Tag Archives: problem-solving

Administrative , , , , , , , , Leave a comment

Meeting Primer: Make Every Minute Matter

by

So you’ve decided to call a meeting. Maybe you and your client’s team are due for an update/ check-in; or has an unexpected glitch created a project roadblock that demands a problem-solving strategy? Let’s look at the bright side—-has what appears to be an opportunity revealed itself and the purpose of your meeting is to verify that the opportunity is not a mirage and deciding how to proceed?

Oftentimes, a meeting means a decision must be made. When it comes to meetings one thing is certain—the purpose is always about finding the way forward, where you’re going and how you’ll get there. Moreover, there are always action items to follow-up on.

Meetings have a checkered history; there is an unfortunate tendency to deviate from the agenda and get lost in the weeds. Salvation is within reach, however, when the convener—you!—thinks through the key components of the meeting so that you will enable the meeting to both fulfill its purpose and leave the participants feeling energized, engaged and effective.

Agenda

It is your job as meeting convener to create the conditions for a successful meeting. Begin by identifying the purpose of your meeting—must potential solutions to a problem be explored, or must the team determine strategies that will advance a certain goal? Once the meeting purpose is confirmed, the convener will then consider which information and/or actions will be needed to support the meeting purpose and inform the creation of the meeting agenda—which will be the meeting journey roadmap. To create the agenda, allow yourself to do some some free association thinking to get a mental picture of what must be discussed and resolved.

Attendance

Next, decide who should attend, as well as those who perhaps for political reasons you would be wise to invite. There may be certain stakeholders or power brokers who must be in the room (or in virtual attendance), whether you want them there or not. Those on the must-invite list could be a net-positive, however; you may be able to convince one of the VIP attendees to troubleshoot, green-light, recruit allies, approve funding, or somehow advance your vision of what needs to happen.

Following the list of heavy weights, you’ll be free to draw up a list of those who should attend, who you want to attend, because they have the subject expertise and insight that will benefit the meeting purpose. Finally, there are those you should ask to attend because they know how to get things done and can be trusted to carry out important action items—and just as valuable, if there’s a vote taken, they’re with you!

Bear in mind that there may be stakeholders /VIPs who simply appreciate receiving info regarding the outcome of your meeting, but they do not need or want to attend. If someone doesn’t need to be there, offer them alternatives, such as asking them for pre-meeting input or sending them a follow-up meeting summary. Fewer attendees mean more-focused conversations—and ultimately better outcomes.

Use the “Five W’s”—who, what, where, when, and why—to generate the participant list. Who needs to be there? What, if any, special information should you bring in resources to support the conversation (meeting handouts or presentation slides? What information can drive decision-making and needs to be shared and what is just a distraction and doesn’t need to be included?

You must also consider the most inclusive and welcoming format for the meeting—in person or virtual? It’s entirely likely that your meeting will be hybrid and it will be necessary to design logistics that will make those who attend virtually feel fully present.

Engagement and participation

As you know, the best meeting outcomes are achieved when you bring together participants who have the means and motive to contribute something relevant to the proceedings. Lackluster participation in meetings weakens the result by reducing collaboration, hampering decision-making and eroding team unity. How can you encourage more fruitful engagement? Step One is to create an agenda that directs attention to the core purpose of the meeting, whether check-in, problem-solving, or decision that must be made, or opportunity to exploit.

Start by clarifying expectations for the meeting and participants by outlining some of the supportive behaviors you want to see in your meetings. For example, you might emphasize mutually supportive behaviors such as nonjudgmental communication, collaborating to tackle challenges together, sharing of resources and information. It’s also helpful to offer team members different ways to contribute—for example, allow for written input before, during, or after meetings. Giving those who are typically less vocal a structured role can help empower them to speak. When participants know that their insights and wisdom are valued, they’ll find the motivation and courage to speak up and they have the potential to perhaps bring an unexpected idea or perspective that will greatly improve the outcome and relevance of the meeting.

Finally, make every minute count and don’t run over. Set meetings for the shortest time necessary, not by default increments like 60 minutes. Honoring to the agenda and ending on time helps people sustain focus, reduces frustration and communicates to everyone that your meetings are worth attending.

