Client Relationships

Leadership style, by Lynda Russell-Whitaker

At this time of the year, when Christmas is fast upon us, millions of people continue to celebrate the birth of a religious leader that occurred more than two thousand years ago. Therefore, I have been musing on what for me are the essential characteristics of a great leader, not then but now, in the […]

GPB’s latest IP session on Business development

GPB’s IP session on Business Development Date: 18th September 2015                  Attendees: Ewan Pearson, Richard Keith Agenda: To review all recent thinking on BD and Pitching IP. To create a new set of IP docs (Word, PPt, pdf) that we can deploy in improving our clients’ abilities to win pitches of all kinds. To have a […]

“You will be my most important client”

Anyone in a business development role will be familiar with the phrase above. There is a feeling that it should be said, especially to a big client that you are very keen (and probably incentivised) to win, and is often said at that peak in effort—the pitch. But is it the best thing to say? […]

Listening and [Mis]interpreting

“One often contradicts an opinion when what is uncongenial is really the tone in which it is conveyed.” Friedrich Nietzsche This article is not just about the tone we employ, but about interpreting or misinterpreting what has been said. Though our tone of voice can play a critical part in how what we mean to […]

Please don’t confuse me. Get to the point. Don’t waste my time.

 “If you use words that the viewer has to process, then they will miss the next three to six words that you say.” This is a quote from Scott Chisholm who, it appears, is the man who coached Alastair Darling’s performance in the first televised debate against Alec Salmond on Scottish independence.   Alastair, ‘as […]

7 Misconceptions of gravitas in organisations

By Tim Farish Recently, we have been working on gravitas with several clients. Some of the common myths are that you have to be male, old, noisy, wizened, senior… or born with it. Not so! Let me begin with some context. And then I’ll explain the misconceptions. I have been coaching senior executives now for […]

Rapport – can it be too much of a good thing?

By Lynda Russell-Whitaker I’ve seen rapport described as ‘trust + responsiveness’, though this is primarily amongst NLP (Neuro-Linguistic Programming) practitioners. One dictionary definition says rapport is ‘sympathetic relationship or understanding’. However, I believe good relationships develop over time and that rapport is an important part of building a good relationship. Establishing rapport starts with a […]

I object!

We handle objections all the time both at work and at home. But how skilled are we at handling them and does it matter anyway? In a business setting with a prospect it could be a pivotal point. Objections may be just a way for the prospect client to test you; at least it shows […]

Consistency = Reliability

By Lynda Russell-Whitaker “There are those who would misteach us that to stick in a rut is consistency – and a virtue; and that to climb out of that rut is inconsistency – and a vice” Mark Twain, Consistency speech, 1887 In this article I argue the value of consistency. I’m certainly not advocating that […]

Difficult conversations made a little easier

By Tim Farish Most of us, if we’re honest, put having difficult conversations near the very bottom of our to-do list. If you’re like me it’s probably next to ‘lose weight’ or ‘get fitter’ and dealt with the same conviction: poorly and inconsistently. Like most things we put off, there is a very good reason […]