Archive | Keeping One Step Ahead RSS feed for this section

Why apricots are the secret to outstanding leadership

To get the best out of your teams, you as a leader have to get one habit very right. It’s the secret to outstanding leadership, whether you lead a team of two, or a team of two thousand. Here are two true stories, both of which are beauties and illustrate the ‘habit’ perfectly.

The first is about a chief executive of the Australian operations of a global software giant with whom I worked in the mid 1990s. His background was in sales, where his prowess had seen him rise to the top of a demanding, high performance organisation.

The second story is about Phil Waugh, a former Australian rugby team and current New South Wales Waratahs captain, and one of the most relentless, physical and enthusiastic player I’ve seen.

The secret to winning pitches

To win new business pitches, having great ideas that solve client problems is not enough. We also have to beat our competitors.

It’s easy to get absorbed in solving client problems when working on a pitch. The client wants a strategy and ideas which will deliver certain results. That’s our focus and has to be nailed, absolutely.

But to ensure a world class ‘win’ hit rate, developing great strategies and ideas for the client is not enough. Sometimes competitors beat us not because they are better than us, but because they beat us.

To win more often, put just as much energy into developing YOUR AGENCY’S STRATEGY to win… your strategy to beating your competition.

Top 5 reasons clients have fired me

“You’re fired!” Nothing hurts more than losing a client, so hard fought to win in the first place. Yet the reasons for ‘getting fired’ are usually one of these five major mistakes.

I’ll never forget that client CEO firing me. We were out. Worse still- we absolutely deserved it. I still dream about it. And of the other few times my agency ‘got fired.’

Winning new business is a great feeling. There’s that early honeymoon phase, and then often, over time, we start to under-deliver. Work flows dwindle. Or the client puts the account out for re-pitch. Occasionally you get the ‘it’s over’ phone call. Whichever way it comes, it hurts.