Of Goizueta’s core values (courage, integrity, accountability, rigor, diversity, team, community), which value resonates most with you and why?
Of Goizeuta’s core values, Integrity resonates most with me. Hailing from a financial services background, much of my success and long-term customer relationships have been made possible due to my adherence to integrity.
My first major learnings in integrity were during my tenure with ABC. In a particular case, we were competing for the insurance policy of a US$ 11 Billion power project – a deal with potential annual revenue (premium) of US$ 7 Million. While the prospect of crossing more than 1000% of my target did make me ecstatic, a proper case scrutiny was much needed. After thorough inquiries, we found that the project contractor’s reputation as also certain other key risk-related observations were not on positive note. Without a second thought, I refused to underwrite the policy – thus avoiding a near “catastrophic” risk exposure on our part.
In another instance, one of our key, long – term enterprise clients had an Insurance policy (Theft & Burglary) that had turned out to be a loss-making proposition for the company (the overall relationship running in transactions worth millions was, as yet, profitable). There were frequent claims of theft and inspection revealed multiple and rampant security lapses. I was quick to terminate the policy – even at the risk of jeopardizing a key client relationship. The unconditional refusal caused the client to swiftly respond by implementing strict security measures – following which the renewed policy was underwriting. Both the organizations now enjoy a long – term and mutually beneficial relationship.
In short, I would like to quote Mr. Roberto C. Goizueta – “Integrity… it means doing what is right. Not necessarily what is correct – no one is correct all the time. But doing what is right”. Thus by sticking to “doing what is right”, I have always reached the right growth window.