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1

CleanDan Roam: Stamp Out the Blah, Blah, Blah

"We have become so enamoured of our ability to talk that we often delude ourselves into thinking that, if we can talk about an idea, we understand it well." In this podcast, I talk with Dan Roam, author of BLAH, BLAH, BLAH: What To Do When Words Don't Work. Roam's mission is to help us solve problems and sell ideas more effectively--not just with words, but by tapping the power of visual communication. He's written two other bestsellers on that topic: The Back of the Napkin: Solving Problems and Selling Ideas with Picture, and Unfolding the Napkin: The Hands-On Method for Solving Complex Problems with Simple Pictures. Dan gives us some great (and easy) pointers for clarifying complex ideas and finding workable solutions to tough problems--using pictures! The tools you use can be as simple as the picture below. To visit Roam's site and learn more, click here or on the image below. Vivid Tools Podcast run time: 25:14 Intro music exluna by Jakub Koter

23.12.11

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2

CleanMatt Dixon and Brent Adamson: Why Top Performing Salespeople Succeed

In this month’s podcast, I talk with Matthew Dixon and Brent Adamson, co-authors of The Challenger Sale: Taking Control of the Customer Conversation. Based on their extensive survey of more than 6,000 salespeople, Dixon and Adamson have identified the profile of a seller who is four times more likely than others to be a top performer. This powerful research, which skewers some of the most sacred cows of selling, is full of lessons that you can use now. How Top Sellers Set Themselves Apart A top seller... Offers the customer unique perspectives Has strong two-way communication skills Knows each customer’s value drivers Can identify economic drivers of the customer’s business Is comfortable discussing money Can apply pressure on the customer, if needed Adapted from The Challenger Sale, by Matthew Dixon and Brent Adamson. You can learn more at www.executiveboard.com. Podcast run time: 21:30 Intro music exluna by Jakub Koter

1.12.11

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3

CleanCharles Green and Andrea Howe: Becoming a Trusted Advisor

Back in the year 2000, I read Charles Green’s book, The Trusted Advisor, which he wrote with David Maister and Rob Galford. That book became a perennial bestseller because it brought the topic of trust in professional relationships into the mainstream of our thinking. It charted a path for attaining what professionals have always sought—mutually beneficial client relationships. Green has now teamed up with co-author Andrea Howe to write The Trusted Advisor Fieldbook, a hands-on successor to Green’s classic work. What I like about this book is that it lays out the essential trust concepts and offers readers tools, exercises, and resources to help translate those concepts into action. Given that their new book is launching, I thought you’d enjoy hearing directly from Green and Howe, so I talked with both of them for this podcast. You might also be interested in my previous (print) interview with Charles Green on Who and Why Clients Trust. Principles of Trustworthy Behavior A focus on the other (client, customer, co-worker, boss, etc.) for the other’s sake, not just as a means to one’s own ends. A collaborative approach to relationships. True collaboration is a fundamental, default inclination to work together. A medium to long-term relationship perspective, not a short-term transactional focus. A habit of being transparent in all one’s dealings. Transparency simplifies and strengthens business relationships. Adapted from The Four Trust Principles, by Charles Green. Podcast run time: 16:42 Intro music exluna by Jakub Koter

22.10.11

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4

CleanInterview: Kerry Patterson on Handling Crucial Conversations

In this podcast, I talk with Kerry Patterson, co-author of the landmark book, Crucial Conversations. The first edition of the book, which sold 2 million copies, changed how we communicate at work and in our personal lives. Now, the book has been completely updated, with new research, case studies, and tools that you can use to make your high stakes conversations go more smoothly. Patterson and I talk about why crucial conversations can be so tough--part of the problem is the hard wiring humans are born with. And we discuss how to keep a crucial conversation on track, especially when emotions run high. We also talk about how simple changes to our language can keep a crucial conversation moving in the right direction. How to Share a Tough Message When you have a tough message to share, STATE your path: Share your facts: Start with the least controversial, most persuasive elements from your Path to Action. Tell your story: Explain what you're beginning to conclude. Ask for others' paths: Encourage others to share their facts and stories. Talk tentatively: Tell it as a story--don't disguise it as a fact. Encourage testing: Make it safe for others to express differing points of view. Adapted from Crucial Conversations, by Kerry Patterson, et al. You can find out more about Kerry Patterson and his work at www.crucialconversations.com. You might also be interested in the six-part article series on Crucial Conversations that he co-authored for Management Consulting News. Podcast run time: 14:03 Intro music exluna by Jakub Koter

