ETHAN CARR (MBA ’06) IS A VICE PRESIDENT AND BUSINESS LEADER AT MASTERCARD WORLDWIDE IN WASHINGTON, D.C. HE PROVIDES SOLUTIONS THAT IMPROVE PAYMENT PROCESSES AND EFFICIENCIES FOR HIS CLIENTS IN THE GOVERNMENT, NONPROFIT AND HIGHER EDUCATION SECTORS. SCHOLAR ASKED HIM THREE QUESTIONS ABOUT HIS WORK AND THE
FINANCIAL SERVICES INDUSTRY.
- What is the number one service you can provide to your clients?
The ideal solution is one that results in significant cost savings and greater convenience and security for the end user. With every client, we seek ways to install payment solutions that result in operational efficiencies and greater transparency of the payment process.
- What’s the best way to initiate a relationship with a new client?
It’s all about value. I demonstrate the value of our solutions to customers and outline how we can assist their organization in becoming more efficient. Business leaders may be short on time but they are always interested in saving money and being more effective with their resources.
Also, MasterCard is a thought leader in the financial services industry, constantly surveying the market for trends and new solutions. I share that information with my clients, a process that keeps us connected long after we’ve rolled out a payment solution.
- Marketing and business development teams often work together. Why is this internal relationship so important?
In order for a sales team to provide effective solutions, they must rely on the marketing team for critical information about the market—who, why and where it makes sense for the solutions to be offered. The more these two teams communicate with each other, the more value we can bring to our customers.