“supercharge your ability to implement mindshop successfully with clients”

Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors

““SUPERCHARGE your ability to implement SUPERCHARGE your ability to implement Mindshop successfully with clients”Mindshop successfully with clients”

James Mason & Michael BurkeJames Mason & Michael Burke


General UpdateEvents

Mindshop Australia Conference outcomes• Over 80 people in attendance• Lots of thought provoking content• Key hot issues/outcomes were

Business ModelsBetter utilizing skill-base of networkSlight adjustments to approach can pay big dividends

• Looking to hold next conference in QLD


US Conference• With a fantastic venue, various quality

speakers from around the world, the annual North American Conference will be a great learning experience for all attendees.

• Sheraton Boston Hotel 18th & 19th September

UK Conference• In one of Manchester’s most famous

landmarks, this exciting conference will help attendees discover avenues to fuel their own advancement and growth in their organizations

• The Midland Hotel Manchester – 7th & 8th November

General UpdateInternational Events


• New Excel documents

Revamped all Excel, no password, new versions

New 2008 Mindshop GPS Diagnostic, prints to one page

Great for providing structure to client sessions

• Online course continue to grow in usage. New courses to be launched late 2008

291 people have now submitted 4117 worksheets in 18 months

2 new courses under development:

- Building Self-Confidence – Darryl Cross

- Becoming the Business Person who sells – Mike Boyle

• Webex’s available to be viewed

34 webex’s available to be viewed in recorded webex area

General UpdateAvailable Resources


Next Facilitator Training Days:• 13th October – WA• 14th October – SA• 17th October – VIC• 20th October – NSW• 21st October - QLD

Please mark in your calendars!

General Update


New Members• Karen Saunders – Clarity for Women in Business (NSW)• Tim Davey – Plan 4 P L (WA)• Pat Williams – Eagle Business Solutions (New Zealand)• Steve Dow – QMI Solutions (QLD)• Deborah May – Deborah May Pty ltd (ACT)• Bill Winter – Insurance Manufacturers of Australia (VIC)• Rob Scott – Ernst & Young (QLD)• Glenn McMahon – Cfo hello (NSW)• Stuart Carr – Carix (NSW)• Mark Jackson - Redman Partners (NSW)• Stephen Knight – Change Leadership (VIC)New Accredited Mindshop Facilitator• Andrew Cooke – Ernst & Young (WA)

General UpdatePeople


““SUPERCHARGE your ability to implement SUPERCHARGE your ability to implement Mindshop successfully with clients”Mindshop successfully with clients”

Michael BurkeMichael Burke


““My Evolution”My Evolution”



THE MINDSHOP JOURNEY

TIME

LE

VE

RA

GE

NOW

WHERE

MINDSHOP TOOLS / PROCESSES

INTERNAL BUSINESS DEVELOPMENT

“SELLING TIME”

PERSONAL GROWTH

DELIVERING PACKAGED CLIENT OUTCOMES

“SELLING PRODUCTS”

LIFE BALANCE

BUSINESS RENOVATION

“LEVERAGING MYSELF”

•Great Life Balance

•Financially secure and leveraging wealth of skills and knowledge in area of Business Renovation

•Mindshop tools natural part of your specialist offering

• High feeling of self worth

•Continuous personal growth

•Successfully selling packaged products / services

•Have become a Specialist

•Confident in all key Mindshop tools / processes

•Implementation part of all packages

•Understand core Mindshop tools

•Understand target market

•Clear vision for business

•Clear offering, embedding Mindshop

•Some ‘tangible’ wins on the board

LE

VE

RA

GE


Agenda for today

Microsoft Word Document


““Preparation, Structure and Delivery Preparation, Structure and Delivery Tips/Techniques”Tips/Techniques”



1. Mindmap every session prior

Business Excellence ProgramProvides a broad structure to follow. Why is this beneficial in delivering a great one-to-one session or a larger workshop?