18.10.11

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5

CleanInterview: James Kouzes on Credibility

In this podcast, I talk with James Kouzes, co-author with Barry Posner of the international bestseller, The Leadership Challenge, and the just-published, new edition of Credibility: How Leaders Gain and Lose It, Why People Demand It. For more than 25 years, Kouzes and his colleagues have conducted extensive research around the world on the traits and behaviors of effective leaders. Kouzes and I talk about the four top traits that people admire most in their leaders (competence doesn't top the list, by the way) and how emerging leaders can develop those skills. We also discuss why some of the essential aspects of effective leaders, like affirming shared values and sustaining hope, can undermine a leader's credibility. Six Disciplines to Build and Sustain Credibility Discover yourself Appreciate constituents Affirm shared values Develop capacity Serve a purpose Sustain hope Adapted from Credibility, by Kouzes and Posner. You can find out more at www.leadershipchallenge.com. You might also be interested in my previous (print) interview with Kouzes about the challenges leaders face. Podcast run time: 18:44 Intro music exluna by Jakub Koter

21.9.11

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6

CleanPeter Bregman: 18 Minutes to Change Your Life

"On average, people are distracted at least four times an hour. The more challenging the thing I'm working on, the more likely I will not return to it after being distracted." In this podcast, I talk with Peter Bregman, author of 18 Minutes: Find Your Focus, Master Distraction, and Get the Right Things Done. Bregman, Harvard Business Review’s most popular online columnist, offers what he calls an “inertia intervention” plan for achieving your work and life goals. Bregman is no stranger to the demands of the consulting business. He did stints with the Hay Group and Accenture before launching his own firm, Bregman Partners, in 1998. He understands how hard it can be to stay focused when so many things compete for our time and attention. I asked Bregman about strategies for solving that age-old problem: there never seems to be enough time to do everything we need (or want) to do. You can find out more at www.peterbregman.com. Perfectionism: Get Over It Don't try to get it right in one big step. Just get it going. Smaller steps give you the opportunity to succeed more often. Do what feels right to you, not to others. Read, listen, and learn from others. Then, put away the advice and shoot for "good enough." Choose your friends, co-workers, and bosses wisely. Critical feedback is helpful as long as it comes with care and support. Adapted from 18 Minutes, by Peter Bregman. Podcast run time: 20:35 Intro music exluna by Jakub Koter

21.8.11

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7

CleanRoger Courville: How to Deliver a Great Webinar

"People don't usually need more data; they need story, and meaning, and application." Like me, you've probably attended many webinars or other virtual presentations. Overall, the sessions I've seen have been, at best, uneven in quality. Given that, I thought I'd ask Roger Courville, one of the most articulate experts on this subject, what it takes to stage a great webinar. Roger wrote the book on virtual presentations--literally. He's the author of The Virtual Presenter’s Handbook, which helps virtual presenters develop and deliver content that engages audiences. He's also the co-founder of 1080 Group, a firm that helps clients design and optimize web seminar programs. In this podcast, Roger and I talk about the common characteristics of a great webinar, how speakers can hold an audience's attention, and how to approach the creation of presentation slides. Roger also offers his perspective on the market for paid webinars, why webinar programs are an untapped opportunity, and what the future holds for virtual presentations. We covered a lot of ground in less than 20 minutes. Podcast run time: 17:38 Intro music exluna by Jakub Koter

28.7.11

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8

CleanJames Gilmore on the Experience Economy

“What's the Apple Store of consulting?” James Gilmore is the co-author (with Joseph Pine) of the recently-updated, groundbreaking book, The Experience Economy. He's also the co-founder of Strategic Horizons LLP, which helps businesses conceive new ways of understanding customer needs and adding value in the marketplace. I talked to Gilmore about how we can create the client experiences that will help us serve clients more effectively, attract new ones, and build our businesses. You can find out more about James Gilmore, his book, and services at www.strategichorizons.com. Orchestrating Experiences Design an experience for your client that is compelling and memorable with THEME-ing: Theme the experience with a dominant idea, organizing principle, or underlying concept for every element Harmonize impressions (the takeaways from the experience) with positive cues Eliminate negative cues Mix in memorabilia Engage the five senses Adapted from The Experience Economy, by Joseph Pine and James Gilmore. Podcast run time: 22:40 Intro music exluna by Jakub Koter

15.7.11

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9

CleanPeter Block Updates Flawless Consulting

“As an opening construct for how I want to influence clients, I start with the notion that what I'm hearing is their best version of what's not going to take us anywhere.” I had an opportunity to talk with Peter Block, author of the landmark bestseller, Flawless Consulting: A Guide to Getting Your Expertise Used. For many of us, Block helped define how to effectively manage the client/consultant relationship for project success. As Block has just released the third edition of Flawless Consulting, this seems a good time to ask him about his thoughts on how the professional services industry is evolving and what that means for service providers. You can find out more about Peter Block, his books, and services at www.designedlearning.com and www.peterblock.com. You might also be interested in my (print) interview, Peter Block on the Power of the Authentic Consultant. The Consultant's Goals For each assignment, you should consider how to achieve four goals: Establish a collaborative relationship. This permits maximum use of people’s resources—both the client’s and the consultant’s. Solve problems so they stay solved. Help clients learn how to solve the problems that are likely to emerge once a solution is put into place. Ensure attention is given to the technical/business problem and the relationships. Work with clients to address the underlying people and process issues of each problem. Develop client commitment.Your impact will be driven by your ability to help your client commit to the solutions you’ve developed. Adapted from Flawless Consulting, by Peter Block. Podcast run time: 21:53 Intro music exluna by Jakub Koter

