Archive | desired outcomes

Change Begins with Choice

Is openness or receptiveness to change holding you or organisation back? How can you create durable change initiatives at your place of work? Why is change so hard?

“People are not afraid of change. They fear the unknown.” – Dick Brown, former CEO of EDS

In today’s chaotic post-crisis world we are facing more unknowns than ever before. Incremental planning based on a safe set of assumptions has been replaced by scenario planning with probabilities assigned to a range of possible outcomes. Our ability to change and overcome our fear of the unknown is largely determined by the way we think about the future.

Adaptive Thinking is having a permanent focus on the desired outcomes while constructively responding to change in pursuit of achieving those goals. Adaptive thinking is the application of Divergent thinking (Possibility thinking) creating choices followed by Convergent thinking (Critical thinking) making a choice. But the secret to success lies in using both these thinking approaches sequentially: Divergent thinking AND then Convergent thinking, in that order.

“The future belongs to those who see possibilities before they become obvious.” – John Scully

“The best way to predict the future is to create it.” – Peter Drucker

Building our Future is a mindset, a conscious choice about how we choose to think and how we choose to respond to change. Develop your level of Adaptive thinking and you will increase your mental resilience – your ability to stay focused when all else around you crashes and burns. Adaptive thinking is the best way to deal with your fear of the unknown and your people’s fear of the future. It is our responsibility to build our future.

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Quantifying Value – The Ultimate Sales Tool

Understanding your own value – the value of your products and services – and being able to connect that value to your customer’s business drivers is what makes customers want to buy. Customers want the benefits, the business benefits that your product or service can create and deliver to their business.

In today’s business climate customers are critically reviewing and reassessing their businesses, rethinking their options, re-allocating resources and re-prioritizing their business strategies. You can assist your customers in this process by helping them to identify and quantify value gaps or value opportunities, demonstrating how value can be created, implemented and then measured to ensure that the value realised meets or exceeds plan.

Value maximisation followed by value assurance is what your customers desperately want and need today. Show him or her how they can achieve these two goals and you will create more than a customer, you will create a business partner for life.

Price Advantage -> Product Advantage -> Competitive Advantage -> Value Advantage!!! Continue Reading →

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Managing Your Mindset. Your #1 Challenge in 2009

Woody Allen said “80 percent of success is showing up.”
Thinking about it, this is very practical advice, and for people in sales a good rule to live by. You can’t influence, persuade, or sell yourself or your ideas if you aren’t sitting in front of the person you need to influence. Now ask yourself this.

How often have you chosen to simply send an email or make a phone call rather than holding to a face-to-face meeting?

Essentially you are choosing between sending your message vs personally delivering your message. Using email and the phone is easier for sure. However, it is also easier for the other person to choose to ignore, misunderstand or fail to take the desired action in response to your message. Less investment in time and effort equates to less commitment to influence. So, showing up wins? Yes, no contest. But, I think that there is a critical and unstated assumption here. Let me explain. Showing up, how and in what state of mind? Showing up when you are unprepared, uncommitted, de-motivated, tired, or sick means that we may have been better off sending an email or making a phone call. Showing up when you are well prepared: having a plan, being fully committed and having a positive mental attitude is what will deliver success. Continue Reading →

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