Execution
I am re-reading Execution – The discipline of getting things done by Ram Charan and Larry Bossidy.
Larry said this about an ex-employer that struck a chord: "they didn’t place a premium on getting things done". So I started thinking – how do I execute and have I experimented with this concept? Oh, YEAH!
One can’t grow a client relationship by 3000% in a year (like I did) w/o executing well. One doesn’t generate 1/3rd of the profits w/o execution. So what’s going right? I’ll focus on a few hard facts, no fluff. Here we go:
1. Treat client folks as the BOSS and then a friend, always in that order
2. Give your true and honest opinion to your superiors
3. Drop EVERYTHING and answer a client query first
4. QA like HK’s Gordon Ramsay; would you eat the ‘food’ you ‘cook’?
Tom Vander Well writes: "In the customer’s mind, you are the company – you ARE the "they" that you are talking about". That is a key idea. I am accountable to the client. Everything else is just falling into place. My execution has helped me beat my goals and also has gotten me respect with the superiors and my team.
And one more thing: as a boss or team leader, certeris paribus, execution will get you the respect you deserve. I’m getting there. So now and forever …
I place a premium of getting things done.
Poll Experiment
So my blog ‘experiment’ is coming along great! Through this avenue, I have had the good fortune to interact with some really cool people (you folks know who y’all are!).
But I want help. This successful experiment will continue to go better if I can get some inspiration from you. I’ve launched a poll (another experiment!) to find out what other subjects I can/need to write about.
The listed options: People (Teams), B2B Selling, Boss (oh yeah!) and Networking will help me focus on my learning and share those outcomes for your own use in your world.
Hopefully this experiment will go great and you can guide me in my journey so that I may make it meaningful for all parties concerned.
MSP Experiment
I’ve said before that my employer’s industry is moving to this structure: vendor (us) -> MSP -> end-client. We have embraced it wholeheartedly. So a few months back when we talked about our marketing strategy, it was apparent that 1) our actual client is the MSP and 2) we need to deepen those relationships.
Who is the user? – This is the #1 question. You might be a VP or an entry-level worker but if you don’t "get it" then you’ll find it hard to line your ducks in a row. Our entire sales pitch changed (we still go after end-clients, much to my chagrin) but our presentations are more reflective of what an MSP manager wants to hear from a vendor.
So if you’re in B2B sales (I am) then think about this question. My BIL works for Ciba Speciality Chemicals and said BP is the Chemical MSP for Ford. So Ford is not my BIL’s client but BP is as they decide what lubricant brand gets into Ford. It was interesting for me to note the similarities in our diverse industries – IT Services and Automotive/Oil/Lubricants. Is such a shift occuring in your industry? If yes, embrace the MSP.
