Skip to content

Are your clients seeking or shirking?

Clive

Performance accountability shows up as a 'results ownership' mindset. It is different from an 'order taking' mindset - accepting the delegated responsibility for tasks.

There are people who embrace performance accountability and people who avoid it.

It's interesting to consider this distinction in a business development context. Is your client embracing or avoiding performance accountability?

You'll find the answer in your dialogue with them.

Commitment. Accountability. Consequences.

If your conversations are about business drivers and desired outcomes you're on track. If they include objectives, success metrics, impact and consequences, you've cracked it ... the client is talking performance accountability language.

But, if the client wants to talk in detail - about tasks, process, resources, timelines, and day rates - they're talking a different type of language.

Something to think about.

The Influence Briefs

Clive

Related Posts

Members Public

Talking too much

I was in a meeting once where I said a lot. Frankly… I just talked too much. Good points. Clear insights. People nodding (off). Afterwards, my boss pulled me to one side and said, “You didn’t hear half of what the client said, did you?” She was right. I’

Members Public

The deluxe service

If you’ve stayed at a posh hotel you may already know about the deluxe services that are available … if you have enough money. And, I’m not talking about a bigger room and well-stocked the mini-bar. That’s nice but with the deluxe service comes a suite

Members Public

What did you try this week that's different?

Just take a moment to answer this question. What did you try this week that's different? And I'm not meaning eating Hákarl (although kudos if you did). I'm meaning a different way to have impact or influence. Most candidates applying for coaching haven'