We’re excited to introduce you to the always interesting and insightful Wade Younger. We hope you’ll enjoy our conversation with Wade below.
Hi Wade, thanks for joining us today. Coming up with the idea is so exciting, but then comes the hard part – executing. Too often the media ignores the execution part and goes from idea to success, skipping over the nitty, gritty details of executing in the early days. We think that’s a disservice both to the entrepreneurs who built something amazing as well as the public who isn’t getting a realistic picture of what it takes to succeed. So, we’d really appreciate if you could open up about your execution story – how did you go from idea to execution?
In the spring of 1990, amid the daily grind at an insurance company, my professional journey took an unexpected but defining turn. It was a time when my aspirations were clashing with the stark realities of a workplace that judged me not by my abilities or potential but by superficial perceptions tied to my skin color. My boss, emblematic of a culture that lacked inclusivity and respect for diversity, inadvertently lit the fuse of a transformative change in my life. One fateful Tuesday afternoon, fueled by a realization that my values were no longer aligned with those of my employer, I made a pivotal decision—I quit.
The moment I stepped out of that office, the weight of uncertainty was counterbalanced by a newfound sense of liberation and purpose. I was determined to carve out a space where innovation and human relationships could coalesce, unencumbered by prejudice or narrow-mindedness. I began to share my vision with everyone I knew, declaring my intent to start a company that would embody these ideals.
The genesis of Fruition Consulting was as much an act of defiance as it was of creation. The name itself, inspired by a phrase I had heard that resonated deeply with me—”everything that God does comes to fruition”—embodied the essence of my mission. It was a testament to the belief that with faith, perseverance, and the right intentions, one’s endeavors would ultimately bear fruit.
Starting with nothing but a tenacious idea, I embarked on a journey to bridge the gap between human relationships and innovative thinking within the realm of information technology. It was an audacious goal, especially at a time when the digital revolution was just beginning to gain momentum. Yet, the very challenge of it fueled my resolve.
The early days were a blend of exhilaration and daunting challenges. I was charting unknown territory, learning to navigate the nuances of entrepreneurship while staying true to my core values. The process was iterative and immersive—I read extensively, engaged with thought leaders, and experimented with different strategies to blend IT solutions with a human-centric approach to innovation.
As word of my work began to spread, the company grew. From a one-person operation, Fruition Consulting evolved into a team of like-minded individuals, each contributing their unique skills and perspectives towards our shared mission. We tackled projects that ranged from small local businesses to large corporations, each time embedding the principles of inclusivity, innovation, and human-centric design into our solutions.
By the time Fruition Consulting was sold in 2006, it had become a testament to the power of a single idea fueled by conviction and grit. The journey was a precursor to my subsequent endeavors, including the founding of The Value Wave in 2010 and my role as a global TEDx speaker, where the lessons learned and the values I championed continued to resonate.
Reflecting on this journey, from the inception of Fruition Consulting to the stages of TEDx and the lecture halls of prestigious universities to discuss AI, it’s clear that the essence of my mission has remained unchanged—to inspire, to innovate, and to foster environments where every individual is valued, and every idea has the space to flourish. My story, rooted in a stand against exclusion and a leap of faith on a Tuesday afternoon in 1990, continues to drive my passion for helping others embrace the transformative power of innovation and inclusion in the ever-evolving landscape of technology and human interaction.
As always, we appreciate you sharing your insights and we’ve got a few more questions for you, but before we get to all of that can you take a minute to introduce yourself and give our readers some of your back background and context?
In the heart of Newark, New Jersey, where the hum of the city was a constant backdrop, my story began. Born into a family where my father served as a beacon of justice in his police uniform and my mother, a pillar of nurturing and care, I was instilled with values that would shape my path. The early 70s marked a new chapter as we transitioned to the serene landscapes of Orlando, Florida, seeking tranquility and new beginnings.
In the Younger household, a strong work ethic, tenacity, and a spirit of generosity were not just values but a way of life. My four sisters and I were raised in an environment where laughter was a cherished respite, and the essence of family was about giving, supporting, and uplifting each other.
As I navigated through my formative years, the allure of technology beckoned. Graduating from Norfolk State University with a degree in information technology in the early 80s, I was poised at the cusp of a digital dawn. The field of IT was not just a career choice but a portal to a future where I could meld innovation with impact, where solutions were not just about technology but about enriching lives.
My admiration for thinkers, storytellers, and visionaries was kindled in the most unexpected of places—a third-grade classroom with a substitute teacher who, perhaps unprepared with the day’s lesson, chose instead to weave stories. Those stories, simple yet profound, showed me the power of narrative to captivate, to inspire, and to leave an indelible mark on the listener. That day, a seed was planted—a recognition of the potency of storytelling and its ability to connect, engage, and influence.
