By Wayne O'Neill
In this month’s video, I talk about one of the most important skills relevant to shaping work: the ability to facilitate decision-making.
So often, we tend to want to move quickly to a “closing” mentality as we move work through the sales pipeline. And this leads to conversations around price and scope.
What our team has learned from coaching the owners of decisions, is that they their decisions are rarely stuck on price, but rather a deeper discomfort or fear about a broader decision they are making. And, those fears rarely have anything to do with the price or scope or your deliverable.
Watch the video to learn more.
By Wayne O'Neill
Messaging is so pivotal to leveraging The Connection Process. Specifically, how you message your impact. It’s a subtlety that most people miss.
One of my favorite videos is from Simon Sinek, where he talks about the difference between the way Apple goes to market and the way everyone else goes to market.
By Wayne O'Neill
Say you’re just learning how to golf. You’ve signed up for some sessions with a golf instructor. You’re ready to hit the green for the first time.
Would you wonder, When am I going to win a tournament?
Probably not.
By Wayne O'Neill
You spent a fortune on a coach to push you and your team through a mindset shift or a business process change.
The coach shares a methodology with you that will change everything about what you are doing.
It feels like base jumping. Right? Or worse – jumping without a chute.
Well, it shouldn’t, because the idea of changing everything you’re doing is going to backfire on you.
By Wayne O'Neill
In this month’s video, I talk about the importance of being persistent and consistent with your messaging and follow-up. And no, you’re not being a nag when you call, email, or text a potential client. Well, as long as you’re not sending the standard, “hey, I’m just following up to see how you’re doing.” Or, “I just wanted to check in on the next steps.”
Check out the video to learn more about the three important phases of connecting with a potential client, and how being persistent and consistent can help you deliver impact when and where it has the potential to create momentum.
By Wayne O'Neill
The P3 Connect organization is unique in that it combines the financial perspective and the client perspective. What I noticed right away is that the discussions were much more focused on solving the business problem than simply using the public/private structure.
By Wayne O'Neill
If you’ve been following this blog, you now know how to spot a champion and a navigator within your target client organization. The next most important person to identify as you’re building relationships within the organization is the decision maker.
By Wayne O'Neill
Are you tired of having “great meetings” that end up going nowhere? You know, the type where all the participants are smiling, talking about work you’ve done together in the past, exchanging information about new features and technical specs.
These meetings create and illusion of success because everybody feels good walking out. But do they really lead to anything fruitful?
Having meetings that create true energy and momentum for your firm’s growth backs all the way up to effective meeting preparation. So what does that mean? How can you improve your meeting preparation skills?
We invite you to watch this month’s video to learn more:
By Wayne O'Neill
Paying attention to business and political issues within a vertical market is something we coach all of our clients on. We spend a lot of time on this because the issues can appear incredibly subtle but have massive impact on the industry.
By Wayne O'Neill
What’s going on in the Gulf Coast right now is not surprising or unusual. People might be shocked to hear that, but I’ve actually seen this happen in other parts of the country throughout the years.
Here’s my observations on the reality of what’s happening here on the Gulf Coast of Texas.
