What behaviors and business outcomes does your work directly impact?

Transcript

Hi there, it’s Peter Winick. I’m the founder and CEO at Thought Leadership Leverage. And here’s the thought that I’d like to share with you today, and that’s this.

In my conversations, pretty much on a daily basis with thought leaders from around the world, I ask them to explain to me what their work is and what it does. And oftentimes, their starting point is anything from research to models they’ve developed to methodologies to frameworks and such.

And all those are important, but what I try to get them to understand is when they’re having those types of conversations with potential clients, prospects, and such, they need to push the abstract stuff down a little bit and get really concrete. Talk to the client and say, “Listen, here are the behaviors that get changed in your organization as a result of working with me.”

Now, working with you might mean licensing your IP, bringing you in as an adviser, workshops—whatever the method or modality is doesn’t really matter—but here’s the behaviors that you work on changing and connect that to a business outcome.

So, for example, as a result of your team being more collaborative, they’re going to produce better results for your clients at a lower cost. What might that mean to your bottom line? As a result of your organization being more agile, there’s going to be less waste.

So, connect your work to a behavior and to your client’s business outcome as quickly and concretely as you can in those interactions and conversations.

Love to hear your thoughts.