2. Meet or Call with decision maker prior. Why?

3. Draw your own Now, Where, How prompts to provide a path through the meeting

4. Review Mindshop videos, do a practice tool

Preparation – Tips / Techniques

MindManager Map


I N T R O D U C T I O N

Do you know your competitive advantage?If you don’t, how do you decide on what to work on?

How can you make your competitive advantage sustainable?

E X P O S I T I ON A C T I V I T Y S U M M A R Y

Value to Customer.List 20 factors.

Remove all under 8/10.

Group to pick & develop5-10 factors.

Remove all under 8/10.

There is no point in having a competitive advantage that is not

high value to the customer.

E X P O S I T I O N A C T I V I T Y S U M M A R Y

Current ability to beat competitor.

Who are your competitors?How do you rate?

Group to rate current performance.How many can we improve?

Which one?

We can only have one competitive advantage at a time.

Which one?

E X P O S I T I O N A C T I V I T Y S U M M A R Y

Pervasiveness.Which one will have the biggest

impact on the business?

Rate each.Develop action plans.Test in – We will win by…………………

Need to apply the SCA to know if it works. It helps to sleep on it.

S U M M A R Y

Knowing your competitive advantage helps you decide what is important.It needs to be reviewed at least annually.

The SCA is the first step in setting the vision?

Structure – Tips / Techniques

EAS Structure


Structure – Tips / Techniques

No summary after key points being made. Why is this important?No introduction to provide a road map for what will be learnt todayCramming too much in one day

Common mistakes I see being made that lead to poor outcomes:


Exercise

• Prepare an EAS structure for your next coaching session with your Number 1 client. Discuss for 5 minutes with the person next to you


Delivery – Tips and Techniques

Ask leading “open ended” questions to generate discussion e.g.

What’s been your experience with this issue?

Why would that be the case do you think?

What do others think in the room?

Don’t rush a tool, you will lose people

Don’t speak with back to attendees

Always stick to the time!! (do not go over)

Ensure in group sessions you tell them time period and expectations. Generate key discussion afterwards


Person that seems disinterested (arms folded)

Directly ask them a question to get their involvement

Person dominating the conversation with constant questions

Answer it politely but say we need to keep moving to as a lot to get throughTell them politely that you can discuss that question at the next break but lets stick to current process

There doesn’t seem to be any traction you are getting, it’s loosing momentum

Go to an early break or put them in a group session and pull decision maker aside to ask their views

You have forgotten how to do the tool

Don’t! But if you do just stay quite high level and focus on outcomes through asking lots of questions rather than doing the tool

Delivery – Tips and Techniques


““Client Outcomes vs. Following the Process”Client Outcomes vs. Following the Process”



Case Study

• Client in residential construction. Regional Branch

• Looking for aligned direction

• Outcome was to get an aligned vision, and implementation steps for current year.

• How would you approach it?


The Strategy MapBy 2012 we will be …

What must we excel at? (100% performance)

Customers, what will they value?

Will they be needing new

products/services? Level of substitution?

How will we measure success? What are the high level measures?Financially

Non – Financially

Where will our funds come from?

What will be on our invoice?

What will be our Sustainable Competitive Advantage ?

What will be our core activities?

Who are our Customers? What will be their

Characteristics? Customer Power?What are you going to sell them? How are you going to deliver it?

What must Change to achieve the Vision ?

What do we need to do to ensure that this Vision is 100% guaranteed?

Who are the critical people to our business?

Who are our suppliers? What key learning's

must we have? Supplier Power?What key technology must we have?

Who will be our competitors?

What markets will we be

present in? What level of rivalry will exist? Threat of new entrants?


Exercise

• In small groups, apply “Porters Five Forces” thinking to a clients industry today.

• Apply the same model to 2012. Are there any differences?


Growth

FundingProducts / Serv.