This realization propelled me on a journey of continuous learning and mastery, understanding that expertise in one’s craft offered not just autonomy but the ability to forge new paths, to innovate, and to create value. The tech space became my canvas, where I sought to design products and services that addressed real-world problems. The guiding principle was clear: as long as you can solve a problem, you have a place in the business world.
My entrepreneurial venture with Fruition Consulting was a manifestation of this ethos—a blend of technology and human-centric solutions, where every project was a narrative of problem-solving, of transforming challenges into opportunities. This journey, rooted in the values of my upbringing and the insights from a childhood classroom, has been a testament to the belief that with the right mix of technology, vision, and storytelling, one can not only navigate the business landscape but also leave a meaningful imprint on it.
In the grand tapestry of my professional journey, the facet that fills me with the most profound sense of pride is not just the businesses I’ve built or the accolades I’ve garnered, but the growth and development of the people who have journeyed alongside me. At the heart of Fruition Consulting and The Value Wave was a community of individuals—brilliant, dedicated, and visionary—who shared in the mission of transforming the way companies approach problems and solutions.
Our collective endeavor was akin to crafting a universal USB port for business challenges—a methodology so adaptable and robust that it could interface with any problem and emerge with a solution. This philosophy attracted a cadre of like-minded professionals who were not just employees or colleagues but believers in a shared vision, and it’s their evolution, their triumphs, and their journey of growth that I hold in the highest regard.
The relationships forged in the crucible of AI innovation and shared challenges are my truest accomplishments. In the realm of technology, where solutions are often quantifiable and code can be debugged, the human connection remains the most intricate puzzle. To connect, to truly impact lives, and to leave individuals better off than when you first met them—this is the essence of a legacy that matters.
My partnerships with esteemed entities like Best Western International, Boeing Airline, Bank of America, and NASA, among others, were built on a foundation of mutual respect and a shared zeal for problem-solving. Each collaboration was more than a business transaction; it was a testament to the power of putting relationships at the forefront, of striving not just to be first, best, or different, but to genuinely enhance the lives of those we worked with.
This ethos—of being faster, cheaper, better, while also delivering solutions that save time, reduce stress, and generate value—was always aimed at not just meeting but exceeding customer expectations in a way that fostered trust and certainty. Clearwater Paper and Greenheck, a smaller entity in the roster of my clients, both stood shoulder to shoulder with giants like Westinghouse and Panasonic, each echoing the same sentiment of mutual respect and affection born from successful problem-solving.
In reflecting on these achievements, it’s clear that the true measure of success is not just in the solutions provided or the efficiencies gained but in the lasting impact made on people’s lives. The legacy I aspire to leave is one where success is measured not just by the bottom line but by the positive ripples created in the lives of those we touch—a legacy where technology meets humanity, where innovation is imbued with empathy, and where every interaction is an opportunity to leave a lasting, positive mark.
What’s been the most effective strategy for growing your clientele?
I will give you my actual approach to lead generation today from my speaking business. It is similar to my approach with Fruition Consulting and The Value Wave. Different product, but the same approach. The journey from ideation to the successful expansion of my clientele through a meticulously crafted lead, sales, and marketing process is a narrative of strategic planning, personalized engagement, and relentless pursuit of excellence. This process is not just a series of steps but a harmonious orchestration of various tactics and strategies, meticulously aligned to foster growth and build meaningful connections. In addition, I utilize AI as a tool to assist me in this endeavor. So, I don’t just talk about AI, I use it!
1. Strategic Email Outreach: Every day, carefully crafted emails are dispatched, targeting a select group of event organizers, conference planners, HR professionals, and educational institutions. These emails are not mere messages but personalized invitations to engage, tailored to resonate with the recipients’ specific interests and needs. This personalization is the cornerstone of the strategy, enhancing the relevance and impact of each communication.
2. Analyzing and Adapting: To increasing response rates, every interaction is an opportunity to learn and refine the approach. The feedback and engagement from each email are meticulously analyzed, allowing for continuous optimization of the messaging and targeting strategy. This iterative process ensures that the outreach remains dynamic, responsive to feedback, and aligned with the evolving landscape of the target audience’s preferences.
3. Conversion and Engagement: From the pool of respondents, progress to sales calls—a critical juncture where relationships are deepened and opportunities are explored. These conversations are not just transactions but collaborative dialogues, where the needs of potential clients are mapped against the backdrop of the services and insights I offer. With a 25% conversion rate goal from these calls to closed deals, each interaction is a step towards a new partnership, a new avenue to make an impact.
