June 2014

Mom Was Wrong

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Scott's Monday Morning MessageIn an accusatorial tone, many mothers have said things like, “If your friends jumped off a cliff, would you do it too?” The insinuation is that real friends don’t encourage you to take risks. From my experience a true friend, or even just someone who has your best interests in mind, will ask you take to huge leaps, even giving you a shove from time to time.

Scott's FreefallTaking leaps is top of mind as I jumped, just a few hours prior to writing this, out of a perfectly good airplane. I did so because some of my dearest friends encouraged me to join them. After watching the video of my first skydive, I’m now reliving the rush of the 8000′, 60-second freefall, followed by the beauty of the peaceful 5500′ glide to our landing spot, safely sliding to a stop in the soft, warm grass. Would I do it again? When are we leaving?!?

That is the power of true friendships and supportive relationships—they are the people who often suggest taking leaps you might otherwise avoid.

I’m betting there’s a leap you’ve wanted to take for the benefit of your company, but something has held you back. It could be fear, believing you’re too busy, or some other reason, legitimate or not. Why you haven’t taken this leap really doesn’t matter.

As a leader, it’s your job to take leaps that you believe will create better circumstances for your organization. This could be changing the type of recruiting you do, the markets you serve, or how you deliver your services. Maybe you’ve always wanted to dramatically increase margins or fees, reduce the amount of time it takes to fill orders, or even innovate how buyers of staffing and recruiting acquire their talent.

Whatever the leap may be, doing it alone is often the problem. It can be lonely at the top, including at 13,500′ in an airplane, which is why I went with trusted friends and hired Paul, my instructor. The same is true for leaders in staffing—taking chances and choosing to follow through on calculated risks is always easier with support. This is why many of my clients have retained me as their advisor for years and often even more than a decade. Whether it’s hiring someone or lining up colleagues you already trust, leaders need unbiased people to be of support and, occasionally, give them a healthy shove.

While most moms have the best interests of their kids in mind, telling them not to take leaps with trusted friends is not one of their best pieces of advice. Good thing us grownups no longer have to follow all of moms’ directions.

____________________

GAINThis week on GAIN:

There’s a big difference between doing deals and Doing the Deal. Not only does Doing the Deal get you better results, it creates lasting relationships with clients and candidates. This Weekly GAIN video shows you the three simple steps to take. Read more

Scott WintripMom Was Wrong
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Excuse-Free Leadership

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Wintrip Consulting Group : Take No PrisonersTake No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done.

Why is it that some companies consistently perform well, regardless of what’s happening in the world, while others do not? This can almost always be traced back to the excuses made by leadership.

Some leaders are great at spin, performing well as mouthpieces for their organizations. They have an answer for anything, a reason for everything that goes wrong, and use their gift for gab to attempt to inspire people to action, even though they often aren’t walking the talk.

Then there are the real heroes of the leadership ranks. They calmly respond to issues, focusing on execution instead of excuses. Problems are seen as opportunities, challenges as a chance to improve, and mistakes as a catalyst for deepening relationships.

In the Atlanta market are two perfect examples of these two types of leaders. CEO number one is busy explaining why his prominent staffing firm is experiencing slower than forecasted growth while CEO number two used the slow growth in Q1 as a learning platform for the best Q2 her company has ever had in its history.

Choosing between executing a plan or making excuses as to why things aren’t happening is a choice every leader gets to make each day. What’s yours?

This Week’s Radical Accountability Activating Action: Be an excuse-free leader. If you find yourself making excuses, ask yourself, “What’s the next right action I can take?” Then, immediately take that action.


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Scott WintripExcuse-Free Leadership
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Managing the Ups & Downs of Radical Accountability

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Poor accountability got you down? Here’s how to manage the natural highs and lows associated with any form of improved responsibility.

This week on GAIN:

THE CONTRARIAN SELL: Buyers of staffing and recruiting services are used to getting their way, which is why that’s the worst way to sell. Giving prospects what they’re used to does nothing to get their attention. Read more

Scott WintripManaging the Ups & Downs of Radical Accountability
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Inspired Recruiting

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Scott's Monday Morning MessageSome interactions with candidates almost seem to be divinely inspired, while others feel like you’re trudging though mud and muck, getting nowhere fast. What’s the cause of these very different scenarios?

Inspired Recruiting, an almost effortless interaction with a candidate, always has two components: trust and compulsion. Without both of these, recruiting becomes a more difficult task.

