LI-2023
LinkedIn Posts Jan-Dec 2023.
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 chances of
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 change,
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 services
How to save a ton of time.
How to save a ton of time. Actively identify the right clients and make sure you avoid the wrong ones.
Are you ‘all in’ or ‘half assed’?
Are you ‘all in’ or ‘half assed’? To get to a higher performance level you’ll need to change what your doing. And probably not be content with tiny incremental changes each year. High achievers think bigger and bolder than that. A lot of people like the idea of growth.
Increase your chance of winning projects.
Increase your chance of winning projects by creating exceptional pre-sales experiences. That means investing time in thinking and getting ready. This preparation makes all the difference when you get face-to-face with the client. It's the difference that makes the difference.