Who We Are
Every day, we work with our clients to evaluate, quantify, and convey the value of a product or service that they provide. We strive to approach other aspects of our work with the same focus on value, by creating valuable impact with those we serve, interact with, and work with.
To create valuable impact with our clients, colleagues, and community.
To create a raving fan in every interaction.
Our core values serve as our guiding principles in all that we do. We refer to our core values as “RICHES”: Respect, Integrity, Courage, Honesty, Excellence, and Service.
Our name, “Ecosystems,” is a metaphor for our process of creating value frameworks for our clients. A traditional ecosystem involves coordinating disparate components, such as animals, climate, and plants, to create a unified whole.
In the same way, our value consultants expertly coordinate components of value, harnessing data, analysis, and aspects of a product or service that are relevant to our client company’s customer. By bringing these elements together, we create a coherent and compelling presentation of value for our clients to utilize in conversations with their customers.
We believe stories are important. In our headquarters, there is an entire wall dedicated to visual storytelling: the wall is filled with framed drawings that document successes with our clients. We’re powering our clients to win more — and we’re excited by the opportunity to tell the story of those results.
The following is the story behind all of our client success stories–the beginning of our company.
Why We’re Here
It started with a fish tank.
Prior to Ecosystems’ establishment, the company founder was working for a corporation where the front desk receptionist was let go as a result of cost-cutting measures. A few weeks later, a large saltwater fish tank was placed in the front lobby. Ecosystems’ founder considered the cost of the fish tank and leveraged research, math, and analysis to reveal that the fish tank cost more to maintain than the cost of the receptionist’s salary.
Our founder was disappointed and frustrated to learn that the company would let go of people like the receptionist who relied on the job to support her family, and yet still allocate the resources to pay for a large saltwater fish tank.
A few months later, Ecosystems’ founders set out to establish a company that would operate on the belief that its people and their lives should come before numbers and things. As a reminder of Ecosystems’ history and its commitment to its people, a small fishbowl with a single fish sits in the lobby of our headquarters.
Since its inception, Ecosystems has continued to operate on its founding principles to value people above all else by creating valuable impact—with our clients, colleagues, and community. Today, the company is a strategic partner to sales and marketing professionals worldwide in the Fortune 500. Headquartered in the Washington, D.C. area, it provides value quantification expertise and services to industry-leading companies around the world.
In this episode, Steve Silver compares sales, marketing, and customer success to a relay race: marketing begins the race by warming up a lead, passes the "baton" to sales, who passes it onto customer success. But this model, Steve says, is the old way. We're experiencing a transformation, where marketing, sales, and customer success no longer interact in a sequential manner, running the customer journey one after the other. Instead, it’s evolving to work like a rugby scrum: all three organizations running concurrently, supporting each other toward the common goal of retaining and growing the customer.
Trust is a critical factor in building high-impact and lasting customer relationships. But sometimes, trust can be elusive. Have you ever wondered why it's easy to build trust in some relationships, while in others, trust is more difficult to establish? To learn more about the neuroscience of trust, we invited author and researcher, Paul Zak, onto the podcast. Paul is the author of Trust Factor: The Science of Creating High-Performance Companies. Through the lens of neuroscience, Paul studies how to improve business outcomes.
Recent research by Bain & Company reveals that delivering more elements of value--both financial and personal value---increase customer loyalty and revenue growth.
As a Captain at the Kansas City Police Department, Charles "Chip" Huth has addressed high-risk situations that most of us confront only in movies and crime television. But it hasn't all been Hollywood glamor. In his early days as captain, Chip's squad received the most complaints for search warrants in the department--even though they were executing proper behavior. Chip talks to Voice of Value host Chad Quinn about how a mindset shift eliminated search warrant complaints for six years, led to his team mixing baby bottles during a house search, and why he now turns the barcodes up for the cashier at Target. Read more of his story in The Outward Mindset by The Arbinger Institute.
Heinz's release of the Mad Men campaign is a creative PR move. But the strategy also points to three essential aspects of value selling that sellers and marketers can adopt: know your customer, simplify the business case, and invite the customer into the narrative.
What can business leaders learn from an FBI hostage negotiator? Chris Voss is here to tell us. As a former FBI hostage and kidnapping negotiator, Voss has stories that could compete with the best crime and detective TV shows. Voss grew up in a small town in Iowa and was inspired by the cool demeanor of detectives in the police force who could handle negotiations with poise and calm. For 24 years, Voss worked for the Federal Bureau of Investigation leading international crisis and high-stakes negotiations. After his time at the Bureau, he went on to apply his expertise in negotiation to the business world. He teaches business negotiation in the MBA program at University of Southern California and Georgetown University and is the author of Never Split the Difference: Negotiating as If Your Life Depended On It. Voss talks to Voice of Value host Chad Quinn about how to uncover a black swan, why getting someone to say "that's right" is the key to negotiation, and how to discover the decision maker and deal killer in business conversations.
- Continually driving for results, while maintaining a high level of effort and interest despite repeated failure, adversity, and plateaus in progress.