When things are clearly going wrong the need for change is obvious and non-contentious. Where it sometimes becomes more difficult is when you enjoy some success but without necessarily reaching your potential. It can take courage and a lot of trust to seek help and change things that work, up to a point, to achieve the success you really desire.
We’re constantly told that looking for the ‘win-win’ solution, one that benefits you and your client, is a good thing. But how much do clients really care about what’s in it for you?
Let’s be clear, I’m not saying that you shouldn’t be looking for the ‘win-win’. At the most basic level, why would you be pitching for business that it wasn’t in your interests to win? Looking for synergies, efficiencies and cross-fertilisation with other projects are also worthwhile business objectives.
But how important are these things to the client? Or do they have their own overriding interests and priorities?
I have many years of senior sales and account management positions.
This experience taught me how to interpret exactly what clients are seeking, and what they need and expect to see and hear from the successful bidder. We draw on this experience to give your team an additional competitive advantage by building on their existing strengths while improving their team-working and self-awareness.
About Hugh Graham