Collaboration Post 2 – 4 Tools To Create Constructive Collaboration by Matthew Hill

Most people, most of the time, are not in collaboration mode – they are pursuing a totally different agenda

Tool 1 Active Listening

Before you dismiss this with a, “ ‘been there, done that, know it all already!” (that would indicate that you are overdue for a listening refresher course), let us remind ourselves that most people, most of the time are not listening actively. They are more likely to be;

*Waiting their turn to give their version of what has just been said, and, if they are super competitive, to story top and WIN! This is not active listening.

Team

Selfless Working

*Asking WIIFM? “What’s in it for me?” This person mines your data looking to extract personal gain and advantage from your content. It is a search function akin to selective attention. Test this by throwing in some test words, “Sex, beer and Netflix” and watch thier reaction. When they twitch they will know you are on to them. This is not an empathic activity.

*I know best. The Listening Observer Critic sits high up, even whilst standing, and allows their privilege to leak out with advice, constructive (or undermining) criticism to let you know that they are just a little bit better than you. These people lack empathy and their contribution may leave a bitter residue.

And now the real thing – Active Listening

The missing elements include;

*First attempting a broad understanding of what is being said and then taking a further empathic step – to understand the speaker as the SPEAKER intends to be understood. This is the Platinum level of listening.

*Psychological proof. This stage is not attained by the listener repeating what they have heard. A smart phone can do that. They are tasked with processing the information from their own perspective, attempting empathy and seeing the matter from the speaker’s Point of View – POV and, then, expressing what they think they have heard. Here we may add, checking for clarity and the confirming the intention component as well. This will sound like, “So, IF I have understood you correctly, I heard XXX. Is that the message you wished me to receive?”

*Letting them finish. The talking stick remains with the speaker for as long as they wish so they finally can feel they have said their piece.

Shocked girl eavesdropping.

Listening?

Miracle

The first time you try these ideas out with a passionate person, the results may overwhelm both them and you. This may be the first occasion when they have actually felt listened too with respect, depth and acknowledgement.

Good luck

Tool 2. Point of View – POV

This is a POV and reconciliation exercise that can be practiced as a training exercise and then used in real conversations. The training version is simple. Split the group into 3s. The first person takes the role of Finance Director, the second, New Young Executive and the third, the Project Delivery Leader. The context is set – The 3 of you are discussing the progress of a critical 90-day work project for your Golden Goose customer. As it stands, you are not going to hit either the quality mark or the tight deadline. Q. What do you do? The suggestion that you are now going to form an opinion on is; PAID OVERTIME. Are you for it or against it in this instance?

+ The first task is for the 3 to get into character and give a one-line opinion, yes or no, with, maybe, one line of explanation.

The answers are normally the expected ones – The Finance Director says, “The new money is not in the budget – No,” Etc.

+ The second task is to work out a strategy for how to reconcile the 3 points of view to reach the required quality standard, and, put in enough work hours to finish the job and end before the deadline.

There normally follows some creative thinking, challenge to opposing positions and a reconciliation that ends come up with a strategy that is, 1) paid for, 2) creates more hours of labour to complete the project, and, 3) can be agreed upon by the 3 people in the discussion.

This exercises mirrors what is required of a Collaborative Working Group – the robust exchange of truths, creating options, reconciling differences and mobilising around a common outcome to stay focused on the task, and, not get distracted by difference.

Once the training version has been completed it is time to have a go in the BWW – The Big Wide World.

Tool 3. Letting Go of Defensiveness

If there were just one freeing exercise that was mandatory for all boards, groups and committees, this would be it. Humans are emotional, primal and full of fear. It is mostly misdirected fear around the participant’s core needs not being met that causes so much grief and delay.

Group Of Young Business People

Stop crossing your arms!

When a board member’s core needs are threatened, defensiveness can easily follow. The 3 needs are;

*Significance – Privilege, status, power, importance or position – When this is threatened or exposed, defensiveness will never be far behind.

*Competence – Another key component of a board member’s identity tool kit is their ability and skill level. When this is challenged, called into questioned or undermined in real time, defensive will surely follow.

*Likable – To generalise – We all have a deep deep desire to be admired, liked and approved of. It is a critical part of most of us and the one need that is examined the most – “Do they like me?” “Will they like me?” “Am I being likable now?” Etc.

How does defensiveness manifest? We can make progress when we spot the symptoms of defensiveness, spot them early and interrupt the negative behaviour that will inevitably follow.

Examples include; plunging into sulky silence, The “poor me” victim script, All or nothing, polarised thinking, wanting and needing to be right, spreading the blame or shame, experiencing a sudden drop in IQ, experiencing energy ripping through the body, doom mongering / catastrophizing, needing the last word, obsessive thinking, Needing to pour out information or saying, “I don’t really get defensive.”

Action – With self-awareness, each board / committee member can learn to notice their own pattern of moving into defensiveness. The next move it to interrupt that normal course of events, reset, and, move in a different direction.