Thanks for reading,

Kim

Image: ©Siphosethu Fanti/peopleimages.com for Adobe Stock

Survival Strategies , , , , , , , , , Leave a comment

Rev Up Resilience To Ramp Up Productivity and Reduce Stress

by

Is it my imagination, or has life become increasingly stressful year after year? In my experience, it feels as if navigating normal life (is there still such a thing?) and being productive in one’s occupation requires more effort than was necessary just a few years ago. The bar for success seems higher and the level of productivity (and luck, I might add) required to win the race is consequently higher.

Productivity is a multi-faceted function and we’ve examined how to maximize its application from technology, marketing and sales perspectives. Today, we’ll examine the impact of health on productivity and get ideas on how to do what must be done without damaging one’s physical or psychological well-being.

BTW, the American Psychological Association agrees with my observations. According to its 2023 Work in America survey, 77% of U.S. workers experienced job-related stress during the previous month and 57% reported negative outcomes as a result, including emotional exhaustion and lack of motivation that undermined their ability to do their best work. Stress and its usual byproducts, burnout and anxiety are also linked to the often-celebrated hustle culture, whose supporters brag about their marathon workdays and insist that the sacrifice is the price of admission for attaining a thriving business or career.

In the beginning hustle culture can be helpful and that pedal-to-the-metal work ethic will propel you toward your goal. But in the long-term, being a workaholic (that’s the old-school term) can cost you your health—and it might even undo the success you’ve attained. Lengthy periods of intense stress carry significant downsides, physical and psychological, including loss of energy, concentration and creativity—the building blocks of productivity that hustle culture is supposed to enhance. When you’re constantly in overdrive, the brain’s capacity to focus, exercise good judgment and perform other “executive” functions deteriorates. Related cognitive assets, notably decision-making, problem-solving and strategic thinking, can also weaken. The inevitable outcome is that productivity craters.

So how can you improve your capacity to be productive and enhance your executive cognitive functions along the way? It may sound counterintuitive to some, but when you’re not just determined, but also realistic, about achieving important goals, the first step is to step away from the hustle culture fad.

You may be convinced that hard work is the partner of ambition and to a great extent that is true, but pushing yourself to exhaustion is almost guaranteed to result in an assault on your physical and psychological well-being. Instead, you will be wise to regularly nurture and replenish your energy stores to cultivate resilience, minimize stress and bring about strength, focus and calm control. Reserve those hustle culture 12+ hour workdays for extreme circumstances, such as responding to an emergency or meeting an important deadline. Prioritizing your health can be treated as a strategic imperative—is it not your greatest resource when all is said and done?

Organize and prioritize

Managing time is central to facilitating productivity. Strategic time management minimizes stress because it gives you a road map for your day and the road map enables a sense of calm control that makes productivity flow. When you have too much on your plate and you’re putting out fires and everything is an emergency, the secret to navigating the chaos is to create a road map that prioritizes your tasks from the top down—most important to least important. If you’re unsure about which tasks are most urgent, confirm the consequences for late completion by checking deadlines, investigating the potential of missed opportunities, or incurring fines. Another idea is to consider the reward or risk of the task’s completion. For example, will completing this task provide increased revenue? Asking yourself these questions can help narrow down the true priorities on your to-do list.

Maximizing productivity and minimizing stress requires that you take ownership of your schedule and plan your time so that you can manage your workflow. Time management is the secret sauce that will make you feel in control and less stressed, no matter what kind of workload you’re dealing with. A realistic to-do list can be very helpful as well as empowering. Even if events conspire against you and you don’t quite complete your daily itinerary, you’ll know what you must do the next day, or later in the week. Best of all, you’ll be confidently on your path to improved productivity as you become more realistic about scheduling and estimating time commitments.

Once you’ve determined your priorities, you can assess what you can handle and begin to identify tasks that might be handed over to an expert. Bringing in reinforcements is a crucial step in successfully navigating chaos. Today’s business reality is that there are not infrequently too many to-do’s for one person to handle. Business leaders must learn to delegate to a team member or outsource to an outside expert.

Delegate/ outsource

If you’ve come to the realization that there aren’t enough hours in the day to get through your typical to-do list, it’s time to behave like a real leader and off-load some of the work. If you have employees, evaluate the feasibility of delegating certain tasks. If you are a Freelance soloprenuer, examine your budget and evaluate the feasibility of outsourcing certain tasks.

