Cris: Okay. What have been the advantages of being yourselves and just saying "Look, this is who we are."?
Will Hardison of Fanbase: What other people tell me is that we're very approachable, very likable. That's one thing that I tell people when I go do keynote talks: If you're not likable, you can forget it. People have to like you to do business with you.
And I do tell clients, "Hey, we're going be serious, but let's also have some fun."
If you've got an issue or if there's something that we need to resolve, I'm not going to make a joke about it. I'm going to go get it done. I'll be serious when I need to be serious.
But 90 percent of the time we like to have fun with our work. I think that's really helped too because we're not pretending to be somebody that we're not.
Some people have actually said, "You're not going to get the big clients by being that way."
And I responded, "Maybe, but maybe not." We work with Research Triangle Park and we joke and have fun with them all the time. They're our biggest client. At the core of it, they want to be people, too.
Every single time I talk to clients and get to know them more on a friend level, they all say the same thing, "We hate working with stuffy people."