Influencing Others The Go-Giver Way

Service and Influence

 

Bob Burg is a first-class speaker, author, and friend.  His books have sold hundreds of thousands of copies:  Endless Referrals, The Go-Giver, and Adversaries into Allies: Win People Over Without Manipulation or Coercion.

Recently, I had the opportunity to hear Bob speak.  His platform skills were on full display.  I watched him mesmerize the audience with his energy and command of the stage.  He inspired everyone to make a difference with his message of service and influence.

After his terrific presentation, I had the opportunity to talk with Bob about serving others and influence.  In this video, we discuss:

  • The importance of service and giving to others
  • How to change a corporate culture
  • How to get commitment rather than compliance
  • How to reset a frame
  • Why his books resonate with so many

If you are looking for an inspirational gift that you will want to pass on to others, I highly recommend The Go-Giver.  His latest book, Adversaries into Allies: Win People Over Without Manipulation or Coercion, may be his most important work as it compiles success principles and a lifetime of learning.

Some of my favorite Bob Burg quotes:

 

“Money is an echo of value.” –Bob Burg

 

“Giving is not a strategy. It’s a way of life.” –Bob Burg

 

“A frame is the foundation from which everything evolves.” –Bob Burg

 

“Influence is the ability to move a person to a desired action.” –Bob Burg

 

“Great influencers attract others.” –Bob Burg

5 Critical Moments to Evaluate Your Strategy

“To see things in a new way, we must rise above the fray.” -Rich Horwath

 

Not too long ago, I featured Rich Horwath, the author of Elevate: The Three Disciplines of Advanced Strategic Thinking here to discuss the common mistakes of strategic planning.  Rich has helped thousands of managers with the strategic process.

After the interview, I decided to follow up with him to ask when leaders need to abandon or re-evaluate a strategic plan.  I have seen executives stick with a plan and others modify or abandon a plan.  Most leaders don’t want to open up the plan over and over because it shows indecisiveness, a lack of confidence or it creates confusion.  That said, there are times when a major review or rewrite is important.  So, I asked Rich:

When is revisiting the plan the right thing to do?

The ability to modify strategy at the right time can literally save or destroy a business. Here is a checklist of five moments when it is critical to evaluate your strategy.

 

1. Goals are achieved or changed.

 

Goals are what you are trying to achieve, and strategy is how you’re going to get there.

It makes sense then, if the destination changes, so too should the path to get there.  As you accomplish goals and establish new ones, changes in resource allocation are often required to keep moving forward.  In some cases, goals are modified during the course of the year to reflect changes in the market, competitive landscape, or customer profile. It’s important to reflect on the strategy as these changes occur to see if it also needs to be modified.

 

“Goals are what you are trying to achieve, and strategy is how you’re going to get there.” -Rich Horwath

 

2. Customer needs evolve.

 

The endgame of business strategy is to serve customers’ needs in a more profitable way than the competition.  But, as the makers of the Polaroid camera, hard- cover encyclopedias, and pagers will tell you, customer needs evolve.

The leaders skilled in strategic thinking are able to continually generate new insights into the emerging needs of key customers.  They can then shape their group’s current or future offerings to best meet those evolving needs.

 

“The endgame of business strategy is to serve customers’ needs in a more profitable way than the competition.” -Rich Horwath

 

3. Innovation changes the market.

 

Innovation can be described as creating new value for customers.

The new value may be technological in nature, but it can also be generated in many other ways including service, experience, marketing, process, etc.  It may be earth shattering, or it may be minor in nature.  The key is to keep a tight pulse on your market, customers, and competitors to understand when innovation, or new value, is being delivered and by whom.  Once that’s confirmed, assess your goals and strategies to determine if they need to be adjusted based on this new level of value in the market.

 

4. Competitors change the perception of value.

3 Common Mistakes of Strategic Planning

 

I’m always looking for ways to improve the strategic planning from a dreaded annual activity to a meaningful, helpful process.

Recently, I had the opportunity to read Elevate: The Three Disciplines of Advanced Strategic Thinking by Rich Horwath.  Rich has helped numerous companies and managers with the strategic planning process and evaluating strategic capabilities.  I had the opportunity to talk with Rich about the most common mistakes leaders make.

 

“If your strategic plan isn’t driving daily activities, then you’ve wasted time doing the plan.” -Rich Horwath

 

3 Common Mistakes of Strategic Planning

 

Rich, you’ve worked on strategy both as the CEO of the Strategic Thinking Institute and before that as a Chief Strategy Officer.  What are the most common mistakes you see in strategic planning?

 

There are typically three mistakes when it comes to strategic planning.

 

“The number one cause of bankruptcy is bad strategy.” -Rich Horwath

 

Mistake #1:  Confusing strategy with other planning terms.