28.6.11

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10

CleanDaniel Goleman: New Insights on Emotional Intelligence

In this podcast, I talk with Daniel Goleman, author of the groundbreaking book, Emotional Intelligence. Goleman’s recent research on brain science suggests new ways to use our minds to be creative when we need to be, to build rapport more easily, and to stay focused and productive for longer periods of time. His new findings are included in his latest eBook, The Brain and Emotional Intelligence: New Insights. He shares some of those insights with us in this podcast. Podcast run time: 15:40 Intro music exluna by Jakub Koter

27.6.11

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11

CleanDavid Maxfield on How to Change Anything

"We're surrounded by influences that we don't even see--we're blind to them." In this podcast I talk with David Maxfield, co-author of the book, Change Anything: The New Science of Personal Success . Maxfield and his team studied the science of personal change through their work with over 5,000 people. The result is a comprehensive framework for making and sustaining personal change. I asked Maxfield what he learned from his extensive research, why change is so hard, and the first step anyone can take toward successful change. You may be familiar with Maxfield's previous work. He's the co-author of the book, Influencer: The Power to Change Anything, and vice president of research at VitalSmarts, a corporate training company. The team at VitalSmarts also wrote the best-selling books, Crucial Conversations and Crucial Confrontations. Get the Sources of Influence on Your Side Love What You Hate--Make the right choices pleasurable Do What You Can't--Deliberate practice leads to mastery Turn Accomplices into Friends--Convert enablers and add friends Invert the Economy--Raise the price of bad behavior Control Your Space--Enlist your environment as a powerful ally. Adapted from Change Anything: The New Science of Personal Success . Find out more at www.changeanythingbook.com and www.vitalsmarts.com. Podcast run time: 19:16 Intro music exluna by Jakub Koter

18.5.11

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12

CleanMike Schultz on Rainmaking Conversations

"The thing clients want to learn more about is typically not your capabilities ." In this podcast we talk with Mike Schultz, co-author of the book, Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation, and of Professional Services Marketing. Schultz is the publisher of RainToday.com, and president of the RAIN Group. He talks about the skills--and mindset--you need to become a rainmaker, why curiosity is an essential part of the sales process, and how you should think about the objections that arise during the sales process. 10 Rainmaker Principles Play to win-win Live by goals Accomplish more every day Create new conversations every day Always improve your pipeline Think buying first, selling second Lead masterful rainmaking conversations Set the agenda—be a change agent Be fluent in the knowledge needed to sell Assess yourself, get feedback, and improve continuously. Adapted from: Rainmaking Conversations, by Mike Schultz and John Doerr Find out more about Mike Schultz at www.rainsalestraining.com. You might also be interested in our (print) interview, Mike Schultz on Marketing Professional Services. Podcast run time: 21:24 Intro music exluna by Jakub Koter

17.4.11

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13

CleanMaureen Broderick on the Art of Managing Professional Services

Maureen Broderick is the author of The Art of Managing Professional Services: Insights from Leaders of the World's Top Firms. Broderick is the founder of Broderick & Company, one of the few consulting firms to focus exclusively on professional services. In the book, she draws on more than 130 in-depth interviews with top firm leaders to create a roadmap for building a high-performance practice. We asked Broderick what surprised her the most in her research, and about the key challenges firm leaders face today. Find out more about Maureen Broderick at www.broderickco.com. Run Time: 16:26 Intro music exluna by Jakub Koter

21.3.11

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14

CleanMark Levy on Accidental Genius

Mark Levy is the founder of Levy Innovation, a marketing strategy company, and the author of Accidental Genius: Using Writing to Generate Your Best Ideas, Insight, and Content. Levy's book shows us how to use a tool called freewriting to explore our ideas, solve problems, and create marketing and thought leadership material. In this podcast interview, we asked Levy to explain what freewriting is, why it works, how to get started, and how to apply it in our businesses. Find out more about Mark Levy, his books and his services at Levy Innovation. Run Time: 16:58 Intro music exluna by Jakub Koter

