01 September 2008

Just Reward

Commenting on the recent business gains, Subscriptions Manager Alistair Wood commented “Reflecting on the recent account wins, what has pleased us most is that in each case the publishers concerned were conducting thorough appraisals of the market and the service providers available. ESco does not employ a sales team or Business Development Directors or the like so we do sometimes feel at a slight disadvantage to other organisations who invest heavily in a high powered sales operation.

However it does mean that we are able to focus our resources on providing exactly what clients want. The latest business partners to join us have quite different publishing businesses and very varied needs. We’d like to think we listen to what those needs are before putting forward proposals that meet the prospective client’s objectives at a sensible cost. We do tend to rely on simply telling it as it is, jargon free, and letting our services do most of the talking. It is gratifying that such discerning clients are rewarding that approach by trusting us with such an important income stream as subscription fulfilment. The fact that to date ESco has never lost a subscription fulfilment contract to a competitor probably counts for something in terms of inspiring confidence as well.”