​Our guest’s anecdote about learning to “dress for success” as an aspiring executive will no doubt resonate with Leaders With Ambition listeners. Alex Liddle, who today is Sales Director for EMEA at PwC, explains how he learned early that presentation matters when it comes to establishing oneself as a serious player. But his stalwart commitment to sporting a suit and tie is just one of the multiple ingredients that explain Alex’s rise through the ranks. A native of Spain, he has also leveraged his inquisitive, extroverted nature and the relationship-building skills he cultivated as a young boarding school student in England. Alex shares with Host Nicky Acuna Ocana his professional highlights and challenges as well as words of wisdom Key Takeaways Starting out About the unique set of variables that brought a native of Spain to a UK boarding school, an unlikely college major and a successful and varied international sales career. Allied interests How professional services and legal services have enabled Alex to leverage both his operational and business development skill sets. No secret Why sales is coming out of the shadows to claim the significant contribution it makes to the overall bottom line at legal as well as professional services firms like PwC. Career transition How Alex navigated his move from oil and gas to professional services – with similarly bright casts of characters but very different organisational structures and protocols. Has the MBA paid off? What his advanced degree has done in terms of building Alex’s network, business vocabulary and ability to analyse operational, marketing and other related issues. Critical cornerstone How mentors have opened doors at every stage of Alex’s career, providing both growth and insights that have been key to his success. All boats rising Why Alex feels it’s so important to share his professional network, make introductions and connect others freely for the greater good of all concerned. Key elements About the trust and authentic interest that support successful sales relationships rooted in mutual connection and understanding. Key differentiators What it is about the range of disciplines and workplace culture that distinguish professional services from other sales environments. Reverse engineering About Alex’s formula for envisioning career goals and then very intentionally figuring out how to create the circumstances through which to achieve them. Always learning How Alex’s native curiosity fuels his approach to every meeting as a learning opportunity – a chance to invite something different as well as share what he knows. Where the challenges are About the ongoing struggle to harness tech, retain talent and fully integrate sales functions into professional services firms as a significant driver of revenue. Striking a balance Why it’s so important to get the right mix of flexible hybrid work with the face-to-face interactions so critical to building relationships, both for purposes of BD and for personal networking and growth. Career highlights Overcoming obstacles like getting an oil and gas firm he worked for off a prospective client’s blacklist; breaking down resistance to sales among partners at a law firm; bringing clients along despite multiple career moves; cultivating younger colleagues in their career development and promotion. Words of wisdom It’s easier to beg for forgiveness than ask for permission; When you go into a sales meeting, bring two ears and one mouth; Speed of response is a competitive advantage, so get there early and be the first!