Monthly Archives: January 2017

TNF #070: Online communication

Welcome Professionals…

…Would you agree that online communications tools make our work more efficient? Some people are in serious doubt about that. But let’s assume that it is true. It is much quicker and – when done correctly – even more precise to send an email instead of having a conversation in person or over the phone. Beyond email, specialized online collaboration tools have profound advantages. They clearly have their mark in business communication.

However, relying completely on online communication is a dangerous mistake. Whether we want our co-workers to perform a certain task or a client to choose working with us – we need to build trustful relationships in order to get the job done. Only these relationships will be a high enough motivation in the long-term to achieve outstanding results. Sure, there are hierarchical structures that should legitimate a certain taks request. Also, a clear logic and rationale certainly help. But in the end, the relationship between the two parties makes the difference.

Online communication is inappropriate for building relationships. Everybody reads messages in their own head, adding the tonality and emotion to it on their own behalf. It does not matter how many emoticons we add – an online message will never reach a sufficient level of personal interaction that will build a trustful relationship. We need to interact with real persons in order to build a connection.

That having said, this is a plea for connecting with co-workers, suppliers and clients in person. Walking over to someones desk, taking the time to get somebody on the phone live, and even making a dedicated visit may take some extra effort. The difference is huge. In fact, relying solely on online communication will not work.

So, instead of sending the next email, walk over to the desk of your team member. It’s worth it and I personally think it is also more fun.

Wishing you a good social time

Malte

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TNF #069: Problem solving process

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Welcome Professionals…

…Problem solving is a process, it is very rare that the solution hits us like a lightning bolt. Solutions usually need to be crafted over time through various iterations.

However, from time to time I catch myself waiting for this kind of lightning bolt. I find myself chewing on a problem, ruminating for hours and hoping that I will find that final answer. But all ruminating won’t solve the problem for me.

What works is to get started in a creation process. Trying to formulate ideas, write down evaluations, set cornerstones, and jot down design sketches. Through the process of physical activity I come to iterative conclusions until the solution is found.

Complex problem solving needs plenty of operations. If I try to retain all intermediate results in my memory, it is clear that doing the next calculation becomes harder the more I have to memorize. It is much easier to roll out ideas on paper (or on a screen if you like) step-by-step. My brain can use full capacity for each next operation.

This is why it is so important to sit down and get started with the creative production process. I like to think about problem solving as a craft, not an art.

Wishing you sound solutions

Malte

TNF #068: Client visit

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Welcome Professionals…

…Sometimes we want to visit prospective clients in order to establish or deepen a relationship. We do not have ongoing project work and we have not been invited to a specific subject discussion or proposal. Yet, we want to engage into a conversation on current or future challenges, getting to understand our client better as a person and as a company.

When the time is ready to arrange such a client visit, I have made good experience with a rather casual approach. I tell the client that I will be close to his/her office on a specific day or week and that it would be nice to drop-by if he/she can make up for some time in the agenda. Placing the request this way highly increases the likelihood for the client to say yes. Moreover, if the answer is no, it is much easier to ask for another meeting when the opportunity comes again.

The casual offering takes a lot of pressure out of the request. If we tell our clients, that we are willing to make a long journey for a fully dedicated meeting with them it does not really flatter them. They immediately think that they will have to offer something in return. If the supplier is going to invest time and energy into a client visit, the client feels obligated to offer some proposal opportunity or similar in return. While this reciprocity rule works for us once we can engage in actual proposal work, it is risky to overwhelm the client in the very early stage.

This approach has another great advantage. It allows to combine various client appointments on one trip. It can dramatically increase efficiency. When arranged well in advance, it is usually possible to to find some other prospects on the way. I have made it a habit for scheduling. For every client meeting that I arrange, I ask myself who else at this client site could I visit? Who else in the the same area or along the way could I visit? Sometimes it makes sense to plan the route first and then fill it with appointments.

Wishing you a productive client visit!

Malte

TNF #067: New Year’s resolution

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Welcome Professionals…

…Happy New Year to all professionals out there! Hope you are having a great start into 2017.

It is time for New Year’s resolutions. Did you make any? Or did you even already break one? Why is it so hard to keep these resolutions?

New Year’s resolutions are typically about behavioural change. Examples are:

Quit smoking
Eat more healthy
Do more structured business development
etc.

As professionals striving towards continuous improvement we know what makes behavioural change successful. We know that we must set S.M.A.R.T. goals, that we need a clear “why” with an emotional attachment, that we need to establish habits instead of using sheer will power.

What we also know is that failure will be part of the road to success. It is highly unlikely to accomplish a goal in one step and without any form of failure. If so, the goal was just not ambitious enough.

For many people, failing on a resolution equals breaking the resolution. This is when the “what the hell effect” comes into play. The first time they fail, these people will think: “What the hell, this New Year’s resolution is already broken!” This is when the resolution gets postponed to the next year.

We as professionals know that failure is inevitable and only an intermediate step to accomplishment. A resolution does not get broken by failure. It only gets broken once we stop pursuing our goals!

Wishing you a Happy New Year full of professional accomplishments!

Malte