Posted in Bite size learning, Decision Making, Goals, Leadership, Management, motivation, Relationships

Gold clients…

Business development is relentless and often it can be hard to think of a new approach.  Most of your new business will come from existing clients so we need to focus on which ones have the most potential to grow your business, and also be enjoyable to work with.

The first step is to create three categories:-

  1. Existing clients
  2. Prospective clients (warm leads not yet converted)
  3. Wish

We can then divide the existing clients into a further three areas:-

  • Gold
  • Silver
  • Bronze

Really analyse your clients and decide which ones are Gold.  You may need to take some time to think about the criteria for being Gold.  We often make the mistake of focusing our time on clients who pay a high premium fee, however they demand double the time. Other clients pay a constant fee which gives you guaranteed income and need very little time.

Therefore ask some questions to create the Gold criteria:-

  • What is the current fee structure?
  • How much time do you spend on the Client account?
  • Do you enjoy working with them?
  • How much resource is required to service that account?
  • How long have they been a Client?
  • Have they given you more work?
  • Have they recommended you to other Clients?

Make the exercise visual by having your Gold clients on display in your office.

“What you focus on becomes reality”. 

Prospective Clients will need to be touched regularly as now to get to a point of sale you will need at least eight touch points if not more.  Keep a tracker and make sure it is on display to all the team.

Wish seems a bit far reaching, however again the genius of audacity you just never know.  It is a great exercise to focus on who your dream client would be as it helps with the categorisation of the Gold existing clients.

Please do get in touch if you would like nuggets to facilitate a management meeting bev@nuggetsoflearning.co.uk 

Posted in Bite size learning, coaching, Emotional Intelligence, mindfulness, motivation

Believe in yourself…

“Some people want it to happen – some wish it would happen – others make it happen” Michael Jordan

The quote above is in my office and I look at it daily to reinforce in myself that it is only me that can make it happen.

When you are having one of those days where you are not sure where the next piece of work is coming from, you have to believe you can always make it happen.

The way you think and feel about yourself has a much bigger impact on your life than you think.  If you believe in yourself and your abilities you will have the confidence to make it happen.

To reinforce the belief look at it as a cycle of affirmations:-

fullsizeoutput_1e97.jpeg

Please do get in touch for 1:1 coaching to increase your belief in yourself bev@nuggetsoflearning.co.uk 

Posted in Bite size learning, Decision Making, Goals, Leadership

Quick review of your business…

There are many detailed business review techniques however if you want to build a quick picture and show the current landscape, here is a quick tool.

Create some cards with the following headings:-

  • Core activities
  • Business efficiency
  • Financial position
  • Clients
  • Competitors

Instructions for completing cards:-

Core activities

Your core services (please use a separate card for each activity eg. sales, products, etc…).  Explain briefly during the last six months what has happened in this service area.

Business efficiency

The mechanics and processes behind your business. See suggested list below, however  add anything that is relevant to the workings and effectiveness of your business.  Please use separate cards for each new area.

  • Premises/facilities/IT
  • Team & skills
  • Procedures eg. gas safety…

Financial position

Assesing revenue streams (separate card for the different areas)

Clients

Over the last six months, which Clients have you been working with.

Competitors

Are there any highs or lows that you would like to record in regard to competitor activity.  A new service or way of doing business that has a positive or negative effect on your business.

Once you have completed your cards in all the areas, you can then sort them into the following headings:-

  • High
  • No change
  • Low

To make the exercise into a team activity you can post the cards into buckets with the headings above and then review them as a group.

Please do get in touch for nuggets to facilitate a review of your business bev@nuggetsoflearning.co.uk 

Posted in Bite size learning, coaching, Emotional Intelligence, Goals

Habits shape your identity…

Habits always start with a good intention, go to the gym, lose weight, eat healthily and then for some reason they become hassle.

We often go straight to what we want to achieve rather than looking at the process that leads there, or more importantly who we will be once we have made the habit permanent.

In James Clear’s book “Atomic Habits” he explains there are three layers:-

  • Changing your outcomes – the result eg. losing weight
  • Changing your processes – the systems and habit that lead you to losing weight
  • Changing your identity – this is changing your view of your self

Outcomes are about what you get, processes about what you do and identity is about what you believe.

A good example is someone trying to quit smoking and being offered a cigarette:-

  1. “No thanks I’m trying to quit”
  2. “No thanks I’m not a smoker”

The identity change of not being a smoker is far more powerful than the response of trying to get there.

The ultimate form of intrinsic motivation is when a habit becomes part of your identity.   It is one thing to say I am the type of person who wants this.  It is something very different to say I am the type of person who is this.

Examples:-

  • The goal is not to read a book, the goal is to become a reader
  • The goal is not to run 10k the goal is to become a runner
  • The goal is not learn an instrument the goal is to become a musician

The reason habits are so hard to reverse is we have created beliefs around our identities and unless we challenge them they become the pathway.  Carol Dweck describes this as the difference between a fixed mindset and a growth mindset.

  • I am terrible at Maths
  • I am terrible with directions
  • I am not good with technology

The habits we follow embody our identity.  So already you make your bed each morning therefore you have the identity of an organised person.  The more you repeat the behaviour the more you reinforce that identity.

  • Each time you write you are a writer
  • Each time you practice a musical instrument you are a musician
  • Each time you encourage your team you are a leader

The starting point is to decide the person you want to be and prove it to yourself with small wins.  What do you want to stand for? What are your principles and values? Who do you wish to become?

Think about who is the type of person that could get the outcome you want?

