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Fundamental changes needed in\u00a0business conversations: must have courage\u00a0to\u00a0change\u00a0way we converse and do business.<\/p>\nFundamental changes needed in\u00a0business conversations: must have courage\u00a0to\u00a0change\u00a0way we converse and do business.<\/p>\n
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Extracts from VCO Global Website\u00a0– John Niland and Kate Daly:<\/strong><\/p>\n Everyone’s marketplace is changing.\u00a0 This creates an obvious need for fresh thinking and agile processes.\u00a0 We all need new routes to market, innovative use of technology, collaboration and real results.<\/em><\/p>\n Every day we hear about the importance of building relationships: it’s constantly mentioned and tweeted.\u00a0 But are we having the right conversations?\u00a0 Are we engaging and connecting with people or just continuing to broadcast dull messages through an exciting technology-driven medium?\u00a0 It’s no longer good enough to be a good communicator or techno-savvy.\u00a0 Courage is fundamental to success.\u00a0 Without the courage to make requests and ask vital questions, good ideas remain the world’s best kept secrets.<\/em><\/p>\n But what about your dialogue skills?\u00a0 Is your conversation keeping pace?\u00a0 Or are your meetings spent in longwinded exchanges of information, slogging through over-engineered agendas, hasty box-ticking exercises… or just plain boring?<\/em><\/p>\n Here are just a few of the conversations that VCO Global Clients suggest\u00a0are\u00a0no longer working:<\/em><\/p>\n 1. Solution Selling:\u00a0buyers are no longer willing to grant briefing time \/ info that they see to be in the seller’s interest<\/em><\/p>\n 2. Annual Reviews:\u00a0formulaic exercises, peppered with superficial assessments, often dreaded by both parties<\/em><\/p>\n 3. Target\/Goal Setting:\u00a0used to extract more for less, devoid of real understanding, robbing jobs of meaning, etc.<\/em><\/p>\n Better conversations take courage and skill.\u00a0 Here are some examples of the vital skills needed in the new economy:<\/em><\/p>\n 1. Reframing Requirements<\/strong><\/a> – why it’s no longer sufficient to understand\u00a0requirements, how we need to reframe and hence set the agenda;<\/em><\/p>\n 2. Influencing your Annual Review<\/strong><\/a> – a few simple steps that make a real difference to this vital discussion;<\/em><\/p>\n 3. The Courage to Ask<\/strong>\u00a0<\/a>– one of the recurring challenges in the current climate is that of asking for what we need… and keep asking;<\/em><\/p>\n 4.\u00a0Developing Opportunity in the Current Climate<\/strong><\/a>\u00a0– developing an opportunity-mindset.<\/em><\/p>\n These are just examples. The clients with whom VCO Global works\u00a0are already articulate in defining their own specific needs: in sales, management, or supporting key people who are vital for the future of the enterprise.<\/em><\/p>\n In the\u00a0recently published book, “The Courage To Ask<\/a>“, John Niland and Kate Daly\u00a0from VCO Global outline some\u00a0fundamental changes to business conversations and invites us to test how\u00a0courageous we are in changing the way we converse and do business.\u00a0 Using five\u00a0characters, John\u00a0and Kate\u00a0illustrate how we can build courage<\/em>\u00a0through the seven gateways of Connection, Purpose, Influential Communications,<\/em>\u00a0Awareness, Discipline, Curiosity and Stamina.\u00a0 The book combines psychological<\/em> insight with identifiable, warm characters and provides a sharp and insightful<\/em> view of the changing world in business.<\/em><\/p>\n Courage should be the foundation for all your activities: without it you’re unlikely to be able to implement suggestions\u00a0offered elsewhere.\u00a0 If connecting, influencing and communicating is the\u00a0lifeblood of your business and the work you do, then \u00a0“The Courage To Ask<\/a>”\u00a0will be the most\u00a0 important book you read this year.<\/em><\/p>\n