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Isn’t what it used to be
Question
Is Complexity
increasing
decreasing?
going to be
Is cutting through complexity
Small hint!
Find 3 Take Aways
www.flickr.com/photos/jamesjordan/3026672665
Common sense
Jack Welch
www.flickr.com/photos/nathaninsandiego/3466495191
www.flickr.com/photos/sergei24/306212854
External speed of change
www.flickr.com/photos/14degrees/440515255
Internal speed of change
What is your role?
Change Leading Client
Development
A typical Customer
They are doing this
www.flickr.com/photos/eliogarcia/3150106317
Direct their thinking
www.flickr.com/photos/pursuethepassion/3822008906
Show them the
way forward
www.flickr.com/photos/1suisse/3504595493
A journey into the unknown
www.flickr.com/photos/mtsofan/3618271222
Show customers
how to get there
www.flickr.com/photos/19779889@N00/4098873568
Show them how to
navigate uncertainties
www.flickr.com/photos/dotpolka/3710843358
www.flickr.com/photos/29425486@N03/3478100507
Avoid becoming a
victim of complexity
Success = collaborating
with everybody
www.flickr.com/photos/xrrr/2478140383
What is your real job?
You feel like this?
www.flickr.com/photos/winemegup/3641912321
Get it right
www.flickr.com/photos/roome/3390682853
Get it wrong
What is your real job?
What is your real job?
Attitudes A
Constraints C
Rules R
Problems P
30
Eliminate constraints
to future success
Recurrent constraints
www.flickr.com/photos/johnduffell/3646401418
Collective constraint-based thinking
Attitudes A
Constraints C
Rules R
Problems P
Rule-based thinking
www.flickr.com/photos/squonk/651697384
Guide them in their decision
www.flickr.com/photos/articnomad/183719678
Mental barriers
www.flickr.com/photos/vipulmathur/3209419390
Create choices
Attitudes A
Constraints C
Rules R
Problems P
39
A fresh perspective
40
“I am always doing that which I can not do in order that I may learn how to do it.”
– Pablo Picasso
Attitudes A
Constraints C
Rules R
Problems P
Pirouette around
the problem
www.flickr.com/photos/bichxa/3506067222
How can can you cut
through
erent f
dif think
Resilient Thinking 3
Possibility Thinking 1
AND Thinking 2
Tell
Ask
Problem Solution
• Asking questions about
the problem
• Describing possible solutions
Conversational Compass
• Describing the problem
• Asking questions about
possible solutions
Resilient Thinking 3
Possibility Thinking 1
AND Thinking 2
Change your thinking
www.flickr.com/photos/oriol_gascon/2172565951
The hard way
AND thinking
Child-like thinking
www.flickr.com/photos/toekneesan/3847444842
Resilient Thinking 3
Possibility Thinking 1
AND Thinking 2
We see this
www.flickr.com/photos/thetruthabout/3550778966
They see this
www.flickr.com/photos/nnova/1294405955
55
Cyclonic Separation
“You could regard the first 5,126 as mistakes, but failure is essential to innovation.”
How many prototypes?
SUCCESS Takes time
Failure comes early
Learning point
www.flickr.com/photos/winemegup/3641912321
Get it right
Going to do To cut through
What 3 things are you
COMPLEXITY?
www.flickr.com/photos/horacio/3781750
www.flickr.com/photos/horacio/3781750
David R Ednie President & CEO
SalesChannel Europe Ph: +33 676 60 09 25 (FRA) Ph: +61 415 94 51 57 (AUS)
Email: [email protected] Website: www.saleschannel-europe.com
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