21.3.11

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15

CleanRobert Sutton: Good Boss, Bad Boss

Most people have at least one horror story about a bad boss. If you're lucky, you've also experienced a really good boss. Our guest, Robert Sutton, has a thing or two to say on the subject of bosses. Sutton is a professor of Management Science and Engineering at Stanford, and the author of Good Boss, Bad Boss: How to Be the Best...and Learn from the Worst. Sutton’s previous books include the bestseller, The No-Asshole Rule, Weird Ideas That Work, Hard Facts, Dangerous Half-Truths & Total Nonsense, and The Knowing-Doing Gap. We asked Sutton for his take on some famous bosses like Steve Jobs, Larry Ellison, Steve Ballmer, and Tony Hayward. And we asked him to weigh in on the impact (if any) of the "reality" show, Undercover Boss, on how bosses behave. Find out more about Robert Sutton at his highly-read blog. You might also be interested in reading our previous interview, Robert Sutton on The No-Asshole Rule for the Workplace. Run Time: 15:41 Intro music exluna by Jakub Koter

21.3.11

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16

CleanNick Morgan: 7 Steps to a Great Speech

Nick Morgan is the author of the eBook, 7 Steps to a Great Speech. Morgan, one of America's top communication theorists and coaches, is also the author of Trust Me: Four Steps to Authenticity and Charisma, and Give Your Speech, Change the World: How to Move Your Audience to Action. We asked Morgan for his best advice on preparing and delivering a great speech every time. Find out more about Nick Morgan at www.publicwords.com. You might also be interested in reading these previous interviews: Nick Morgan on Authentic, Charismatic Communication and Nick Morgan on Working the Room. Time: 15:44 Intro music exluna by Jakub Koter

21.3.11

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17

CleanJill Konrath on Snap Selling

Jill Konrath is a leading sales strategist and the author of Selling to Big Companies, and SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers. Konrath offers practical strategies to help you reach the right client, with the right offer, at the right time. In this podcast interview, we asked Konrath how today's services buyers view sellers and their offerings, and how we can be responsive to the realities of this market. Find out more about Jill Konrath, her book, services, and blog at www.SNAPSelling.com. You might also be interested in reading our previous interview, Jill Konrath Can Help You Sell to Big Companies. Run time: 20:44 Intro music exluna by Jakub Koter

21.3.11

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18

CleanDaniel Burrus on Flash Foresight

Winning the Future Anticipate--base strategies on certainties you know about the future. Skip Your Biggest Problem--it's probably not the real problem anyway. Go Opposite--look where no one else is looking. Direct Your Future--or someone else will. Adapted from: Flash Foresight, by Daniel Burrus Daniel Burrus is the author of the bestselling new book, Flash Foresight: How to See the Invisible and Do the Impossible, and Technotrends. Burrus is one of the world's leading technology forecasters and business strategists. He's the founder of Burrus Research, a firm that monitors global advancements in technology-driven trends to help clients understand how technological, social, and business forces are converging to create untapped opportunities. We asked Burrus how we can use the futurist's tools to guide our businesses and help clients find those new opportunities. Find out more about Dan Burrus at www.burrus.com. Run time: 18 minutes Intro music exluna by Jakub Koter

19.3.11

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19

CleanAnn Handley on Rules for Your Digital Content

The "Commandments of Content" Embrace being a publisher Insight inspires originality Build momentum Speak human Reimagine; don't recycle Share or solve; don't shill Show; don’t just tell Do something unexpected Stoke the campfire Create wings and roots Play to your strengths. Adapted from: Content Rules, by Ann Handley Ann Handley, author of the fast-selling book, Content Rules, How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business, is a veteran of creating and managing digital content to build relationships for organizations and individuals. She is the Chief Content Officer of MarketingProfs, which provides strategic and tactical marketing know-how for marketing and business professionals through a full range of online media. Handley has a passion for building community, particularly in using new media tools to broaden and build value. Find out more about Ann Handley at www.annhandley.com. Run time: 15:02 Intro music exluna by Jakub Koter

18.3.11

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20

CleanHarry Beckwith on Why People Buy

Marketer's Checklist In your marketing strategy, remember: The power of stories Our preference for the familiar Customers' obsession with fairness The importance of just new enough The element of surprise Our need to be a part. Adapted from: Unthinking, by Harry Beckwith Harry Beckwith is the author of Unthinking: The Surprising Forces Behind What We Buy. His books also include the modern marketing classics, Selling the Invisible, The Invisible Touch, and What Clients Love: A Field Guide to Growing Your Business. Beckwith heads Beckwith Partners, a marketing firm that advises clients on branding and positioning. He's an internationally acclaimed speaker, and his books have been translated into twenty-three languages. We asked Beckwith how we can use his insights about buyer behavior to rethink our approaches to business development. Find out more about Harry Beckwith at www.beckwithpartners.com. You might also be interested in these (print) interviews with Harry Beckwith: Harry Beckwith on You, Inc. Harry Beckwith and What Clients Love Podcast run time: 20:32 Intro music exluna by Jakub Koter

18.3.11

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Management Consulting News

von Michael McLaughlin

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