conferences. It might not be a touché and it
20:11
might not happen in Hilton Hotel, but best believe that
20:14
they're having their meetings because there's no industry that
20:19
is not coordinated. So you need to know what's up.
20:22
Who are they? Where do they meet?
20:24
Is he every five market days or whatever.
20:28
Know your thing, do your thing, do the networking.
20:30
Then of course, there's the whole thing of having value
20:33
proposition, and that is when I spoke about Victor Antonio and
20:37
his three FS. And let me say it again in case
20:40
some of you think I'm illiterate, you know, it's just
20:42
a running joke on his podcast. So when he says the three FS,
20:45
they're not actually FS, they're actually two PS and 1F.
20:48
So value proposition is physical and then financial, physical,
20:53
financial, and then psychological.
20:56
So that's his three FS. It's a joke.
20:57
They're not FS so physical. If you buy my product on my
21:01
service, how will you improve? How will it how will you do you
21:04
in the body? That's the physical benefit.
21:06
Then financial. If you buy my product on my
21:08
service, how is it going to do you in the pockets?
21:10
How will your bank account reverberate?
21:12
That's financial. Then psychological.
21:14
You know, you buy my product or service, you know, how is it
21:16
that you're going to feel? And the example that I have
21:20
given time and time again on the podcast is back in my wedding
21:22
photography days, the chief benefit who are selling
21:25
basically was just psychological.
21:27
You know, I'm a waiting photographer.
21:29
The pictures will be glam. You know, you will slay.
21:31
You'll be the top of talk of the town.
21:34
Your your photographs will trend on social media, blah, blah,
21:38
blah. Was all the psychological stuff.
21:42
And then for some of you, what you're selling is financial.
21:44
Buy my product or my service and you will triple your revenue or
21:48
you will save costs by 50%. If you save costs by 50%, then
21:51
your margins will double. You know, that whole thing.
21:54
And then physical, the one that I mentioned I think maybe two or
21:59
three weeks ago that I had another sales trainer talk about
22:05
and that was on I think was. Yeah.
22:06
Erectile dysfunction dysfunction yes.
22:08
So your husband having erectile dysfunction dysfunction take
22:11
this, use it no erectile dysfunction again.
22:15
And I guarantee you that in three months you'll be pregnant
22:16
with twins. So, yeah, So that one physical,
22:20
OK, it's not just physical. There's also some psychological
22:22
benefit there. So those are the three FS for
22:26
drafting a compelling value proposition.
22:28
Again, the fellow's name is Victor Antonio.
22:31
So checked out his. Check out his podcast, Real
22:33
nice. Real nice as well.
22:35
Then, of course, you also need to learn how to master the sales
22:38
process that involves building a team because at a certain level,
22:41
selling is a team sport. You can't do solo all the way.
22:45
Then let's see what else. Yeah, build a reputation, be
22:49
trustworthy. OK, We've already spoken about
22:52
focusing on focusing on long term partnerships.
22:56
What else? You know, if you've been
22:57
listening to the podcast for a while, you know exactly what it
22:59
is that you have a sense of all these things that I'm talking
23:02
about South. Bottom line, just pay attention
23:04
to the podcast and you'll be cool.
23:07
You'll have enough guidance. Then final thing, landing high
23:14
value deals, it takes time and it takes persistence.
23:18
There is no high value deal that comes quick.
23:22
It doesn't happen. If you're in a position where a
23:24
high value deal falls into your lap, then thank God.
23:28
But just know that that's not the the norm.
23:30
You know, if I defeat lands in your lap two or three times,
23:33
just know that you're a Unicorn. That's not how business life is
23:35
going to be all the time. Usually it takes time, usually
23:39
takes persistence, hard work, relationships, all those sorts
23:42
of things. So like I said at the top of the
23:44
show, the usual examples of high value deals is when people are
23:48
talking about large scale software, which is why people
23:51
are trying to start fintechs in Nigeria.
23:53
Because if you have a fintech that does some revolutionary
23:56
thing when it comes to Nigeria bank payments infrastructure,
23:59
even though it is only collecting 11 cable on top
24:01
people's transfers or something. But The thing is 11 cable on top
24:06
business transactions, that is like billions of transactions.
24:09
You know, it amounts to a whole lot.
24:12
And that is how a lot of these companies make their money.
24:14
So whether it is Remita or whether it is OPA or whatever is
24:20
this whole thing of they're taking one, One Cup or 11 naira
24:22
from a few million of us and they're doing that several
24:25
thousand times a day for 365 days of the year.
24:30
So usually in Nigeria when you hear high value deals, that's
24:33
what people are talking about and that's what everybody's
24:35
trying to raise money from America.