Outsourcing is the practice of delegating certain business functions to an external individual or agency with the goal of enabling the business owner and/or employees to focus on primary tasks and responsibilities. Outsourcing enables Freelance consultants and other business owners to devote time and talent to the organization’s core functions by selectively delegating certain tasks to a highly skilled external expert. Removing certain tasks from your plate will enable you to focus on projects that are core to your business, as it factors in that you may not have either the inclination or expertise to optimally complete certain tasks. Accepting your limitations, something we all would be wise to do, should allow you to both improve your productivity and also lower your stress level.

  • Choose the right tasks    You, team leader, are responsible for understanding and communicating the strategic, big picture view of the work.  Subcontractors and part-time help are responsible for their area of specialized skills.  You coordinate all tasks and ensure that milestones are met and the deliverables are provided within the project deadline and budget.
  • Provide resources and authority Ensure that that employees or outsourced help will have the resources—information, time, budget, equipment— and the authority to do what you’ve asked of them.  Don’t make them run to you whenever they need to take action.  Rather, empower them and let them apply their intelligence and creativity to making you look good.
  • Establish expectations Especially if you delegate to an employee, explain the goals of the task(s) and how it supports short or long-term plans.  Explain also how results of the work will be measured. Confirm that those who work for or with you understand their individual responsibilities and the collective goal. Make sure that the goals are SMART: Specific, Measurable, Attainable, Relevant and Timely.
  • Provide feedback and acknowledge success   Monitor performance and quickly correct any misunderstandings or problems. Find teachable moments and provide training or useful suggestions when needed.  Encourage and enable excellent work to keep people motivated and productivity high.  Employees or Freelance consultants you’ve hired will appreciate that you recognize and diplomatically call out superior work and will rectify weak performances with the proper coaching.
  • Relax and recharge The first ingredient in your productivity enhancement recipe is sleep. Inadequate sleep is epidemic these days and it is seriously detrimental to one’s health and ability to manage stress.  An unexpected outcome of sleep deprivation can be weight gain, which can be exacerbated by the release the stress hormone cortisol, which increases appetite.  When we are fatigued, our choice of foods is usually unhealthy and laden with sugar for an energy boost, or high fat, or salty.  The stage is then set for taking on unwanted pounds (and I’ve been there!). As you know, fatigue undermines creativity, judgment and decision-making, productivity and self-discipline.  Do what you can to get in those eight hours or so each night.  Getting enough sleep just might help you discover the energy to begin (or restart) a regimen of regular exercise. Exercise provides physical release and reduces tension and stress, calms and clears the mind, helps us to sleep better and even improves self-esteem. Exercise also improves the functioning of the immune system and in the process helps us to fight off certain diseases. You may play a sport, ride a bike, swim, walk, do aerobics, yoga, Pilates and/or lift weights. Experiment with different types of exercise to learn what you like and do it on a regular basis. 

Thanks for reading,

Kim

Image: © Ljupco for Getty Images

Professional Development , , Leave a comment

Summer Reading List 2023

by

There are so many reasons for you to sit down and read a book. Reading is a pleasure, an adventure and an education. Books expand your horizons, awaken your creativity and stimulate your intellect. Reading shows you exciting possibilities, warns you with cautionary tales, challenges and enlightens you with new information and introduces you to alternative points of view. Books open whole new worlds for you.

Reading is also good business, whether you own the enterprise, preside in the C-Suite, or hustle in an entry level position, from barista to call center help desk. Reading is integral to building and maintaining the scope and value of your skill set and for that reason, reading books is integral to professional development. The books you read—in particular business books, but might include history, philosophy, psychology, semiotics, or other disciplines—can strengthen your analytical, problem-solving and creative outside-the-box thinking skills.

No matter how successful you’ve been in your business or career, no matter the educational degrees and professional certifications you’ve earned, regardless how amazing the team you collaborate with, you are destined to encounter challenges as you progress through your working life. You may find the answer to your dilemma while reading a book. Whether your book describes the grit and timing needed to launch a business, provides insight into how you can expand and grow your enterprise, or explores the art of leading or managing teams or organizations, there are books that will teach you to recognize and overcome obstacles and coax the best performance from your team and yourself.

The books included here are appropriate for every stage of your working life. The authors are people who’ve experienced obstacles in the business world and lived to tell the tales. Who better to learn from than someone who has already conquered the difficult predicament you’re facing now, or will encounter in the future?

