Something to consider as you plan for 2020

growth operations sales Nov 13, 2019

A perk of being a high school football team mom? I get to observe teen boys in their natural habitat (without being TOO embarrassing) while handing out Gatorade and cheeseburgers.

It's also a great way to get to know parents. Another team mom and I compare notes about selling professional services (she's in legal) while doing our team hospitality gig. Industries that sell expertise share a lot of the same challenges (and upside) if they can modernize.

At the banquet Friday night, she used a term I'd never heard when talking about her new team. She said they'd usually relied upon "anecdata" and were stressed as she pushed for detailed analytics.

Anec-what? Anecdata = Anecdote + Data

Am I the only one who hasn't been using this term? I love it. Apologies in advance to my clients who are going to hear this term a lot in upcoming strategy sessions.

It's defined as "information that is presented as if it is based on serious research, but is...

Go on...

Take the "Feedback 5" Challenge

Warning. There's no turning back. Once this is on your radar, you'll be like two of my original foster puppies. You won't be able to look away.


 

5 words are routinely used to give feedback that are useless (at best) and destructive (at worst) without context and follow up. 

"They need to be more/less _______________."

More (or less) what? I'm glad you asked.

She needs to be more approachable, assertive, creative, collaborative, confident, engaged, independent, open-minded, present, sales-focused, strategic or technical. Or she needs to be less aggressive, conservative or negative. You get the point.

I don't know what someone really means when they say these things. And most of us are not great guessers.

Worse yet, the person on the receiving end of the "feedback 5" usually has zero idea what happened, how to fix it or when they'll have done "it" the right way, enough times, to change perception. 

The "Feedback 5" may be part of a...

Go on...

Pay attention for the mic drop moment. 🎤💥

firm operations growth Oct 15, 2019

I'm an optimistic skeptic. Or a practical visionary. Or a grounded dreamer. Does that make sense? The blessing (and burden) of being in the 30-year club is that I know some "things" and there's a risk that experience is an obstacle instead of simply informative as I work with teams to modernize how they work.

I'm constantly balancing the healthy tension that exists when you've been at this for a while. Can you relate?

As a part of the onboarding process for the Account Executive Academy we just launched, I've done 1:1 interviews with 20 Benefits Account Executives over the past 10 days. We'll be working (and learning) together over the next 6 months. The headline?

Your key talent is ready. They want more and have ideas about what you might do more of (and less of) to continue doing great work.  They're up for a challenge and eager to connect with industry peers. I can't wait to see what breakthroughs occur with these key stakeholders...

Go on...

Clients hire you (and fire you) because they want to be led.

Are you too slammed to consider new solutions because it's 4th quarter in the benefits business? Are you deferring new ideas until Q1?

Do your clients know? Would your prospects care? Don't forget that clients hire you (and fire you) because they want to be led. 

If you're a benefits solution, raise your hand if you've been pushed off to the mystical time known as "after-the-busy-season." Makes you wish for a lunch & learn, right?

I see a pattern at firms at all levels (sales, service, platform resources, and leadership) of completely putting off investing time to think, learn and plan because it's "the busy season."

I understand the demands of competing priorities and am concerned about what those delays will cost you. If you don't revisit an idea until Q1, it's unlikely you'll execute and capitalize on it until mid-2020. That may not be quick enough in a dynamic market.

I've been thinking about this quote from Jason Fried, the CEO of...

Go on...

Wake up! Speak French! Originally published in Leaders Edge Magazine

firm operations growth Jun 01, 2019

My parents, sisters and I were on a month-long trip through Europe in 1987 in a bright orange Volkswagen van that Dad still claims he didn’t choose. It was a mechanism for international embarrassment—European Vacation, Teen Daughter edition.

We’d arrived at a toll booth and didn’t have correct change. The “middle sister” was proficient in rudimentary French, but she was asleep. Desperate times. We were blocking traffic, so we screamed at her to “wake up and speak French.” Dazed and confused, she conversed with the toll taker; it’s unclear whether it was her translation skills or his sympathy (or irritation) that allowed us free passage.

This family classic comes to mind as I contemplate the employee benefits industry and impediments to innovation. We are asking the same people who have been successful in this industry because they like process, certainty, contracts and an annual “cycle of things” to now be flexible,...

Go on...
Close