24:37
So you can do your fintech because the payout is huge to be
24:41
collecting 11 naira or 44 naira or five, five naira, you know,
24:45
from each person. I mean, it's, it adds up.
24:47
It really does. Then of course, high value deals
24:50
in Niger, people also thinking infrastructure projects, you
24:53
know, things like that, like this whole thing of down with
24:56
his refinery that he's not getting oil.
24:59
You know, he's been in the news that he can't get crude.
25:01
And I know you guys know the gossip, so no need for me to go
25:04
into details here. But yes, high value deals,
25:06
people are thinking of those kind of big things, you know,
25:08
down with him. Then people also think high
25:10
level deals like enterprise level consulting projects.
25:15
Like I saw on TV today this guy, Bismarck, Bismarck Rouhani
25:19
financial, financial something I can't remember the name of his
25:23
company, but who was someone that I got the chance to work
25:26
across as a young lawyer. I was with the firm.
25:29
The firm was providing legal services who are negotiating
25:34
joint, joint negotiating heads of agreements between Shell, one
25:40
other company and some Italian company.
25:43
And yeah, so Bismarck, Ronnie was there and he was providing
25:47
consulting services from the financial end.
25:50
And, and one thing I remembered was when I got there for the
25:53
meeting, you know, when we left and Olga picked up the check, my
25:58
Olga picked up the check. So as we're leaving, you know,
26:01
we're just talking, you know, about his plans because he was a
26:04
youngish man at the time. I don't know.
26:08
My guess is maybe he was in his 40s.
26:11
So something about what's going to do with the money and things
26:14
like that. I was impressed with the whole
26:15
thing. And so he tried to give me some
26:16
perspective. He spoke about how the cut that
26:20
he he made from that was 7.5 M and back then 7.5 million was,
26:25
was, was good money. Now 7,000,000 can't really do
26:28
you anything because in Central Central district in Abuja, we
26:33
know, we know how much house rent is in this part of the
26:35
world. So anyway, so seven M back then
26:38
was money 7M right now is, is just getting back.
26:42
So I was surprised that he he collected 7.5 and he was like
26:47
the young man, you don't know anything that how much do you
26:49
think Bismarck is called is collecting that Bismarck is
26:51
probably collecting like 10 times what it is that we're
26:53
collecting. And I was like, wow, I can't
26:56
wait to be like that someday when I'm called in and I sit at
27:00
the table and I gave my sage business advice and I hope you
27:04
package the deal and everything. And by the time I'm leaving
27:06
there, I'm leaving with multiples of 1,000,000.
27:09
So yeah. So in this part of the world
27:12
where you hear high value deals, those are the sorts of things
27:14
that we think about large scale software infrastructure projects
27:19
or high level consulting. So as what most people think
27:22
about. But I'm just recording this
27:25
broadcast episode to let you know that even if your industry
27:28
is a goosey or tissue paper, you can get high value deals as well
27:32
if you are not big consultant space.
27:38
That's good if you have that oil refinery money, you know is cool
27:43
if you can do that, that startup thing is also good as well.
27:49
But even if you are the Agusi level, at the tissue paper
27:51
level, this is fine. You can still do it because The
27:54
thing is you are selling tissue paper to the roadside Malam as a
27:57
low value deal. But if you're able to put in the
27:59
work, build the relationships up your game and you can start
28:02
supplying tissue paper to Hilton Hotel on a weekly basis and you
28:06
get an annual deal, you can see that it's high value.
28:09
So it's not just a matter of tissue paper.
28:11
Each one is 250 naira or 400 naira or whatever.
28:14
So it's not big. It just depends on the level of
28:17
scale. So wherever it is that you fall
28:20
in the industry, if you're in the consulting space, all well
28:23
and good. If you're born into the right
28:26
family or you've done the work and you know, at the level of
28:29
Rd. contracts and everything, all well and good.
28:31
But if you're still at the level of Egusia and tissue paper, all
28:34
well and good. We, you know, we're going to
28:36
make up this way that we cannot hustle it.
28:38
So that's all for today. Thank you very much, guys, for
28:40
listening to the show. Please connect with me on
28:42
WhatsApp, phone number 08064662140.
28:47
The country code is +234. Then connect with me on LinkedIn
28:50
like the others have done. The people that I shouted out at
28:53
the top of the episode, my name is Tavishima Ayede.
28:56
You can check the link where you're listening to this episode
28:59
for the correct spelling of my name.
29:00
So you know who you're searching for when you get on LinkedIn.
29:04
My e-mail address will be there in case you want to shoot me an
29:06
e-mail. So thanks for listening to the
29:08
episode and I'll catch you guys at the next recording.