Who challenges you?
Who challenges you? Find someone who delights in: - Nudging (or shoving) you out of your comfort zone on a regular basis. - Encouraging you to set higher expectations for yourself. - Making you to look at the world in ways that change your beliefs. Their guidance is priceless.
If I wanted to help someone do their best thinking …
If I wanted to help someone do their best thinking … I’d work toward mastery of this skill set. Saying this directly after listening to 3 people talking ‘at’ each other for over an hour. The conversation, if you can call it that, was all advocacy, no inquiry. Want to
Many consultants fear setting stretch goals.
Many consultants fear setting stretch goals. They worry they'll fail or over-commit. Here's how you can do it and succeed. #1 Inspire yourself. Ambitious targets push you. They inspire greater effort and creativity. So, don't settle for easy wins. Set yourself up to
Looking for higher levels of performance?
Looking for higher levels of performance? Here's a way to stretch your team. And your leadership. The Empowerment Challenge 1/ Give your team a tough challenge that seems impossible at first. 2/ Set standards and expectations. Show them a model of what good looks like. 3/ Then let
Top executives personal goals.
Remember top executives have personal goals that underpin their professional objectives. Help them achieve their goals 𝙖𝙣𝙙 look good. You'll become a more valued partner.
Nurturing client relationships.
Nurturing client relationships is every bit as important as delivering projects. Here are four practical strategies, you can use to maintain and grow your key relationships while delivering high-quality work. #1 Add-value with ‘small favours'. By providing support outside of the immediate scope, you can increase the
3 conversations.
When you're talking with another person at least three conversations are happening. 1/ The conversation in your head. 2/ The conversation in the other person's head. 3/ The conversation going on between you.
Apply everyday consulting tools to pre-sales situations.
It surprises me how few consultants apply everyday consulting tools to pre-sales situations. For example, you might use Force Field Analysis. Here's how: 1/ Figure out what change the client wants to make, like implementing a new system. 2/ Find the drivers pushing the client towards this
Leading transformational change takes courage and commitment.
Leading transformational change takes courage and commitment. If you’re not feeling those traits deep in your bones you’re probably a manager / order taker doing something generative, incremental … or keeping the status quo. While there’s nothing wrong with a bit of linear growth it’s not game changing
Getting top-table meetings.
An anecdote in Mack Hanan's book Consultative Selling offers a fantastic perspective on getting top-table meetings. Here's the snippet that changed my worldview: We scheduled a proposal meeting with Motorola. A letter was sent to the corporate vice president and director of group operations and