Leading Like Your Life Depended

On ItA PM Leadership Series

*B O N U S P R E S E N T A T I O N*

CL.A.R.I.T.Y. GETS YOU NEW CUSTOMERS

Chris Daniel, PMP

February 3, 2011

What Qualifies Me?

• I BUILD LEADERS IN ORGANIZATIONS.

• PMP, Coach, Consultant, Mentor, Mentee, SMB

• Organizations of 1 - 3000

• Led Federal training organization for 4 years

– Behavioral Assessments

– Performance Evaluations

– Business Development (GROWTH)

– Client development (speaking, presentations, consulting, SALES)

– Training (Software, PM, Soft Skills, Exec. Dev., Six Sigma, etc.)

• Led project teams for 7+ years

• LEFT LAST POSITION BECAUSE I WANTED TO MAKE A BIGGER IMPACT• ALWAYS FASCINATED BY CONSULTANTS

• WANTED TO JUMP OUT THERE

• UNDERSTOOD THE LINGO

• WASN’T’S AFRAID OF CLIENTS – KNEW I STOOD OUT

GOALS OF THIS SESSION

• CLARITY vs CL.A.R.I.T.Y.

• The meaning of the acronym

• Facts

• Why Customer Satisfaction isn’t Good Enough

• The Mindset Funnel

• Ways to measure, follow through and follow up

How Many Squares Do You See?

FACT NOT FICTION

• We have to do things a little differently

• It’s not a bad economy- it’s a NEW economy

• Customer Satisfaction isn’t Good Enough

• The alternative: CL.A.R.I.T.Y.

Versus

• Clarity: the state or quality of being clear or transparent to the eye; intelligibility, exactness, simplicity.

CL.A.R.I.T.Y.Customer Loyalty Action ROI Investment Time You

CL.A.R.I.T.Y.

• CUSTOMER LOYALTY (CL)– Focus should be COMPLETELY on the customer

*somewhere we get lost in the US vs. THEM scenario

– LISTEN. LEARN. CHANGE.• Every client wants something unique. Give it to them.

Research (Rosenberg 1998) says: “Customer behavior can be predicted by emotion.”

If customers are just satisfied, they are forced to make a decision based on price. YOU DON’T WANT THAT.

CL.A.R.I.T.Y.

• ACTION (A)– Most people don’t know what this means.

– MMA (Money Making Activities)• Networking

• Calls (warm)

• Info sessions (speeches, presentations, keynotes, articles, blogs

• Past people that can vouch

• GET ON A POINT SYSTEM

CL.A.R.I.T.Y.

• RESULTS (R)

– YOU HAVE TO SHOW RESULTS

• CLIENTS

• SELF

• PEERS

• Testimonials

– website, printed material (bio), social media outlets

CL.A.R.I.T.Y.

• INVESTMENT (I)

– So many consultants forget this step

• Financial Investment– Ongoing

certification, training, speaking, conferences, workshops, EDUCATION –DOUBLES AS NETWORKIGN OPPS

• Time Investment (Mgt)– MMA’s: Live on a calendar. Clients will respect and it builds

demand for you.

• Attitude & Behavior Investment

• Leadership Investment

CURRENT ATTITUDES &

BEHAVIORS

NEW ATTITUDES &

BEHAVIORS

CL.A.R.I.T.Y.

• TIME (T)Old adage: Luck = Preparation + Timing

– Timing more important in this case:• Clients

– They only spend money with you when timing is right

IT’S YOUR JOB TO MAKE THE TIMING RIGHT THROUGH DUE DILIGENCE, ACTIVE LISTENING, VALUE PROPOSITION, AND BUILDING A SENSE OF URGENCY AND ACTION.

CL.A.R.I.T.Y.

• YOU MANAGEMENT (Y)

– Perfecting this process

– Becoming a steward of your profession and niche

– Mastering Your PI (professional image)

– Investing in Yourself regularly (sharpen the sword)

“When in doubt, do it anyway.”

Measurement, Follow Through &

Follow Up

• Ask

– Customers (Top 20%)

– Advisory Board

– Trusted friends

– Yourself

• Personalize

• Take Action! Take Action! Take Action!

• Track monthly; ask about bi-weekly

The Last Slide

• Questions?

• Advance Customer Loyalty Program• 6 Week Program/3-day Bootcamp• Virtual, Live, and On-Site

• Oh, and the correct answer to how many squares is . . .

www.regroupartners.com866.818.7350info@regroupartners.com

How Many Squares Do You See? 46