4. Beyond Transactions: The essence of this strategy extends beyond mere numbers and conversion rates. It’s about building relationships, fostering trust, and creating value that resonates with the clients.
5. Continuous Learning and Evolution: The strategy is underpinned by a commitment to continuous learning and adaptation. Feedback loops from sales calls and engagements are integral, providing insights that fuel ongoing improvement. Staying attuned to market trends and industry dynamics ensures that the offerings remain relevant, impactful, and aligned with the needs and challenges of the clientele.
6. Leveraging Technology and Innovation: The integration of AI and automation tools streamlines the process, from segmentation to personalized outreach, enhancing efficiency and enabling a scale of personalization that is both impactful and sustainable. This technological backbone supports the strategy, allowing for a focus on creativity, strategic thinking, and building meaningful connections.
7. The Human Touch: At the core of this strategy is a fundamental belief in the power of human connections. Technology, data, and automation are tools, but the ultimate goal is to connect, to understand, and to contribute positively to the clients’ journeys. Whether it’s through solving a complex problem, offering a new perspective, or simply being a reliable and insightful partner, the focus is always on leaving a lasting, positive impact.
This lead, sales, and marketing process is more than a strategy; it’s a reflection of a broader philosophy—a commitment to excellence, a dedication to continuous improvement, and a deep-seated belief in the power of meaningful connections to drive growth, create value, and make a lasting difference.
Let’s talk about resilience next – do you have a story you can share with us?
In the intricate dance of business, where opportunities and challenges waltz in tandem, there came a defining moment that would test my mettle and reshape my approach to partnerships and growth. It was a time when a golden opportunity knocked at my door—an opportunity to assist a prestigious client through the labyrinthine process of a merger acquisition and change management. The stakes were high, and the deal was monumental, not just in financial terms but in the potential it held for transformative change.
The client was a leviathan in the corporate sea, and the scope of their needs eclipsed the capacity of my company at the time. The endeavor demanded a workforce and resources beyond our solo capabilities, propelling me toward the decision to seek a partnership. It was a strategic move, one that required aligning with another entity that shared our values, ethos, and commitment to excellence.
After meticulous research and deliberation, I identified a potential partner—a company that, on the surface, mirrored our dedication to impactful and ethical business practices. With transparency and trust as my guiding principles, I shared intricate details about our methods, our philosophy, and the unique approach that had endeared us to the client. It was a gesture of goodwill and collaboration, underpinned by the belief that together, we could achieve remarkable outcomes for the client.
However, the narrative took an unforeseen turn. The partner, armed with the insights and strategies I had provided, saw an opportunity not for collaboration but for usurpation. They approached the client with a proposition to exclude us from the equation, presenting themselves as fully capable of handling the project independently. It was a stark betrayal, a strategic maneuver that exploited our openness and trust.
The client, swayed by the assurances of a larger entity, decided to proceed without us. The revelation of this decision was a visceral blow—a mix of disbelief, betrayal, and a profound sense of injustice. It was a crucible moment, one that seared into my consciousness the fragility of trust in the business world.
The aftermath was a period of introspection and recalibration. The pain of the experience was palpable, but it became a catalyst for profound learning and evolution. I recognized the imperative need for governance, for robust feedback loops, processes, and strategic plans that could shield us from such vulnerabilities in the future. The lesson was clear: while optimism is a virtue, naiveté can be a vice, especially when navigating the competitive and often ruthless terrain of business.
In this crucible of challenge, however, resilience took root. I did not allow this setback to define our journey. Instead, I channeled the lessons learned into fortifying our operations, ensuring that while we may not clinch every deal, we would never again be blindsided by a lack of strategic preparedness or an overreliance on the assumed integrity of others.
In a twist of fate that often accompanies the narratives of those who persevere, the client eventually circled back to us. This time, we engaged in a partnership that was genuinely aligned with our values and capabilities—a partnership that not only facilitated the success of the merger acquisition and change management project but also blossomed into a lasting relationship that endures to this day.
This chapter of my journey, fraught with both tribulation and triumph, underscored a fundamental truth: in the realm of business, as in life, it is not merely the challenges we face that define us, but how we rise, learn, and evolve from them. It was a testament to the power of resilience, the importance of strategic vigilance, and the enduring value of staying true to one’s principles and vision.
Contact Info:
- Website: www.WadeYounger.com
- Linkedin: https://www.linkedin.com/in/wadeyounger/
- Twitter: https://twitter.com/Fruition3
- Youtube: https://www.youtube.com/c/WadeYoungerSpeaksLive
- Other: https://www.pinterest.com/wadeyounger/