Tag Archives | smart ideas

The just-invented new four letter word that will save you

There has been more change in the past 5 years than the previous 50. Change will never be this slow again. To survive, we have to embrace a brand new four letter word. Without it, our careers and businesses will soon be history.

At the Cannes Creativity Festival in June 2011, I learnt a just-invented four letter word which I now use ten times a day: at work, when coaching myself, even with my children.

It’s a word that captures an attitude which is critical if we are to keep ahead of and thrive through the avalanche of change happening in business, and in our lives.

The word is Ebne…. And this is what it means.

Usher, tattoos, taxis – three top tips to keep clients wanting more

By being in the mosh pit at rock concerts, I am a better, more ‘in demand’ and vibrant client adviser. Sounds weird? Maybe- but it’s true. Here’s why.

Pink’s was bouncy, young, optimistic, inspiring. Kings of Leon grungy, alcohol-city and smelling of vomit. I saw stuff at Usher I am still trying to process. Leonard Cohen? Well- the crowd was so old we were all seated! Point is- I learnt an enormous amount at every one of these events.

Here’s the rub. We have to work hard every day to ‘feed our minds’, and keep connected to the real world around us- the audiences and sub-cultures our clients or organisations are selling products to. Here are my three top tips to do just that…

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.

‘Sexing up’ client relationships – 5 top tips

To ensure clients keep coming home to you when competitors wink at them, follow these five proven relationship ‘sex it up’ tips right now.

Relationships get stale. The magic of the early days dwindles. You start taking each other for granted. This is a high danger time and you need to move fast to spice up the relationship.

First, though, remember the Golden Rule of client retention and growth.

3 vital ingredients to winning new clients

There’s nothing sweeter than the taste of a new client win. To drink more often from that winner’s cup, follow these three vital ingredients for new business success.

Winning new clients validates who your firm is and what you offer. It lifts heads. It inspires and creates momentum.

Remember clients are making up their minds about who to hire from the moment they contact your firm. It’s vital to hit the right buttons at every meeting and on every contact. The three vital ingredients to winning new clients need to be ‘seeded in’ at every opportunity during the process.