I was recently posed a challenging question: “How can we anticipate client needs before they articulate them themselves?” While this might seem like trying to predict the future, there are strategic ways to spot and address client requirements proactively. Strategic Research and Benchmarking Start with robust research and benchmarking. Utilise the data at your disposal—information … Read More
Tips
Starting the Year Right with Account Development Plans
Achieving sustained client success demands more than a mere plan – it requires a nuanced and comprehensive strategy. At its core is a profound understanding of clients, delving into what truly drives them. This understanding lays the groundwork for a clear definition of practical and transparent goals, project scopes, objectives, and deliverables that seamlessly align … Read More
It’s Never Too Early: Holiday Planning as a Client Account Manager
As I strolled through the local shopping centre this October, the familiar strains of Christmas carols and the festive decorations caught my attention. Whilst it’s much too early for jingle bells my opinion, it reminded me that it’s not too early for client account managers to prepare for the holiday season. With just two months … Read More
Navigating Change with Clients: Paving the Way through Conversations
In both business and our personal lives change is a constant presence and how we manage change is crucial in charting our path forward. Change broadly falls into two categories: intentional changes we seek and changes we must undergo. Intentional changes are proactive decisions driven by individuals or organisations, borne out of aspirations for improvement, … Read More
Unlocking Client Growth: Embracing Discomfort for Business Success
In our pursuit of personal and professional growth, there is a delicate balance between discomfort, growth, and progress. Stepping outside our comfort zones often becomes the catalyst for real change and breakthroughs. Here are a few concepts that can impact on our own decision-making as well as our clients’. The Inverted U Theory The inverted … Read More
New Year, new goals – for your clients. Add this to your to-do list.
It’s January. Do you hear that sound? It’s the New Year chorus, a two-word refrain, ‘Goal Setting.’ Don’t get me wrong, I’m a big fan of setting goals, it’s something I coach my clients on and pursue myself. And I’ve written a few posts on the subject of setting and achieving goals in the past. … Read More
Wanting to connect and engage with clients? Think about their social needs.
I often talk about ‘connection’ and ‘engagement’ (in a business context) and how they work together. I believe one generally leads to the other. Business owners and leaders who feel strongly connected to the purpose of their business are engaged wholeheartedly and with passion. Employees who find themselves connected to their company’s values and goals … Read More
We can’t ‘change’ habits, but we can build better ones.
When we reflect on our performance it’s common to identify habits we’d like to change. The bad news is, because our brain likes to hardwire everything it can, it’s almost impossible to ‘change’ a habit. However the good news is, it’s relatively easy to create new wiring and thus build positive habits that eventually take … Read More
What do in-groups and out-groups have to do with team engagement?
Workplace engagement is the measure of connection and commitment employees have with and to their place of work. The stronger the feelings of connection and commitment, the higher the engagement. If we want to retain good people and recruit additional talent, staff engagement is critical. A key to building engagement is providing a psychologically safe … Read More
How a catch-phrase can help you achieve your goals
The first stage in setting effective goals is to start with the vision of where you want to go, or even better (for our self-centred brains) – who you want to be. Because our brains are naturally self-referential, goals tied to who we are are more motivating. In addition to being self-focused we are motivated … Read More