Start With Why Simon Sinek (2009)

Sinek explores a way of thinking, acting and communicating that cultivates your ability to rally and inspire those with whom you work and interact. A defining behavior of that charismatic quality is demonstrated when you ask yourself (and your collaborators) why? When there are important choices or decisions to make, starting with the deceptively simple question why—-why is this matter important? why should we attempt to resolve the issue in this way?—-has the potential to put you on a path that will result in better answers, better strategies and, by extension, will allow you to achieve more fulfillment in your work and your life.

Leaders in organizations who have the courage to ask why—and question common assumptions, behaviors and practices—typically thrive even when others around them are failing. Often, their why is well articulated and forms part of their identity as it informs the reasons that people do the things that they do. Great leaders and visionaries have a powerful why and they invite others to explore it with them.

https://www.barnesandnoble.com/w/start-with-why-simon-sinek/1016513563

The Personal MBA Josh Kaufman (2010)

The Personal MBA delivers need-to-know information from that which MBA programs consider fundamental, from the five elements of business to the 10 ways to evaluate a potential target market and in the process, the book saves you the time and money involved in earning the formal degree. The Personal MBA breaks it down and helps you understand functions that are essential to business success—from finance to sales, marketing to operations, to the nuances of psychology, motivation and teamwork, to creating systems. Kaufman distills everything you need to know to transform your business, or your career.

https://www.barnesandnoble.com/w/personal-mba-josh-kaufman/1102823220

The Power of Geography Tim Marshall (2021)

Marshall explores 10 regions that are positioned to shape global politics in a new age of great-power rivalry—Australia, Iran, Saudi Arabia, the UK, Greece, Turkey, the Sahel, Ethiopia, Spain and (surprise!) Space. Learn why Europe’s next refugee crisis is perilously closer than it appears now. Examine the roots of the tragic instability that roils the Sahel; understand why Middle Eastern nations would be wise to look beyond oil to secure their future; explore why western Asia is one of the most volatile flashpoints of the 21st century; and contemplate why Earth’s atmosphere is set to become the world’s next battleground.

https://www.simonandschuster.com/books/The-Power-of-Geography/Tim-Marshall/9781982178635

Thinking the Future (2021) Clem Sunter and Mitch Ilbury

Think about it—every decision you make impacts the future! We constantly make choices that affect the next week, next year or upcoming decade. The problem is, you can be blinded by what you want or expect the future to be. Scenario planning experts Clem Sunter and Mitch Ilbury posit that the futurist’s art of decision-making, where the flexibility of thinking like a canny fox plays a key role, will be a deciding factor in successfully adapting to a complex and interconnected world.

https://www.penguinrandomhouse.co.za/book/thinking-future/9781776096299

How Big Things Get Done (2023) Bent Flyvbjerg and Dan Gardner

Understanding what distinguishes triumphs from failures has been the life’s work of Oxford professor Bent Flyvbjerg, who’s often called “the world’s leading mega-project expert.” In How Big Things Get Done, the author identifies common errors in judgment and decision-making that cause projects, big or small, to fail.

Happily, Flyvbjerg also shares research-based principles that will make your projects succeed. The book includes numerous helpful and vivid examples, ranging from the building of the Sydney Opera House, to a home renovation in Brooklyn gone awry.

https://www.barnesandnoble.com/w/how-big-things-get-done-bent-flyvbjerg/1141634446

Traction: Get a Grip on Your Business (2007) Gino Wickman
Don’t let common problems and frustrations overwhelm you and your business entity. In this book, you’ll learn the secrets of strengthening the Six Key Components of your business. You’ll discover simple yet powerful ways to run your company that will give you and your leadership team more focus, more growth, improved outcomes and more enjoyment.

https://books.google.com/books/about/Traction.html?id=VVDZCQAAQBAJ

Influence: The Psychology of Persuasion (1984) Robert Cialdini

The author cogently explains the psychology of why people say “yes”—and how to apply these understandings. You’ll learn the six universal principles, how to use them to become a skilled persuader and how to defend yourself against them. The principles apply to readers at every stage of your career journey. Influence will move you toward profound personal change and act as a catalyst for your success.

https://www.goodreads.com/book/show/28815.Influence

Your Next Five Moves: Master the Art of Business Strategy (2020) Patrick Bet-David

