Brilliant Manoeuvre
Sometimes you have to move to make things happen and to confirm your initial estimations. Superficial impressions are often just that, superficial. Only probing and action can uncover opportunities and openings.

I’m working with one of my clients to get his managers and employees to take prudent risks, to make a move to provoke a response, and to not just accept the initial framing of an opportunity or problem. Case in point: They have to decide whether to approach a prospect or to respond to a RFP. This often leads to dithering and worries amongst the staff about whether they feel they have the full capabilities to fulfill the mandate or whether it’s worth their time and effort as currently defined. The aim should instead be to reach out to the prospect and to make contact in some way, even if to challenge the specifications in the RFP or to push back on the customer’s claimed needs and wants. In this way, they can work their way to the true buyer and start developing a relationship. After all, most businesses depend on some form of trusting relationship between buyers and sellers. Once a relationship is initiated, it can be further developed and can lead to new possibilities. If you stay hunkered down in your fortress you can’t see what’s happening out in the real world. You need to test your assumptions and beliefs about competitors, customers, other stakeholders, by trying them in the actual game.

The aim isn’t to know everything, as that is impossible, but rather to know more than competitors so as to gain the upper hand and move faster.

Richard Martin is a consultant, speaker, and executive coach. He brings his military and business leadership and management experience to bear for executives and organizations seeking to exploit change, maximize opportunity, and minimize risk.

© 2013 Richard Martin. Reproduction and quotes are permitted with proper attribution.

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