All in Management Consulting
A common mistake of someone new to the sales process (whether you're selling a product to a prospect or an idea to your boss) is that the more detail you provide, the higher the chances of success.
Reality works quite differently, as I explain in today's episode. The fact is that the onus is on us to get our message across, which means we need to do the work, not the customer.
Self-awareness is a tricky thing.
I mean, we intuitively recognize its importance, but truly practicing it - balancing it - is another thing altogether. Certainly, we’ve seen examples of folks who run the entire spectrum.
Those who are like a bull in a China shop, completely oblivious to whatever anyone around them says or thinks - or perhaps they are aware but simply don’t care or believe it’s necessary to consider their views.
From early on, we’re taught to be “good” at our work which typically translates to developing strong, technical expertise.
We’re required to learn the right processes, the tools to be deployed and the results to be achieved as a result of following that process.
If we do this well, we’re hailed as ‘process experts’ which, generally speaking, is a good thing.
We love being the hero in our stories. But Donald Miller talks about there being only 4 key roles you can take on in your business story.
And being the hero isn't one of them. You need to be the guide, as I discuss in today's episode.
A friend of mine once mentioned how, in discussions with a client, he came across and had to translate a business writeup for them.
The write up, which I won’t share in full here, included phrases that we see on business websites everywhere:
"…drive synergistic value through patented capabilities, strategies & roadmap approaches…”
The idea of balance - and its importance - is discussed by all and sundry as being key to a healthy life. And it is - in the long term.
But in the short term? Balance doesn't move you forward, and it doesn't help you achieve greatness, as I discuss in today's podcast.
There’s an adrenaline rush, a state of heightened performance, that comes with growth, when things are going well. It’s a positive state because it’s a sign that others value what we’re doing and, by definition, in increasing numbers.
All of us want that kind of growth for our enterprises (and ourselves) because it is a sign that things are working. That kind of growth motivates the organization and pushes us to believe, commit ourselves and achieve more. All good things.
One of the biggest issues with high performance in any team is when folks aren't aligned. This division is a problem not only professionally but at a personal level as well. Resolving any division within a team needs to be priority number one, as I discuss in today's episode.
When we’re presented with change of any material scale, it’s not uncommon for us to hesitate, to be concerned.
We wonder what the change will mean for us, how our work will be altered, what ‘price’ we’ll have to pay.
All natural and normal reactions, because change can be scary and overwhelming.
When it comes to strategy and growth in an organization, of any size, the ability to create compelling, well thought-out plan is not the issue. Those are easy enough to pull together.
No, the key is always people. Who's involved, how committed are they and how we bring them along. How we do this is the focus of today's episode.
It's always struck me as odd that anyone would choose - over the long term - to do work that meant little or nothing to them.
I get that can be the case in the short term, but in the long term, what we do for a living matters, as I discuss in today's episode. Make it count.
Whether we're selling a product or an idea, we're often faced with situations where our messages simply aren't getting through - that is, we're just not able to communicate effectively.
There are a number of tried and true approaches to improve our chances and today's episode dives into these practical tips and techniques.
Today's episode focuses on the myth of the all-rounder.
We're programmed to try and be good at everything, and when we don't hit the mark, we taught to judge ourselves negatively. But the fact is we all have spikes and, while general knowledge is a good thing, our spikes are what really matter.
I heard an interesting comment the other day at a panel of Founders and Venture Capitalists.
Someone made the observation that when the world went online during COVID, the available money went - predominantly - to ‘known’ founders (versus first time entrepreneurs or entrepreneurs that VCs didn’t know).
If we’re really trying to solve for a specific problem, we need to be obsessed with the problem itself.
We have to be so focused on the issues that problem presents, such that we can understand it to a level that we can uncover all of the points of concern - not only who’s impacted, but also the way in which they’re specifically impacted and to what extent.
Today's podcast talks about our ideas of perfection, specifically in people.
I relate a war story from my consulting days about how reputations of specific individuals can be both accurate and inaccurate at the same time. The quicker we learn that, the easier it becomes to forge solid working relationships.
This week’s blog and podcast have been about this idea of leaving a legacy, and I’d like to tack on one last thought on the topic.
And that is that leaving a legacy suggests - at least to me - that we must become “enlightened” in some way. I’m using the term ‘enlightened’ not only in the spiritual sense, but in any context, including in our craft. There are those, for example, who understand their industry so well, who have ‘mastered’ their technical work, who are so well versed in their disciplines, that we might consider them to be enlightened in their specific domains.
This month's podcasts deal with matters of culture.
In today's episode, I speak to how the most important subject in business is also the least valued at business schools: soft skills and specifically, working with people. It's a tension that isn't likely to abate anytime soon, but it's still one we need to maintain a laser focus on.
George Martin is often referred to as The Fifth Beatle for the contributions he made to the band’s recording process.
Without question, the core of their creative genius came from the four band members themselves, but there’s no doubt he facilitated and enabled their creativity in very real, very direct ways. From the classical instrumentation we hear in so many of their songs to pushing the technical envelope with the technology available to them at the time.
If you were to ask me what the most valuable part of my education was from a decade in Management Consulting, I’d tell you it was the ability to craft a story. That is, putting together a slide deck or telling a message that was logical, coherent and that clearly communicated its central message.
As I learned when I left Consulting, that’s not a widely available skill. It’s a bit of a rarity, actually, but it’s critical to the success of any initiative.