From the creator of Valuetainment, the #1 YouTube channel for entrepreneurs, is a practical and effective guide to thinking more clearly and achieving your most ambitious professional goals. Combining these principles and revelations drawn from Bet-David’s rise to successful CEO, the book is a must-read for any serious executive, strategist, or entrepreneur.

https://www.barnesandnoble.com/w/your-next-five-moves-patrick-bet-david/1136404932

Never Split the Difference: Negotiating As If Your Life Depended On It (2016) Chrisopher Vos, Tahl Raz

Negotiations take place in many different sectors of life, such as politics and business, and also in some critical events, most dramatically demonstrated by hostage situations. The book is a guide to the wisest behaviors to exhibit when stressful situations develop, whether that involves the need for negotiation techniques in hostage situations or in business. The authors describe what to do, questions to ask and how to react in situations that require negotiation.

Without question, Never Split the Difference can teach you a new and useful competency. Raz and Vos offer unique perspectives that will improve anyone’s negotiations skills, from novice to advanced.

https://www.barnesandnoble.com/w/never-split-the-difference-christopher-voss/1122714695

Freelance Your Way to Freedom (2022) Alexandra Fasulo

Freelancing phenomenon Alex Fasulo delivers a practical, step-by-step guide to navigating the potential and perils of launching your Solopreneur side hustle. The author draws on her experience of scaling a $36,000/year Fiverr gig into a million-dollar enterprise. She explains how to manage those critical moments in business when decisions need to be made quickly and without warning.

In the book, you’ll find actionable tips and hands-on examples to make the gig economy work for you. The book is a must-have for Freelancers, Solopreneurs and Entrepreneurs, as well as anyone who participates or is interested in the future of work.

https://www.barnesandnoble.com/w/freelance-your-way-to-freedom-alexandra-fasulo/1141301804

Happy 4th of July to my American readers! To all my readers, thanks for reading. I appreciate.

Kim

Image: Johann Hamza (1850-1927, Austria) A Gentleman Reading in the Library

Uncategorized , , , Leave a comment

6 Soft Skills You Need Now

by

The behaviors known as soft skills continue to be highly valued in the workplace. Unlike technical, or “hard” skills, that encompass job functions, soft skills refer to the values and practices that shape your working style—-how you interact with clients and colleagues, how you manage your work and how you solve problems. Soft skills govern how you behave in different situations. They reveal who you are.

Technological innovations such as artificial intelligence and automation have made the execution of numerous mechanical or routine tasks faster, cheaper and more accurate and that saves time and money. However, the adoption of AI has contributed to the value of soft skills because the jobs that the machines cannot do are often dependent on soft skills.

Freelancers, who must present ourselves to prospective clients as not only possessing the hard skills required to get the job done, but also communicate that we’re good to work with—- resourceful, cooperative, dependable, pleasant—-are perhaps more explicitly in need of soft skills than are employees. It is now obvious that for Freelancers, soft skills such as emotional intelligence, adaptability, optimism, self-motivation and resilience are critical success factors. It is doubtful that you can build and sustain a successful venture without displaying your command of soft skills traits. Soft skills are also elements of your personal brand, BTW.

Of the many soft skills that Freelancers might cultivate, the following come to mind for me (and I’m sure that you, dear reader, can suggest several more):

  • Analytical ability
  • Creativity
  • Judgment
  • Communication
  • Organization
  • Teamwork

Analytical ability

Problem-solving starts with analyzing the issue you need to unravel, examine, evaluate and resolve. Looking beyond the surface to discover the root cause or motivators of the problem is usually necessary. Analyzing a dilemma can include a number of problem/solving skills, including:

  • Research
  • Forecasting
  • Historical analysis
  • Risk management

Creativity

The solution to a problem is not always obvious. Predicting what clients may want next is an ongoing puzzle. Out-of-the-box thinking and other points of view can be very beneficial as you search for a viable ideas and solutions.

  • Brainstorming
  • Editing
  • Design or presentation of products and services
  • Narratives

Judgment

Drawing from your life experiences is the most reliable way to develop good judgment because ideally, we learn from our experiences. As you navigate the personal and professional sectors of life, you’ll eventually learn how to consider the nature of a problem, understand what resources could be needed to bring about the solution and recognize what might go wrong along the way. The soft skills you’ll rely on will include:

  • Critical thinking
  • Decision-making
  • Collaboration

Communication

Communication is the foundation of problem- solving. Leaders (and managers) must be able to inspire, motivate, reassure, coach and constructively criticize. Being a good communicator also helps you to articulate your decisions and persuade your team to align and support your vision.