Without trust and compulsion, you experience Shields Up, the recruiting equivalent of the shields in spaceships in science fiction. Candidates deploy a variety of shields to protect themselves from recruiters, especially when they feel mistrust or they lack a compelling need to speak with you. Trust must be built first before compulsion can move the conversation towards a mutually beneficial relationship where the needs of all parties are met.

If a candidate can benefit from what you do and trusts you, yet, doesn’t feel an irresistible urge to pursue your opportunity, you have someone who is just going through the motions. He feels good, you feel good, yet these good feelings are doing nothing to benefit either of you long term. In order for a trusting candidate to gain the compulsion to pursue what’s being offered, the recruiter must engage a collaborative dialogue where the candidate sells himself on buying into the job or assignments at hand.

You get a resistant candidate when she has a need to make a change but doesn’t fully trust you or your company. Time, energy, and effort to build trust are the next course of action.

Trust and healthy compulsions are each, in and of themselves, valuable commodities. In combination, they create an alchemy that produces golden results for everyone. The task of every recruiter who wants to make more lasting matches is to ensure that both elements are part of every relationship.

Scott WintripInspired Recruiting
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Nimble Leadership

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Wintrip Consulting Group : Take No PrisonersTake No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done.

During a conference I spoke at last week, I met two types of leaders: those whose businesses were experiencing accelerated growth and the rest whose companies seemed to be stuck in neutral, going nowhere fast. The key difference in the leaders of these firms is decision making. Without exception, the leaders whose firms are growing fastest have leaders who think more nimbly and act more swiftly.

When making decisions, people strive to get them right. Never have I met a competent leader who purposely attempted to make the wrong choice. We each do our best when making up our minds.

Thinking and deciding are straight forward unless we complicate them with over-analysis or under-utilization of our cognitive abilities. Radical Accountability for decisions provides us with a four-step approach for eliminating these human tendencies:

Stop…any task or activity that has nothing to do with the decision at hand. Distracted decision making is just as dangerous as distracted driving.

Breathe…and feed the brain with oxygen. Just a few breaths enriches the intellect, slows down any nervous energy, reduces emotional reactions, and increases presence and use of all of your faculties.

Think…about the desired outcome. When dealing with an area outside your expertise, think about whose input on that outcome would help, and ask for their experience and wisdom. Using others’ insights and your own intellect, make a choice that is the most efficient and effective way to create the desired outcome.

Act…immediately once a decision has been made.

Even if you later learn that a different decision is a better one, you can never fault yourself when you make decisions with Radical Accountability. You always have the option and ability to take any decision and adjust it to make it right.

This Week’s Radical Accountability Activating Action: Become a more nimble leader by using Stop, Breathe, Think, and Act as your method for all decisions from now on.


This Week on GAIN: Learn about the five barriers to success. You’ll also receive access to a process for removing these hurdles, allowing you to engage in more nimble leadership. Access GAIN now.

Follow me on Twitter! You can find me here: https://twitter.com/ScottWintrip
Every day I provide pithy pieces of advice and wisdom. Join the growing crowd who read these gems every day.

You may subscribe and encourage others to subscribe by clicking here.

Check out my podcast series called Simply Scott on iTunes.

If you’d like to reach me, email: scott@ScottWintrip.com or call my direct line: (727) 502-9182

Visit my web site: https://www.WintripConsultingGroup.com

 

 

 

 

 

 

Scott WintripNimble Leadership
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Make Price Scalable, Never Negotiable

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Scott's Monday Morning MessageA terrible choice made by many in staffing and recruiting has been in negotiating fees and bill rates, with divulging proprietary information, such as markups, coming in a close second. Some people say “the horse is already out of the barn,” insinuating we’re stuck with these issues as a permanent condition. Last time I checked, the only permanent condition in life is death.

A growing number of companies are having tremendous success in scaling price, a far better solution for all parties. If a customer wants to pay less, the value they receive scales down proportionality. Those that want more pay for that value.

Never, ever, should any firm in our business simply lower price without removing value. Doing so sends a clear message to buyers that fees and bill rates are always inflated, since firms can simply change the digits without impacting the level of service. Bottom lines aren’t the only thing to suffer as credibility takes a hit every time this occurs.

What’s also highly encouraging is that price, more and more often, never comes up for those who provide buyers with multiple options. A basic level of service that gets the job done is offered at a fair price, with escalating value options being provided at an escalating price. Buyers still get a “deal” as they elect what they receive and spend.

