Just when you think you are on a roll, hopefully, someone puts a mirror up to your face. I took on a project to analyze leadership development principles with Allen Austin, one of the top executive search firms in the US. As I was preparing for a call with the CEO of one of the clients, I pointed out how he might respond if we said “X”. After a few minutes Rob Andrews, the managing partner, pointedly made a statement that has since had profound impact on me charting course of direction.
Don’t make up the story.
Rob followed up with the question “what are the facts that we know? After listing out current statistics, actions taken, and expected results the next step revealed itself. I’m not advocating to not prepare to answer objections or unveil prospective obstacles. Many times I’ve found myself