Free Advice - IMPACT Consulting

Drew Dudley: Everyday Leadership

2012-02-17T16:30:21+00:00

Despite how complicated leadership can seem at times, moments of leadership are accessible to all. Watch this 6 minute TED Talk and wake up to how you can make a difference in people’s lives.

Network Night - A social evening where women can network

2012-02-16T16:23:27+00:00

IMPACT Consulting's Jennifer Campbell is taking social networking off-line... So, step away from the computer -- it is time for a girl's night out!

Join us for Network Night, a social evening where you will:

connect with new women while practicing your networking skills
relax and recharge in the company of cool, like-minded ladies
and learn the latest tips for “Keeping Your Career Fresh”!

Date: Friday, February 24^th, 2012 - 7:30-9:00 pm
Location: Yellow Griffin Pub, 2202 Bloor St. West (at Runnymede subway)

Your $15.00 entrance fee includes a facilitated networking program, top tips for career success in 2012, snacks and beverages, plus a whole lot of fun thrown in!

Brought to you by Beth Yarzab and Jennifer Campbell, creators of the Reinvent Your Career workshop and business owners of CareerFit Mom / Action Impact Movement (and great friends, to boot!)

Space is limited and pre-registration is required via PayPal. Please click here to register!
Should you have any questions, please email beth@careerfitmom.ca or jencampbell17@gmail.com

Make it a social night and bring a friend!

Hope to see you there!
Beth and Jen

Introverts

2012-02-16T16:11:32+00:00

Introverts are hot. Lately, thanks to a new book by Susan Cain titled Quiet: The Power of Introverts in a World That Can't Stop Talking, the quieter folks among us are having something of a moment in the sun. Here are some great tips for introverts to better thrive in the extroverted world of work.

http://www.inc.com/jessica-stillman/the-introvert-cloak-of-invisibility.html?nav=linkedin

IMPACT coach Claire Carver Dias writes for CICA

2012-02-08T13:40:27+00:00

Check out Claire Carver-Dias' most recent article for the CICA: "Make the Move to Partner Without Drowning"

Don’t Let a Bad Situation “Fester”

2012-02-08T13:30:17+00:00

This video will make you think. Guaranteed! Having the right people trumps strategy every time.

http://www.inc.com/articles/201109/firing-the-wrong-people-is-just-as-important-as-hiring-the-right-ones.html?nav=vid

4 Tips on How to Win New Work

2012-02-03T11:34:57+00:00

To many professional service providers, the concept of finding new clients and winning work is intimidating. Even the very term “business development (BD)” strikes terror in the hearts of some professionals. Among my coaching clients, the fear often comes from a mistaken assumption that to succeed in BD one has to be an aggressive salesperson. This couldn’t be less true. So put away your fake smile and your clammy handshake. These tips will have you feeling comfortable and improving your BD results in no time:

It’s a marathon, not a sprint: It may take multiple meetings and interactions via phone/email before you’re ready to propose your services or ask for work. Simply focus on advancing your relationship a little each time you interact. This takes the pressure off feeling like you have to land a big contract over lunch.
Meaningful conversations: Sharing meals with prospective clients can help bring in good work. But the most effective business developers always make lunch more than a chit chat over chicken Caesar. Know what you want to achieve and plan some questions that will help you bring the conversation in that direction when the time is right. For example:
1. What are you working on?
2. What does success look like for you/your business?
3. What gets in the way of achieving this success?
4. What kind of help do you need?
Talk less, listen more: In 2012, it’s no longer about the aggressive pitch. Instead, build a relationship and find common interests so you both win. Have your prepared questions and also let curiosity be your guide. When in front of the prospect, ask yourself what you’re most curious about and pose your questions from there. Your lunch date will find it refreshing.
Let your prospect guide you when to ask for the work: It’s great to have lunches, drinks and conversations. It is also great to actually win work! Each time you interact with a prospect, check in with them. “What is the logical next step? Have I earned the right to propose on this work? Can we start on this small project so we can solve this problem with you?”

For more on effective BD, check out Get Clients Now by C.J. Hayden. Hayden provides an excellent 28 day plan that will get you into action and bring results. And remember: It doesn’t have to be hard. It could even be fun!

Feeling stuck? Get unstuck with this free iPad app.

2012-01-26T13:57:22+00:00

Although designed for life coaching, this new iPad app could prove useful for anytime you feel 'stuck'. I think we'll have to give it a try!

http://goo.gl/AaJbh

How to be a Leader in the Workplace

2012-01-12T12:28:25+00:00

In this About.com video, IMPACT Coach, Lisa Chandler, offers some basic strategies on how to be an effective leader in the workplace.

http://video.about.com/management/How-to-Be-a-Leader-in-the-Workplace.htm

Tips for Transitioning into a Management Position

2012-01-10T12:05:26+00:00

IMPACT Coach, Lisa Chandler, shares tips designed to help make the transition into a management position smooth and successful.

http://video.about.com/management/Tips-to-Transition-Into-a-Management-Position.htm

Don’t Let the Duds In!

2012-01-09T13:18:34+00:00

If you are like many of the professional services firm partners I coach, you are under ever increasing pressure to bring new clients to the firm, to deepen relations with existing clients and to increase firm revenue. You likely excel in your professional domain and struggle with business development (BD). And even if you are good at it, you likely feel torn between logging billable hours and investing in BD.

A few years ago, I wrote a post on how I was defining my target market and my niche. To help me, I used a concept from Michael Port’s Book Yourself Solid. Port recommends having a “red velvet rope policy” to help keep out unwanted clients and bring in only ideal clients. Defining your ideal client and your red velvet rope policy is a necessary step in laying a solid marketing foundation for your BD success. And it’s really quite easy (and arguably fun!):

Describe your ideal client (be as detailed as possible):
- Who have you loved serving in the past? What kind of company? What kind of file? What kind of people were you dealing with? What did you like about the work?
- If you were bringing in only ideal clients (for your practice area or the firm in general), what characteristics would they need to possess in order for you to do your best work for them? Be selfish! Assume you will only work with the best of the best.
Describe your dud clients (again be as detailed as possible):
- What kind of past clients have turned you off/ shut you down/ had behaviours or issues you couldn’t tolerate? What kind of clients/ files should not be getting past your “red velvet rope”?

Once you have a clear picture of your duds and your ideals, look at your current roster of clients and categorize them as ideals, duds or neutrals. Port challenges you to fire the duds to open you up to working with only ideal clients. In theory, I really like the notion. In practice, I believe most of my coaching clients would rather phase out the duds and target their BD efforts on bringing in ideal clients.

Well...your ideal clients are waiting. How about getting clear about who they are so you can find them?!