Salespeople know they should listen more than they talk and if you ask them, they can rapidly list the steps in your selling process. Yet when they are in front of a client they almost always talk too much and fail to execute properly on the steps in your selling process. Recent neuroscience research...
Part 4: I can’t write about trust and team development and managing teams without talking about the necessity of setting expectations and communicating them. Yes, it involves both… setting them and letting each team member know what those expectations are. Everyone needs to know what they are expected to do for each project. Project...
Part 3: Equally critical to creating and maintaining trust among project teams has to do with having respect for each other. That includes respect for the client organization…what they’re trying to accomplish, the steps that they must go through in their process and their challenges, and respect for what each team member brings with...
Part 2: It won’t come as a surprise that clear communication is vital to building relationships with project team members. But what does that mean? It encompasses a myriad of things when bringing people together to work on a project. It’s not assuming that the members of the project team want to be communicated...
Part 1: In our business, like most others, working effectively with project teams is critical to our success. Today’s constantly changing marketplace is forcing teams to evolve while demanding higher levels of productivity and efficiency. The modern workforce is much more diverse now than it has been in years past, not just with ethnic...
Creating transparency is gaining recognition as a critical behavior in high-trust companies. According to PricewaterhouseCoopers, the – spirit of transparency – is the first key to restoring public trust. Is there a business consequence to a lack of transparency? I bet you can think of several examples but here’s a good one: Eckhard Pfeiffer,...
The worst recession in three generations has wreaked havoc on our markets and the companies that operate within them. And our employees are living with fear and uncertainty about the economy, their jobs and their careers. More than ever, there is urgency around building and restoring trust – between departments, within teams, across suppliers,...
With its headquarters located in Tampa, Florida, the people of Blueline Simulations have been casting their gaze to the water. Here, it is mostly rocky and not sandy, but the water is blue and warm. A drive across town is marked by sightings of pelicans, and sometimes even a few dolphins. You see a...