  • I am a team leader who stands up for the team
  • I am a Doctor who gives each patient the time and empathy they need
  • I am the person who can be relied upon to be on time

Once you have identified the person you want to be you can ask your desired identity:-

  • “Would a healthy person catch a cab or walk?”
  • “Would a healthy person choose a salad or sandwich?”

In summary the most effective way to change a habit is focus not on what you want to achieve but on who you wish to become.  Your identity emerges through your habits and each small action is a move in the direction of who you want to be.  The  real reason habits matter is not because they can get you better results, but because they can change your beliefs about yourself.

Please do get in touch for a workshop on habits or coaching bev@nuggetsoflearning.co.uk

 

 

Posted in Bite size learning, coaching, Emotional Intelligence, Relationships

Winning behaviour…

I was delighted to deliver a workshop called “Winning  Behaviour” to England’s Nets Team.  We were hosted by Ben Hanny at the Furniture Union who are sponsoring the Co Captain Natalie Miller.

It was such a privilege to work with a sports team, as we so often reference sport with our workshops and to have an actual team was amazing.  The team are due to leave for the World Cup this weekend in South Africa.

The game Nets is relentless as the ball is in constant play, however the team also need resilience of living and working together for a concentrated period of time.

The workshop had the following objectives:-

  • Understand what winning language sounds like
  • Recognising behaviours that are acceptable and unacceptable
  • Identifying motivators and demotivators

I used the metaphor of a family holiday, concentrated time together and emotions will be running high so agree upfront what is acceptable and unacceptable.

To create the environment they would all feel comfortable in, we used headings on flip charts for all of them to identify what they would like to be doing.

  • Play
  • Make their day
  • Be there
  • Choose your attitude

This comes from Pike Fish market in Seattle who created a place where selling fish could be fun and rewarding.  They labelled this the “Fish Philosophy”.

There were many other areas discussed, my highlight was explaining how to manage their own motivation.  I explained how you have a choice to wake up in “Pain” or “Power” however along the way we have people and situations who will hijack or lighten your mood.  The team need to be aware of what they consider an “Enhancer” and what is deemed a “Toxin”.

The team were very open with their thoughts and feelings and their was already respect for each other in their sporting team role.  After the workshop they now have respect for each other as people and value each others individuality.

Business can learn from taking time out and enjoying each others company without being in their role.

Please do contact bev@nuggetsoflearning.co.uk for a team workshop.

www.nuggetsoflearning.co.uk

 

Posted in Bite size learning, Change management, coaching, Emotional Intelligence, Leadership, mindfulness

Out of the Maze…

The follow up to “Who moved my cheese…?” has arrived, and what perfect timing for me personally and for the world in general.

For those of you who have not read the bestseller “Who moved my cheese…?’ the theme is that cheese is a metaphor for what you want to have in life and the maze is where you look for what you want.  The book emphasises the need to adapt to change and move with the cheese.

The new book asks the question what if you don’t know where to begin.

The central character is locked by the fact change has happened and the belief that things will never be the same.  However he meets the character “Hope” who says “Maybe they can turn out better than they were…”

We have beliefs that we get locked into and they can hold you prisoner in a mindset.  A belief is a thought that you trust is true, which can be either hold you down or lift you up.  Therefore you can change your mind if you choose a new belief.   You must not become the belief, you are the person who chooses your beliefs.

This links very closely to the work of Carol Dweck who talks about giving our children a growth mindset and not a fixed mindset.

An example:- if you have a belief that you are bad at public speaking  you will never put yourself in a position to speak.

If you change the belief that you are good at speaking in small groups, therefore you will be just as good public speaking.

The book “Out of the maze…” goes even further by saying – there are no limits to what you can believe.   You can simply change your mind by having new beliefs.

Sometime we have to believe before we can see the result so that we get into the right frame of mind.

An example:- believe you can sell your business before you have put it on the market and then you will do all that is necessary to get it ready to sell

On the journey to get out of the maze the character had to lose old baggage which is a metaphor for old thinking and beliefs.   We often on the journey have to seek out the very things we have always avoided.  Explore what has until now always seemed impossible.

The reflections at the end of the book, put it very succinctly “The Maze I need to get out of? is my own thinking”

Please do get in touch for a 90 minute workshop bev@nuggetsoflearning.co.uk

 

Posted in Bite size learning, coaching, Emotional Intelligence, mindfulness, personal impact, Stress management

Being kind to yourself…

We are responsible for our actions and our decisions and ultimately how kind we decide to be to ourselves.

My day had a bumpy start, I was about to board a train when I remembered I had not put a pen in my bag.  I did a very bad Mum run to WH Smiths at the station and managed to make the train.  Felt quite smug that I had turned things around.

The desperate need for the pen was to make notes on a book on my kindle.  Sat back and retrieved the kindle to find it was out of charge.  Still not deterred used my iPhone to create the kindle app, but failed to remember my amazon password.  I wasted most of the journey with failed attempts and the ultimate lock out message.

When I arrived at Waterloo I decided to walk to my meeting as I needed to be kind to myself, after my rather unproductive train journey. The walk in the sunshine and along the South Bank in London was great for putting me in a lovely mood for my meeting.

When something goes wrong think of a way to be kind to yourself by doing something you will enjoy.

Of course you don’t have to be kind to yourself when something goes wrong, just make it a habit everyday.  Write down when you have been kind to yourself as focusing on ourselves does have restorative effect for the rest of life.

Please do get in touch if you are looking for a business coach bev@nuggetsoflearning.co.uk