  • Active listening
  • Patience
  • Persuasion
  • Negotiation
  • Empathy
  • Building rapport
  • Public speaking
  • Body language
  • Verbal communication
  • Written communication

Organization

Once you’ve chosen a solution to a problem and communicated it to your team, you still have to create a process to carry out your plan. Organization skills help you implement the steps everyone needs to take, which can improve alignment and efficiency. Executing a strategy to achieve your solution requires a number of problem-solving, among them:

  • Prioritization
  • Initiative
  • Project management
  • Time management

Teamwork

Teamwork is essential to successfully collaborate with your colleagues. or your work partner or contact at a client’s firm. It’s necessary for brainstorming and exchanging ideas, delegating tasks and efficiently working toward a solution.

Even if your role is largely independent work, you still need teamwork to collaborate with colleagues in different departments and keep your goals on track. As a Freelancer, your role could involve interacting with multiple people. Make an effort to develop the skills that will make everyone want you on their team:

  • Collaboration
  • Delegation
  • Feedback, giving and receiving
  • Goal setting
  • Dependability
  • Prioritizing
  • Setting expectations
  • Assessing employee strengths and weaknesses
  • Setting expectations
  • Performance evaluation
  • Identifying outcomes
  • Trust
  • Respect

Thanks for reading,

Kim

Sales , , , , Leave a comment

LinkedIn Special Report: B2B Selling in the COVID era

by

In our uncertain times, for-profit organizations have elevated selling, the means by which revenue is generated, to the highest priority. Sales revenues are the life blood of a business and enable its survival. As a result, sales professionals are under significant pressure to identify, connect with, engage and bring in new clients, as well as obtaining additional business from existing clients.

No surprises there. Making sales is the role of sales reps. It’s just that thanks to COVID, the playing field has undergone a seismic shift. Once-thriving industries, most notably restaurants, hotels and fitness, have been greatly diminished. Commercial real estate sales and leasings are staggering, as legions of white collar professionals cobble together DIY offices and work from home. How can sales representatives reach prospects when they’re usually no longer in the office? How can they introduce themselves and their products and services when they can no longer meet prospects face2face?

Virtual technology has solved most of the communication problem, but virtually enabled conversations do not make it easy for sales reps to meet and lay the groundwork for building new relationships. Furthermore current or previous clients, who now work from home, are often overwhelmed as they strive to meet the new and growing expectations of their jobs. Receiving a request from a sales rep to schedule yet another videoconference call does not spark joy.

LinkedIn has issued its fourth annual State of Sales Report after interviewing some 1,000 B2B buyers and sellers in several countries, including Brazil, Canada, France, the UK and the US. Here are some key takeaways.

Good data matters

To clarify and justify their buying decisions, the report found that 49 % of prospective B2B buyers feel that objective data is a required element of a sale and data- driven decisions have grown in popularity in the COVID era. Data adds value. Sales professionals need only to determine which metrics matter to the prospect?

Doing some homework and asking a few questions is the way to learn what information will persuade your prospect. Now when you send an email to request a videoconference call, you can tempt your prospect with a couple of data tidbits that signal you understand what matters. Now you present yourself as being a problem-solver. Present some data and ask what other information will be useful.

Getting to know your prospect as you get to know their business challenges and objectives is part of engagement. Demonstrate that you’re not just trying to make a sale, you’re trying to help the prospect do solve, or avoid, a problem.

Be a problem-solver

Problem-solving emerged as an attribute that 47% of B2B buyers value highly. As always, effective selling means knowing the customer. One way to engage prospects is to ask about their business and learn as much as politely possible about why and how your product or service could help the organization achieve important objectives. In short, what do they really need to do and how can you help them get there?

Furthermore, you might ask prospects how they did what they need to do before you and your product or service came along? Now you’ll pick up some useful intel on competitors and know how to position your offering as superior, as you assume the role of problem- solver.

When sellers focus on client objectives and provide meaningful data it’s possible to position oneself as a problem-solver, if not as a trusted adviser and collaborator for the prospect. In this way B2B sellers earn trust. For 75% of B2B buying decision-makers, the amount of trust that they have for a seller is the number one factor that leads a buyer to do business with a particular company.