Savvy leaders who require their teams to always scale, never negotiate, have watched those horses go back in the barn all on their own. For those who choose to continue dickering over price, good luck in dealing with the crap from rampaging stallions.

____________________

GAINThis Week on GAIN: Learn about the five barriers to success. You’ll also receive access to a process for removing these hurdles, allowing you to more rapidly increase margins and gain market share. Access GAIN now

Scott WintripMake Price Scalable, Never Negotiable
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Got Stuck? – Scott’s Sales Yoga Thought for the Day

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Over the years there have been lots of “Got” campaigns, one of the most famous being “Got milk?” In selling, when we get stuck, it seems far from being a pleasant experience like a mustache from a tall, cold glass of milk.

This was true for Fred, a manager who ran a book of business in executive search. As Fred sat across a conference table from me, he clearly had gotten quite stuck. He was in a slump of all slumps, having not closed a deal in several months. For a guy that had always placed multiple candidates every month, this felt like the beginning of the end.

Fred told me that, in the past, he had never had this issue. “Business just seemed to flow,” he said, the stress of the circumstances audible in his normally strong and confident voice.

I asked, “What were you doing then that you’re not doing now?”

That one question began an immediate change in momentum as he realized there were several rather simple things he had been neglecting, including actively taking talent to market, presenting people in the way that all buyers buy (which I call Front of the Box Marketing). Fred and I collaborated on a plan of action which incorporated these neglected aspects of his desk back into his daily routine. He went from being stuck to having some of the best months in his career.

That’s the beauty of getting stuck…it’s the universe’s way of reminding us of what’s really important in the practice of selling.

Next time you’re stuck, ask yourself:

What were you doing then that you’re not doing now?

If you’re like Fred and you take action on what you learn, you’ll go from “Got stuck?” to “Got deals!”

____________________

If you’ve not read Sales Yoga, you can download a free chapter today.

Scott WintripGot Stuck? – Scott’s Sales Yoga Thought for the Day
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Stop Training, Start Learning

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Wintrip Consulting Group : Take No PrisonersTake No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done.

Cracking her whip, the lion trainer runs these noble beasts through their paces in preparation for the upcoming circus show. At Sea World and other marine parks, trainers of aquatic animals go through their own training regimens, rewarding their charges with handfuls of fish. This is training, and training is best left for animals, not people.

You may find this commentary odd coming from a guy referred to, at times, as a trainer. While it’s true that I teach leaders and some staff, in addition to my consulting work, I’m an educator, not a trainer, as I don’t work with animals.

Education, done well and done right, is not training. Training works for animals because of the repetitive nature of the act of getting a lion or a killer whale to perform a task for a reward. Humans, while they benefit from repetition and rewards, also require additional interventions. These include:

Countermeasures for the human tendency of making the simple, complex.
Animals don’t have the cognitive ability to convert what’s simple to something complex. Humans, on the other hand, are masterful at making things much more complicated than they need to be. To counter this, quality education must promote simplicity, a systematic approach, and methods that are sustainable. These countermeasures mitigate or eliminate our innate foibles, especially when it comes to making mountains out of molehills.

Opportunities to apply what’s been learned.
Practice is said to make perfect. While it’s rare that humans achieve anything near sustained perfection at anything, we need more opportunities to try out new skills and behaviors. It’s through repetition that we gain mastery, and trying to master any approach or technique only in conversations and meetings with prospects, clients, and candidates often leads to poor or even disastrous results.

Radical Accountability to counter the momentum of the status quo.
Momentum keeps an object going in the same direction. Since the pull of the status quo is so strong, it takes something even stronger, Radical Accountability, to break the momentum and create a sustainable shift in the opposite direction.

By stopping training and starting education, you and your organization can start creating real learning opportunities that benefit all parties.

This Week’s Radical Accountability Activating Action: Begin to employ the three interventions to shift from a training culture to a sustainable learning environment.


Want to learn more about Radical Accountability? This topic is just one of many covered on GAIN. Learn more about GAIN.

Follow me on Twitter! You can find me here: https://twitter.com/ScottWintrip
Every day I provide pithy pieces of advice and wisdom. Join the growing crowd who read these gems every day.

You may subscribe and encourage others to subscribe by clicking here.

Check out my podcast series called Simply Scott on iTunes.

If you’d like to reach me, email: scott@ScottWintrip.com or call my direct line: (727) 502-9182

Visit my web site: https://www.WintripConsultingGroup.com

 

 

 

 

 

Scott WintripStop Training, Start Learning
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