Select Page

Getting Results In Difficult Times: Engage

January 8, 2021
Leadership Advisory

“To stay on the map you’ve got to keep showing up.” P. Gallagher

Whether you’re trying to generate new business or land a position with a new firm, getting in front of people is the most critical thing to accomplish.  Building and nurturing professional relationships must be given the highest priority every day.

If I’ve learned anything in my twenty-three years as a consultant, it’s to keep showing up.  When I show up I usually discover opportunities to help clients succeed.  When I don’t show up, my chances of getting assignments are zero.

Three conversations I had on this topic last week:

Executive…“I get so consumed with my work that I do not take time to keep my professional network outside of the firm active.”  He noted that the last time he was in a job search he promised himself that he would continue to network.  That hasn’t happened quite the way he thought it would.  A future problem in the making.

Managing Director (with an unemployed spouse)…”He doesn’t seem to act with an understanding that his full-time job, right now, is looking for a full-time job.”

Young Frustrated Professional…“It takes so long for people to decide to approve my proposals and get started.  I need to hear from them.”

Times are tough right now.  Lead times have quadrupled (at least in my business); and, companies are being much more deliberate and involving more people in the decision-making process.  So, be persistent, keep showing up and do not lose heart.  If you care enough to keep in contact, opportunity will have a higher probability of coming your way.

One year ago this month I made a sales call at the request of a client.  Two months later I submitted a proposal at the request of that client and nothing happened. Continued to call as months passed.  Asked that client to lunch in October.  Got a call last Tuesday from that client accepting my proposal, almost one year to the day. Keep showing up!

Commitment is simply generosity

Commitment is giving of yourself generously to the people and initiative you're responsible for.  Generous with your energy, ideas,  and time to wholeheartedly lead the current assignment. There are those who play full-out and those who hold back, cautious not to...

Desperation Diminishes

"Desperation is like stealing from the Mafia: you stand a good chance of attracting the wrong attention." Douglas Horton Many capable professionals disqualify themselves from positions of leadership because they appear desperate.  One of my mentors explained that...

6 Business Development Skills That Get Results

Success depends on being capable of anticipating client needs. The ability to probe and anticipate opportunity is a critical skill to develop.  Here are a few tips to practice for those who are insight challenged... 1.  Step back from the task at hand and reflect on...