The Situation: The thinker
John is a business analyst who would like to interface with clients. His idea is to meet a customer and discuss his targeted end results at the beginning of his comments. However, John tends to over explain, packing in quite a bit of detail which can confuse the audience and cause them to lose patience.
The Solution/Action Plan:
John felt it was important for his audience to understand the results with plenty of supporting detail. He feared an error even though he tended to be on the money 90% of the time. This allowed John to bank plenty of capital with his audience and senior management.
He started to see that extensive details were not necessary depending on the audience. John also began to realize that not every client would be a good fit. Once he began to choose clients that understood his communication style and process, he became comfortable with sharing less details.
The Outcome:
Senior leaders provided John the opportunity to meet with clients with a senior partner of the firm present. He has taken cues from the meetings about when to add details and gauge the comfort of the audience with the good and not-so-good results. John has also begun to add his own client base.
“Self-belief, a good team of advisors, and the willingness to try new ideas ensure success for the new year. ” Anna Wildermuth, Advisor and Coach