Expect change

In sum, 70 % of survey respondents feel that leading through change is now a required competency for sales managers and is more important than it was five years ago. Sales leaders are wrestling with the question of what the change in the business environment means for their organization and their team. In a separate LinkedIn survey of sales managers conducted in March 2020, 55 percent of the 200 respondents feared that a decrease in their sales pipeline is inevitable.

Thanks for reading,

Kim

Image: Over tea, Moroccan Berbers (Amazigh) build a relationship and discuss the potential sale of a rug.

Professional Development , , , , , , Leave a comment

8 Skills Everybody Needs

by

Whatever work one does, from start -up founder to pastry chef, automotive mechanic to chief financial officer, it is interesting that we all need the same short list of skills to become successful.

Consultants are often advised to hone and promote fluency in the skills listed here but everyone who works—-business owner, Freelancer, or employee—-taps into these skills on a regular basis. Your hair stylist and the guys who do your yard work use the same skills as your bookkeeper and your periodontist and if they didn’t, you wouldn’t have hired them. Let’s remind ourselves of what we really need to know in life.

Adaptability

Because when we wake up in the morning, we never know what the day will bring. One may learn, for example, that a potentially lethal and highly contagious virus, for which there is no reliable antidote, has entered our country by way of a meeting of executives employed by a prestigious biotechnology company.

When those who attended the meeting returned home and went about their daily lives, some of them infected people with whom they interacted. Very quickly first hundreds, then thousands, of citizens contracted the virus and many died. In an attempt to block the spread of the virus, governors in all 50 states ordered nearly half of commercial enterprises, plus all schools, government offices, libraries, museums and other public spaces, closed. So what did we citizens do?

We adapted as much as possible, that’s what. Grocery stores, the post office and other entities deemed essential were allowed to remain open. Many business owners and leaders found ways to keep their ventures functioning, with revisions.

Millions of knowledge economy workers used their personal computers to work from home, as department heads kept their teams united with videoconference meetings. Schools quickly switched from classroom to online learning (many colleges long ago added online courses).

Retail stores sold merchandise through their already robust e-commerce websites. Personal trainers and fitness instructors contacted their clients and followers and invited them to participate in outdoor workouts. We did what we had to do and we got by.

Creative thinking

Whether or not an out-of- the-box solution is needed, every once in a while it’s fun to bring innovative flair to a plain vanilla task. Whatever the motivation, resourcefulness and creative thinking are appreciated, because the need for an end run or a work-around can be part of daily life. Sometimes, one needs all of that just to get through the morning commute!

Creative thinking is often associated with the arts or architectural design. But during the COVID shutdown wedding planners, who were watching the ground give way beneath their feet, flexed their creative genius to reimagine weddings for panicked brides and grooms. That often meant broadcasting the ceremony virtually and rescheduling the reception for the following year.

Creative thinking can also reach back into the past for an innovative solution. This year, the New York Film Festival, barred from using shuttered movie theaters, will debut its contenders at drive-in theaters in the Brooklyn and Queens boroughs.

Credibility

Dependability, judgment and expertise are the three pillars of professional credibility. These attributes add up to trust and trust is what gets one hired and motivates customers to give referrals. People do business with people they like. They do more business with people they trust.

Communication

As it is often said, it’s not necessarily what you say, but how you say it. You’ve got to know how to talk to people.

One of the best ways to communicate with someone is to not talk (much), but tlisten. Use nonverbal cues to demonstrate that you are following the narrative. Ask questions to clarify or confirm what you think you’ve heard. Pay attention and let others know that you value them and their opinions (even when you see things differently).

Decision-making

Here’s the reality—-when a big decision is on the table, we seldom have access to as much information as we feel would be helpful as we weigh the possibilities. It is frustrating, to be sure, and we’ve all been there. The thought of taking the wrong path makes the stomach queasy.

But at some point, one must make a move and travel to the left or right, say yes or no, or leave well enough alone. Or, one can elect to put the matter aside and revisit it within a certain period of time.

If a decision carries impact, it cannot be ignored. The fear inspired tactic known as analysis- paralysis, where information is considered and reconsidered ad nauseum, is counterproductive. The best way to improve the quality of information to use as a guide for wise decision-making is to ask the right questions.

