Delivering Value to Internal and External Clients
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Amidst Today’s Challenges
Delivering Value
It starts with the core beliefs of a healthy organization
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“We cannot solve our problems
with the same thinking we used when we created
them.
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RESULTS
IT’S ALL ABOUT
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Time
$
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What got you here . . .
. . . won’t get you any further
. . . won’t even keep you where you are
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Partner
Contributor
Consultant
Preferred Seller
Vendor
Expand Your Value to the Client
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Each Advancement
Credibility
Access
Margins
Repeat Business
CompeAAon
Price SensiAvity
Sales-‐Cycle Length
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Time
$
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Settle?
Do more of the same?
Give up?
Take control?
What do you do?
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If you focus on results, you will
never change. If you focus on
change, you will get results.
…………………………..
Jack Dixon
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What is it that needs to change?
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Results
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Results
Habits
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Results
Habits
Behaviors
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Results
Habits
Behaviors
Beliefs
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What do you believe?
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Unhealthy Beliefs ü I’m not sure my clients value what I deliver.
ü I’m not sure I deserve the success I have achieved.
ü I’m not sure l can acquire the skills/knowledge to compete.
ü Sometimes, I feel like a pretender.
ü I’m intimidated by my competition.
ü I’m actually afraid of my clients.
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Sometimes . . .
We’re overly confident
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Perception Reality?
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Your BELIEFS determine your
success
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Nobody cares about WHAT you sell, they care about WHY you
sell it. Simon Sinek
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3 Critical!Messages! Why
How What
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What • Price
• Features • Facts • StaAsAcs
How
• “We care” W
hy
?
Traditional Approach!
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What How
? Why
ü Wrong Order!ü Incomplete!
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Why How What
3 Critical!Messages!
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• “We help build organizaAons worth commiLng to.”
Why
• Unique process that evaluates the key areas (soluAon/process/results) and builds the appropriate, customized plan.
How
• Insurance – CommunicaAon – Engagement – Cyber Risk, etc.
What
Q4i Approach!
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WHY W h a t ’ s y o u r s ?
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WHAT will you
do?
HOW will you
behave?
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VISION brings confidence, focus, control, and purpose to everything we do.
Belief # 1
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Behavior Builder
Constant clarity of: • WHO you need to become • WHY it is necessary • HOW everyone contributes • Progress being made
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Leadership has a responsibility to over communicate
Belief # 2
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Behavior Builder
Healthy Org’s communicate • WHY • Core Values • Strategy • Top priority
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I have 2 priorities and I schedule time for both.
Belief # 3
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Behavior Builder
ID % of time to target for sales activities and schedule it every week
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Constant learning is part of my job
Belief # 4
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Behavior Builder
ID Your “Rolling 3” • Technical Knowledge • Strategic HR | Risk Mgt. • General Business Acumen
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Results are all that matter.
Belief # 5
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Behavior Builder
Collect “success stories”. Discuss in meetings and promote socially.
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I am responsible for my own success.
Belief # 6
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Behavior Builder
Define weekly success • 4 critical functions (Prospects, Clients, COI, Personal Development)
• Top 2 “To Do’s” each wk
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We must bring real value to the business/lives of our clients.
Belief # 7
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Behavior Builder
We will become a “partner” in the business/lives of our clients.
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I will NEVER lose because my competition was better prepared.
Belief # 8
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Behavior Builder
Have a preparation checklist for every prospect and client meeting. • Industry • Company – Goals/ODDS • Roles & Goals • Competitive Environment
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We have a responsibility to communicate our value.
Belief # 9
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Behavior Builder
ü Clarity of WHY ü Clarity of HOW ü Clarity of WHAT
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Nothing Easy
About It
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Day 1 = complete
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Insert Image Here ?Day 1 = complete
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Don’t be upset by the results you didn’t get with the work you didn’t do.