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Topic: Re(2): Corporate NLP and sales
Posted by: Carol Anne (Friday) Ogdin
Date/Time: 07/08/2002 17:24:47

"No one ever declaims personal responsibility for a hole-in-one."

That's been my mantra when dealing with senior executives over decades of corporate consulting.  The major problem is getting senior managers and executives to consider alternatives has always been getting them to challenge their beliefs.  There is a core belief in most senior people that they've achieved their position through superior skill, knowledge and personal excellence (very few attribute it to luck, or politics, or other external influences, in my experience).

My own experience is that the first step is do whatever's necessary to keep the dialogue going, just so I have the opportunity to be there at the moment when they express some dissatisfaction, some concern, some doubt.  It's often necessary to engage in time-wasting projects that will not yield the results the executive wants, just to keep that dialogue going.  By carefully shaping their expectations, but meeting their needs to have "someone do something," I find that I can often gain enough of their trust to make more impactful contributions.

On the other hand, I have a practice of terminating engagements with non-performaing clients.  I want to work where my contributions can make a difference.  If it's clear that it's more important to them to appear perfect and unchanging that to get better results, I prefer to move on to a more tractable and receptive environment.  I'm not a therapist, I'm a specialized consultant to businesses.

It's also why my best work tends to be done BELOW the vice presidential level in Fortune 1000 firms; those people seem more open to change, more willing to consider alternatives, more willing to be intellectually honest.  Or, perhaps, I'm just tapping into the new paradigms of management (e.g., collaboration rather than command-and-control) and waiting for the older generation to (metaphorically) die (see Thomas Kuhn, Structure of Scientific Revolutions).


Entire Thread

TopicDate PostedPosted By
Corporate NLP but sales17/07/2002 22:21:00kc
     ReRe:Corporate NLP - sales18/07/2002 02:11:39Jon
          reply to Jon 18/07/2002 04:30:46Michael Carroll
     Re:Corporate NLP but sales18/07/2002 03:33:35Michael Carroll
     Re:Corporate NLP but sales.part 2 18/07/2002 03:51:56Michael Carroll
     Re:Corporate NLP but sales18/07/2002 12:17:44Ian Newton
     ReReReReReRe:Corporate NLP but sales18/07/2002 14:16:15kc
     Re:Corporate NLP and sales19/07/2002 02:22:31kc
          Re:Re:Corporate NLP and sales22/07/2002 01:48:28Michael Carroll
               ReRe:Re:Re:Corporate NLP and sales22/07/2002 13:59:21kc
               Re:Re:Re:Corporate NLP and sales22/07/2002 19:33:35kc
                    Re:Re:Re:Re:Corporate NLP and sales23/07/2002 02:44:45Jim R
                    Re:Re:Re:Re:Corporate NLP and sales27/07/2002 05:01:20Michael Carroll
                         ReReReReReReReReRe:Re:Re:Re:Re:Corporate NLP and sales04/08/2002 10:28:12kc
          Re(2): Corporate NLP and sales07/08/2002 17:24:47Carol Anne (Friday) Ogdin
               Re Re:R(3) Corporate NLP / sales17/08/2002 01:30:42kc
     Re:Corporate NLP but sales30/11/2003 17:50:56Jacues Werth
          Re:Re:Corporate NLP but sales02/12/2003 14:06:48kc
          Re:Re:Corporate NLP but sales04/12/2003 09:18:15John Grinder
               Re:Re:Re:Corporate NLP but sales23/12/2003 08:11:22kc
                    Re:Re:Re:Re:Corporate NLP but sales24/12/2003 18:56:38John Grinder
                         Re:Re:Re:Re:Re:Corporate NLP but sales25/12/2003 05:36:58kc
                         Re:Re:Re:Re:Re:Corporate NLP but sales28/12/2003 01:00:50Spike
                              Re:Re:Re:Re:Re:Re:Corporate NLP but sales30/12/2003 19:38:28John Grinder
                                   Re:Re:Re:Re:Re:Re:Re:Corporate NLP but sales01/01/2004 14:37:31kc
                                        Re:Re:Re:Re:Re:Re:Re:Re:Corporate NLP but sales05/01/2004 18:14:25John Grinder
                                             Re:Re:Re:Re:Re:Re:Re:Re:Re:Corporate NLP but sales05/01/2004 23:36:46kc
                                             Re:Re:Re:Re:Re:Re:Re:Re:Re:Corporate NLP but sales15/01/2004 05:11:17kc

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