Luke Gaffney, Vice President, Sales, US Corporate Markets, LexisNexis

Luke Gaffney is clear – passion for winning isn’t just about commercial success.

“It is much wider than that,” he says. “Clearly our commercial success is very important. But what is equally important is the success of each employee. Beyond financial considerations, in my experience the most meaningful and long-lasting success for any employee is when they really grow, when they develop new skills, acquire greater confidence and/or expanded thinking.”

He says that winning is measured in three ways. “Firstly, when my customers tell me that our products and services make it easier, safer and less costly for them to win. Secondly, when my employees tell me they have developed meaningful new talents and skill sets and achieved their personal goals. And thirdly, when my financial partners tell me we have exceeded our revenue goals!”

Passion is a much used word in business. But for Luke it means something very specific. It describes his approach to his working life.

“If you don't have passion you can't win; at least, not regularly. It’s almost like an extra gear that is always available to kick in when you need it – and in sales, you need it often.” So how does this Reed Elsevier value manifest itself in his everyday work? “Driving, digging, executing, chasing, closing, adjusting, trying again and again...while in the arena, keeping score as the competition swarms,” he says.

LexisNexis works in highly competitive markets and the competition is coming from a variety of sources. The traditional competitors remain formidable, he says, but there are other threats to think about and anticipate. “We are always figuring out ways to win against new players, emerging technologies, changing legislation and increased customer expectations.”

So maintaining the passion to win is essential. “I actually think this phrase should be turned around to more accurately describe what it means – it should be winning because of passion. We win because of our passion for serving our customers and our employees. When we direct all that we have and all that we do on those to groups...winning is the inevitable result.”