In his personal and professional life, Clive Brindley, HP Software country manager for SA, applies the following principles: don't be arrogant, be prepared, never get complacent, and keep training.
“I have to stay grounded,” he says. “I'm a very passionate person, my integrity and honesty are essential to my existence, that is my personal brand, over and above my role at HP. I want to grow naturally, with some coaching and exploration to make me a better leader, as that's a massive part of what I want to bring to any organisation in South Africa.”
Speaking of his new role as HP Software country manager for SA, Brindley says he loves it. “I was in an acting capacity for a few months, it's now official and it's wonderful, I'm very happy, the team is fantastic, and I love the fact that I can officially now put some of my flavour into the business.”
Brindley says he doesn't want to overcomplicate and 'boil the ocean'. “I try and break sales down into the fundamentals for the customer. If we're not spending time with the customer, not adding value to their lives and not actually understanding, then we're doing things wrong. We can put in place all the fancy strategy in the world, but if we're not building relationships with customers, helping them with the complexity of their business, then we've missed the point. It's about getting back to basics with a clear refocus on them.”
He states that a happy customer is key to the success of any business. “I prefer not to be in the office, but to be with customers. Whether it's an easy conversation or a tough one, I love the energy of and learning from customers. They're in the engine, the ones who make it happen, and it's nice, as a vendor, to get that sanity check. Spending too much time in the office, reading marketing brochures gives a view of the world; while it is a correct and an appropriate view, it's welcoming to chat to a customer who can give a critical view of a product while specifying their needs.”
Past highlights
Brindley's past career highlight was working on an international outsourcing deal. “I worked for a defence contractor that builds aircraft carriers and flight simulators, which was involved with service management in deployed operations. For example, how would an IT technician on a submarine support the operational effectiveness of a deployed city in Iraq? The answer would be to have a rack with servers, and it would be hardened and dust-proof, and we would figure out how to log calls, and escalate to the global operations and command centre.
“I love technology and the military; I don't like the idea of war, I'm a pacifist, and in fact one of my best skills is the ability to mediate and arbitrate; however, I like the technology, it's phenomenal.”
He cites today's drones as an example: “They can fly for 48 hours without needing refuelling - almost more effective than satellites now. Personally, it was the perfect setting; I got to walk around with generals. I'd go for a meeting at an Air Force Base, and there would be jets taking off in the background, it was very exciting.”
Asked whether he would be interested in getting involved in defence technology again, Brindley answers yes and no. “Let's say we had an opportunity now to offer direction, in my capacity as country manager, then very possibly. Would I like to build the detailed architectures and similar? No. I feel like I've been there, done that. It's a very high-energy environment and with some of the best professionals, I learned massive amounts.”
Up in the air
For fun, Brindley takes to the skies. “I've always wanted to fly; my grandfather was in the RAF, and he got shot down and was the only survivor. He was given a little caterpillar badge, with little ruby eyes, given to those who parachute to safety in such an event. He then joined the caterpillar club, so I've still got that and I've still got his wings.
If we're not spending time with the customer, not adding value to their lives and not actually understanding, then we're doing things wrong
Clive Brindley, HP Software country manager for SA.
“I don't have my own plane, but I have a friend who flies for SAA, from Grand Central, so I fly his planes,” says Brindley. “My best friend from Cyprus visited and we got into the plane and just flew around, stopping for a coffee at Parys.
“I applied for the Air Force - although I was in the army, where I worked as an operational medic for four years. I wanted to fly jets, but I got a job working at a company that builds software for the freight industry. My job was to drive around to all our customers, update their exchange rates for customs clearing. The updates were on a floppy disc and I didn't even know how to turn a PC on at that stage. I knew little about IT and, as they say, the rest is history.
“I love technology. I have to know everything; it's unrealistic and impossible actually. I've got to download all the apps so I know what people are talking about. I'll play around with them and then delete.”
Disconnecting
Speaking of what keeps him up at night, Brindley says he's a thinker. “I really struggle with disconnecting. My mind is always active. I read a great deal to disconnect.”
A message from The Power of Now, by Eckhart Tolle, sincerely strikes Brindley. “Stop thinking about yesterday, stop thinking about tomorrow, when last did you stand in the shower and just feel the water running down your back, and just enjoyed it. If you can observe your mind, then you are getting it right.”
“I overanalyse and pre-empt things that don't really happen; I'm very analytical that way, this is a high-pressure job, HP has big expectations for its software business, and has spent billions in building out its portfolio. I have to make sure HP's expectations of the business in South Africa are met. It's immense pressure.”
However, Brindley says he loves the pressure. “I think the true character of a person shows when the pressure is on. We can all be nice and smile when things are going well, that's easy. The difficult part is remaining consistent under pressure. I prefer to lead by example by spending time figuring out how to become a better leader. My team are leading and teaching me as well, so I'll never stop learning.”
Staying on top
Brindley says he tries to apply the same personal principles in his professional life. “Being on top today does not determine the same for tomorrow, as there are no guarantees. Things can change very quickly. Be respectful and keep training.”
I love technology. I have to know everything; it's unrealistic and impossible actually.
Clive Brindley, HP Software country manager for SA
His cites his family as a priority. “I phoned my wife this morning, and I said to her, 'I just want to remind you that I love you very much and when I get home at night there is nothing more exciting than when I walk in the door and my little boy runs up to me'.
“I'm often accused of being a real softy, but I love it. My boys are my life, it's the most magnificent gift and privilege to be a father, and they ground me. They also keep me sharp. It's really interesting, because in a way, I am reliving my youth through their eyes.”
Doctors told him and his wife they wouldn't be able to have children. “We threw lots of money at it, but they said there was less than 1% chance of success, so we gave up. Then it happened. Little Christopher was born, a natural birth, with the accompanied screaming and shouting, and nurses, but I remained fairly calm. I didn't cry much, like you see in the movies. Then my second boy came, and it was really interesting the second time, I understood the process and the different phases of pregnancy. In many ways, Christopher was keeping me busy and I didn't really get a chance to connect with the new baby while he was in the womb, but when he was born, I couldn't control myself.
“Someone said to me, it's almost like you grow another heart, you love them, but you can't describe the love, and you love them in their own unique way. It's a privilege. I'm very much a family man.
“Human potential inspires me, I love people, I'm a very passionate person, and I'm very excited about the future.
“HP has given me a great platform. They've never said no to anything I've asked, I've had to fight for it; however, if they can be assured it adds business value, they're willing to oblige. HP will invest in individuals, as they believe in their people who remain focused and dedicated; they certainly have in me,” concludes Brindley.
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