Problem-solving

Nearly every purchase one makes is intended to solve a problem, from a bottle of juice (thirst) to calling Lyft (door2door, on-time transportation). Whether the items your company sells are products or services, you’ll make more money when you 1.) understand the business you are really in, by thinking through the underlying motive for the purchase, beyond the obvious, and 2.) design your marketing strategies and sales pitch to reflect item #1.

Teamwork

Many hands make for light work. Too many cooks spoil the broth. Teamwork and collaboration lie between those warring poles and a real professional will persuade others to join him/her in the sweet spot.

Someone must step up and take the lead on a project of any magnitude. Those responsible can draw up an action plan, complete with due dates. Milestones or a mid-point check-in will help to keep everyone on schedule and ensure that mistakes have not been made.

If everyone holds up their end and the project is completed on time, you’ve got a team. If a mistake is discovered and corrected in a timely fashion with the help of your colleagues then congratulations, you’ve got a high-functioning team.

Time management

The ability to prioritize and organize, enabled by an action plan that includes target completion dates, are the three pillars of time management. Understand and get agreement from stakeholders and decision-makers regarding mission- critical tasks. Confirm that team members and other collaborators have the time to produce what has been asked of them within the desired time frame.

Thanks for reading,

Kim

Photograph: Kim Clark, February 2019. Choreographic Objects, installation at the Institute of Contemporary Art/ Boston by William Forsythe (a choreographer who works with world- class ballet companies)

Survival Strategies , Leave a comment

What’s Your Problem-Solving Style?

by

Problem-solving skills are hugely important,  in our business and our personal lives.   How we approach and resolve problems provides revealing insights into our character,  our priorities and our insecurities.   What does your problem-solving style say about you?  Check out these four examples and discover what your clients,  colleagues,  friends and family see.

The Blamer

Chances are you’ve had the misfortune of encountering this type before,   known to attack first and check facts later.   Whatever goes wrong has to be someone’s fault,  meaning someone other than him/herself.  Rather than addressing the problem straight away,  this individual becomes defensive and wastes precious time accusing others of various sins and failings that  “allowed” the problem to occur.  

Playing an aggressive blame game is the weakest and most detrimental problem-solving style.  Feelings get hurt and resentments breed as a result.  Blamers are immature and irresponsible.  They shift the onus to others and are unable to admit that perhaps they screwed up,  or even acknowledge that the adverse event that gave rise to the problem was random and beyond anyone’s control.

Analysis paralysis

These folks talk rather than act.   They’ll call a meeting to discuss the problem.  They will then schedule another meeting at which time a committee is selected,  to further study the problem.  Perhaps a report will be written,  to document the problem and identify possible solutions.   Over-analyzers may be thorough researchers,  but they are procrastinators in disguise.   They would like to solve the problem,  but are incapable of taking action.  They’ll check the facts,  but moving forward and crafting a solution anytime soon is not in their DNA.

Quick fixers

Polar opposites of the analysis paralysis team,   the Quick Fixers are ready to right the wrong right away.   Yet they take a slapdash approach and fail to think things through or do the research that would reveal the root cause of the problem and allow for the development of a credible solution.   Part of the problem may be solved,   but because a proper examination was not made,   they  (or you)  may have to deal with it all over again.   Any of us may resort to a quick fix when short of time,   but for others half-baked   “solutions”  are a way of life.   Maybe they have ADD  (Attention Deficit Disorder)?

The Listener

 Listeners have the most highly developed problem-solving skills and it’s their style we ought to emulate.  Listeners are willing to truly hear  the details of the problem.  They ask questions to elicit relevant information and they cut through the drama that problems often cause by remaining as calm as possible and keeping their wits about them,  as they confirm what has transpired.   Because they hear what must be heard,  Listeners are then able to realistically assess the problem and get a sense of who can best resolve it,   whether it is the Listener him/herself,  or someone with specific expertise.  

 Listeners are able to analyze the problem because they do the research and think things through.   They are able to act quickly to resolve a problem,  but they will not be reckless or half-baked.  Most of all,   Listeners will not succumb to the trap of blaming,  even if the problem was caused by someone’s negligence.   Instead,   the Listener will take steps to correct the oversight,  learn from the mistake and move forward,  wiser and better prepared.

Thanks for reading,

Kim