Step Up Results

How do you get more business in today’s tough economic climate?

Simple! You’ve got to create more value.

I was on a coaching call with a client the other day.

As we talked about her challenges and potential solutions, she commented “I know that already.”  

In a quest to create value and not lose my kool J, I explained that coaching is about thought partnership.

And that the term “coach” doesn’t mean that the coach is superior and the client is inferior or vice-versa.

What it does mean is that when two people concentrate and collaborate, then 1+ 1 = 3!

In other words, the sum of the whole is greater than its parts. Make sense?

My goal as a “results coach” is to create value. And based on my years in the field, I have discovered 3 values to drive value for clients and prospects.

Here are the 3 value drivers:

1. Better Understanding – providing the prospect and client with a better understanding of something that s/he may know, but may not see as clearly as you. Clarity.
2. New Ideas – providing the prospect and client with a new ideas or a-ha moment. Possibilities.
3. Access Rolodex – providing the prospect and client with access to your network of solutions (people, intelligence, etc). Resources.

Whether you are a seller/manager/staff, you are a coach to the client (internal, external or both). Your mission, like mine, is to drive value.

Think about this for a moment.  What’s the difference between a “contract” or an “agreement”?

Today, I called a supplier and informed that I’d no longer needed their services.  I thanked them for supplying me with their services over the last 12 months.  

But much to my chagrin, they informed me that I had signed a “contract” and was bound to give them 90 days written notice from the anniversary date (which was 3 days ago) or pay $395 in cancellation fees. Needless to say, I was “emotionally challenged” by their coaching!! J

I explained, that I was unaware of this clause on page 5 sentence 13 of the “hurry up and sign it because its all good” document that began our relationship. The customer service person empathized, but remained steadfast in their “show me the money” position. So, I asked for a manager.

And to my surprise, the manager was much more client-centered. He thanked me for my business and referred to the document as an agreement - a written handshake to support each other’s business and create win/win results.  The manager immediately won me over with their outlook. I promised to use their firm when my business needed their services again in the future. We both won.

So, what’s the difference between a contract and an agreement?  Mindset! 

The former is seller-centric. It’s all about you. The latter is client-centric. It’s all about us!

The former made me feel like a hostage. The latter keep the dialogue open and the business alive for this supplier.

Do you use contracts or agreements?

Do your employees really know what you expect of them?

Tomorrow I’ll be delivering a talk via conference call to Walgreens.

The manager has been experiencing some challenges with teamwork.

So, I plan to talk with his team about creating a Code of Conduct.

What is a Code of Conduct? Great question, I’m glad you asked. J

It’s a one page document that sets expectations and serves as a playbook for the corporate athlete.

For example, one of the team’s that I work with use these building blocks for their Code of Conduct.

1. Mission first.
2. Team second.
3. Me third.

Do you get it?

The Code of Conduct is an upfront agreement from the team to the team about its definition of excellence. This is the standard of excellence that each person on the team agrees to hold themselves accountable to.

If you and your team had a Code of Conduct, would team drama go down and teamwork go up?