Identify your goals for the next six and refresh them every three months. Share these goals with your advisors, mentors and key managers) and encourage their comments. Define and talk through projects/task with the relevant team members and allocate tasks and your expectations. Trust your team and review progress with candour.
This is a cultural philosophy and needs a couple of things. Firstly your team needs the power to stop “production line” so that they can fix the problem that they’ve just seen. Secondly they need the freedom to consult others using the production line to envisage a full solution and options…if they can’t [...]
This statement is made only by people who actually plan without knowing it. So let’s refresh what this is all about…know what you want, start small, measure and share. Specifically you must: Have a big fat objective that’s talked about and agreed to by team. Create small steps and targets and cross them [...]
It’s all about “knowing” the people who make-up the two most critical groups in your food chain. Your Team…they need to reflect the values, attitudes and behaviours that you believe your clients are looking for…aberrations can be tolerated but out of sight of clients. Your client facing team will embrace and deliver the identified [...]
In an age where “cloud solutions” exemplify shared capacity, we all should be looking for partners that we can co-invest with in critical resources. We need to pay for what we need and use, anything else is a waste. Efficiencies and world class solutions are expensive to buy absolutely, yet effectiveness can be [...]
Five steps to more successful engagement and prospecting: Become truly relevant by answering their needs. Be accessible…know where they congregate, who their community is and what floats their boat in a profession and social sense. Ideally you will be referred by a colleague or likeminded professional. Be authentic, walk the walk and talk the talk. [...]
In fact it is capable of energising, refreshing and creating a new more positive and directed culture within your business. And another thing it’s not is just a different word for honesty. Inquisitiveness provides power and energy to pursue effectiveness in your changing market. It is about starting awkward conversations and listing [...]
If your business is in the 95% of businesses that are now working harder to find prospects to present, there are a couple of good reasons. In every one of these 95% of cases our prospects are indeed harder to find, let alone engage with and convert for one simple reason. They are too [...]
Your competitive advantage, your commercial edge, is only of value once your customers and your prospects FEEL your product or service’s value and power. They will feel it when it’s supported by: Demonstrative value…do they understand the real value in selecting your service? Is it supported by innovation and industry expertise? How quickly have they [...]