 

The first is the group not having a universal understanding of what strategy is and how it differs from other key planning terms such as mission, vision, goals, objectives and tactics. There’s a tremendous lack of precision when it comes to strategic planning and that starts with the fundamental building blocks.

 

“Concepts change thinking and tools change behavior.” -Rich Horwath

 

Mistake #2:  Regurgitating last year’s plan.

 

The second is that most plans are simply a regurgitation of last year’s plan.  This is because managers don’t think before they plan.  I’m a big believer that new growth comes from new thinking.  If you don’t take time and tools to generate new insights, then don’t expect your group to perform any better than the year before, or the year before that.

 

Mistake #3:  Not linking the strategic plan to daily activities.

7 Tenets of Taxi Terry

It Started With A Question

 

“Are you ready for the best cab ride of your life?”

When the door slammed shut, Scott McKain wasn’t only taking a cab ride to his hotel.  He was embarking on one of the greatest customer experiences he could imagine.  Not only would Scott enjoy a memorable cab ride, he would exit that taxi with lessons that can make a difference in every business.

 

“Passion without effort equals failure.” –Scott McKain

 

The taxi driver, Taxi Terry, didn’t know that he had just picked up my friend, bestselling author, extraordinary professional speaker, and customer service expert Scott McKain.  Of all the people in the world to pick up at the airport, Taxi Terry picked up a global expert in standing out, in the art of distinction. In fact, he is the Chairman of the Distinction Institute.

 

7 Tenets of Taxi Terry

  1. Set high expectations and then exceed them.
  2. Delivering what helps the customer helps you.
  3. Customers are people, so personalize their experience.
  4. Think logically and then act creatively and consistently.
  5. Make the customer the star of your show.
  6. Help your customers come back for more.
  7. Creating joy for your customer will make your work–and life–more joyful.

 

That simple, enthusiastic question, directed to an exhausted traveler one night was the beginning of a customer experience that tens of thousands of people have learned from. Scott has presented the lessons he learned to audiences around the world.  And the lessons are now available in a new book, one that will inspire you.  7 Tenets of Taxi Terry is sure to be one of the enduring business books that will come up in conversations everywhere (yes, even in a cab!).

 

“If you want your business to get better, the first step is for you to get better.” –Scott McKain

 

Do You Want to Create Memorable Customer Experiences?

Lessons and Quotes from John Green’s The Fault in Our Stars

Powerful Lessons

If you have a teenager in your house, you have heard about The Fault in Our Stars.  Bestselling author John Green’s fifth novel has sold millions of copies, won critical praise, been translated into 47 languages, and the movie adaptation is now in theaters everywhere.  The book and the movie have captivated audiences of all ages.

9780525478812A few years ago, I picked up a manuscript and began reading it (this was before the official release).  I wasn’t too far into the book when I realized its power.  It’s a story about two teenagers, told from sixteen year old Hazel’s point of view.  She is dealing with a cancer diagnosis and meets Gus, another teenager, in a cancer support group.  It explores many powerful life lessons.  No matter how brief our time may be here, we have the ability to live it to its fullest.

I had the opportunity to interview John soon after the book was released.  It was so new that he didn’t want to give away the plot.  In this interview, hear John Green:

  • Explain how he writes authentically from a 16 year old girl’s perspective
  • How he and his brother work to combat “world suck”
  • Whether he has a secret plan on social media (he has millions of devoted followers)
  • Why he once licked a cat
  • And, in one of my favorite answers ever, John did give a true “elevator” speech about the book (must see)

 

Life Lessons

 

I often write about leadership, success, and life lessons.  All of John’s books are filled with quotes on these important life themes.  Here are a few lessons from this book:

Today matters.

Search for love.

No matter how much time we have, we can impact others and the world.

Life is a struggle.

Find your authentic voice.

We all face challenges. Who we become is often based on how we handle what comes our way.

Enjoy the little things.

In a storm, you can handle much more than you think possible.

Wisdom is possible at any age.

 

John Green Quotes

 

Here are a few John Green quotes that will likely have you reflecting from this book and a few of his others:

 

“The marks humans leave are too often scars.” –John Green

 

“What is the point of being alive if you don’t at least try to do something remarkable?” –John Green

 

“We need never be hopeless because we can never be irreparably broken.” –John Green

 

“Pain is like a fabric: The stronger it is, the more it’s worth.” –John Green

 

“You are so busy being you that you have no idea how utterly unprecedented you are.” –John Green

 

“If you don’t imagine, nothing ever happens at all.” –John Green

 

“Books are the ultimate Dumpees: put them down and they’ll wait for you forever; pay attention to them and they always love you back.” –John Green

 

“Books are so special and rare and yours that advertising your affection feels like a betrayal.” –John Green

 

“Youth is counted sweetest by those who are no longer young.” –John Green

 

“We are greater than the sum of our parts.” –John Green