People

Sales

Segmentation

FORCE FIELD

POSITIVE

NEGATIVE

II

SS

SS

UU

EE

Force Field each issue Put into a One Page Plan

T I M I N G - Who & When

A C T I O N P L A N SS T R A T E G I E S

One Page Plan W H E R EN O W

HOW

Mindmap the issue

Top 3 from Mindmap

1. People

2. Funding

3. Sales

Pareto the Mindmap for top 3

Problem Solving Process to fix 90% of client issues


Client Outcomes vs. Following the Process

Summary tips:

Focus on client outcomes, don’t get bogged down in the process

Ask leading questions to gather momentum

Break people into group and give them ample time to complete tasks


LunchLunch


““The Mindshop Tool Challenge”The Mindshop Tool Challenge”



The Mindshop Tool Challenge

• I’ll now demonstrate 2 key Mindshop tools you will use a lot with clients

Decision Matrix

Force Field• In pairs, pick one of these tools and deliver it to the

person to fix one of their key issues (as if they were your client). You have 15 minutes each


The Mindshop Tool Challenge: Evaluation

1. Did they ask a leading question to generate discussion around a key decision you have to make ?

Y/N

2. Did they listen without comment as you explained the nature of your key issue requiring a decision?

Y/N

3. Did they note down at 3-5 key decision making factors? Y/N

4. Did they note down your 3-5 different decision options? Y/N

5. Did they note down the different weighting to be used totaling to 100? Y/N

6. Did they clearly explain the nature of the weighting? Y/N

7. Did they ask you to score the different options across the different options not just one option and then going down each factor?

Y/N

8. Did they ask some leading questions to help clarify how you ‘could’ score a certain option? Y/N

9. When totaling the score did they ask if the top scoring option felt like the right option? Y/N

10. Did they summarize the process to finish with and explain how to drive into action? Y/N

Now score the other person using the following 10 factors. You can give 1 point for each factor completed correctly:

Decision Matrix


The Mindshop Tool Challenge: Evaluation

1. Did they ask a leading question to generate discussion around a key issue you have to make ? Y/N

2. Did they listen without comment as you explained the nature of your key issue requiring a solution?

Y/N

3. Did they write up the issue to be dealt with correctly in the middle of the Force Field ? Y/N

4. Did they draw the Force Field correctly with positive axis on the left and negative axis on the right?

Y/N

5. Did they start with the positive forces and ask: What positive forces will impact on this key issue?

Y/N

6. Did they when moving onto the negative forces state that these cannot just be the opposite to the positive forces ?

Y/N

7. Did they leave actions until after both the positive and negative forces were identified? Y/N

8. Were the actions developed actually actions or comments? If actions then Yes. Y/N

9. Did they take you through a process to determine the top 3? Y/N

10. Did they summarize the process to finish with and explain how to drive into action? Y/N

Now score the other person using the following 10 factors. You can give 1 point for each factor completed correctly:

Force Field


The Mindshop Tool Challenge

What is your score? What is the number 1 area you feel you need to improve in?


CoffeeCoffee


Problem.Problem.

How do we get the firms internet site upgraded How do we get the firms internet site upgraded whilst Qld limb of business owns the process whilst Qld limb of business owns the process

& doesn’t necessarily see the problem.& doesn’t necessarily see the problem.

How do we get them to want to change and How do we get them to want to change and give NSW a role in its changegive NSW a role in its change

Once achieved how do we decide what internet Once achieved how do we decide what internet site we want & its primary purpose?site we want & its primary purpose?

What is the process we use to get the site What is the process we use to get the site upgraded.upgraded.


Summary

1. Don’t think because you have been in Mindshop for a while you don’t need to fine-tune your approach / technique. Always sharpen the saw!

2. Preparation is key to the success of your one-on-one sessions or workshops.Don’t just prepare on the tools but the client outcomes you want to

achieve3. Ensure you have the right balance of activity vs. content4. Always finish on time!!5. A focus on client outcomes will enable you to keep things strategic and

not get bogged down in detail / process6. Understand a handful (5-6) key Mindshop problem solving tools like the

back of your hand 7. Focus on where you need to improve with either the decision matrix OR

force field tools8. These days are about fine-tuning your approaches to client interactions.

What is your Number 1 take home lesson?


Thank YouThank You

See you at the next Training Day in OctoberSee you at the next Training Day in October

“supercharge your ability to implement mindshop successfully with clients”

Documents