If you start to witter when you feel attacked – Stop, centre yourself and remain silent. If you suffer a drop in IQ, stop and focus on an intelligence enhancing strategy such as collecting symptoms from the recent conversations and attempting to derive a root cause that can be dealt with. If you feel like pointing the finger, interrupt yourself and focus on environmental causes not ones originating for any individual in the room. And so on.

Tool 4 The Licenced Pessimist

If you are familiar with Edward De Bono’s Six Hat Thinking Model, you will know that the Black Hat is tasked with thinking of the biggest risks and the worst outcomes. This function is essential if a group is to combat GROUPTHINK. Groupthink happens when overly homogenous groups, often lead by a strong or charismatic leader, get behind an idea and really go for it. When it is a particularly extreme point of view, risk management goes out the window and, suddenly, something bizarre ends up being carried out by an enthusiastic lynch mob. Remember the HSBC credit officer who saw the 2007 subprime loan property disaster unfolding in the US and spoke up. He was fired by the group-thinking board and disaster followed shortly after.

Asking people to rotate and take a turn to act as the devil’s advocate is a great way to stress test all ideas, and challenge all assumptions before bad outcomes occur.

Hint – It is best to keep rotating this role through the group or an unconscious bias will grow and that single Black Hat will begin to be seen as not playing a useful role but OWNING their tasked negative perspective permanently.

Conclusion

We hope you have benefited from these 4 tools and ideas and will implement them with your committees, boards and teams.

Please like and share if you are going to take action or think others could benefit from this input. Thank you.

About the Author – Matthew Hill is a trainer, facilitator, coach and public speaker helping executives and leaders uncover their soft skill talents, develop their communication competences and, whilst reaching their own personal potential, help others to enjoy a better work life and great business outcomes. Contact him by telephone;  07540659995

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Felicia Schwartz SIETAR UK Talk; Cultural Insights and Marketing, 6th November 2018

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The talk on 6th November 2018 will focus on cultural insight and food marketing : the importance of cultural insight when localizing products, as well as local foods going global. 

TO GET YOUR TICKETS : https://www.eventbrite.co.uk/e/cultural-insights-and-marketing-tickets-48269215523

About the speakers:

Felicia Schwartz has pursued an international career in branding working for global communication agencies Ogilvy and Dentsu. Her work took her to China, where she spent 13 years and specialized in strategic planning and consumer insights.
Currently based in London, Felicia helps brands and companies understand the Chinese consumer through cultural insight research and achieve effective business objectives through cross-cultural communication training. She has experience across a number of sectors such as automobile, luxury, cosmetics, retail and fast moving consumer goods.
Felicia is a graduate with Dean’s list merits, from Duke University in North Carolina, USA. She obtained her Master’s degree from Sciences Po, the prestigious Institute of Political Science in Paris, France.

Felicia Schwartz

Serdar Patkin is a semiotician and strategist providing brand semiotics, concepts and meaning as well as creative strategies for communication at PAKT insight+imagination. As Co-founder of Temaset Event Agency, he takes part in creating gastronomical movie experiences under a multi-sensory format: Tasty Cinema.
He worked as a cultural/political editor for magazines such as Arena and Luxury Files, and contributed as a writer to GQ, XOXO, Akşam, Yeni Harman, and Perspectives magazines among others. His articles have been published in academic books such as Internet and the Streets and Inter@aktivist. He speaks and trains at conferences and private training institutions. He also teaches 2 courses at Kadir Has University, “Online Reputation Management” and “Communication for Social Good”.
Serdar received his Bachelor’s Degree from the American Studies Department of Dokuz Eylul University in Turkey and studied for his Masters as a Fulbright scholar at The New School for Social Research in New York
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Intercultural Training Channel Webinar -Marketing to Get More Training Days – with Less Hassle and No Hustle – With Matthew Hill

Or, “I am now a Good Independent Trainer – So, What Do I Do To Get More Days, And, At A Better Rate?”

Shocked girl eavesdropping.

“I want to hear more Matthew”

You are passionate about helping people resolve their issues and learn to help themselves building new intercultural skills you will teach them. You have accumulated hard won experience and realised your dream of becoming an effective independent trainer. So –

– How will you now build your independent trainer or coaching business?

– How will you network effectively to grow your list of useful and high value contacts?

And,

– How will you get your name and message out there using Social Media to generate qualified and appropriate interest in your independent training and coaching services?

Escape

Trapped in a world of cheap subcontract days!

Fear – You dread the idea of becoming an isolated star trainer with next to no clients – unwittingly keeping all your much needed talent away from individuals in need you and who could easily benefit from your experience.

Wish – You know what you dream of;

– To receive warm enquiries from people who ALREADY know who you are, respect what you stand for and are willing to pay a premium to use your independent training and coaching services…because they work.

– You wish to spend less time hustling for business and more time in the flow – conducting successful group and individual training and coaching sessions.

Action – Join Our Webinar – Marketing to Get More Training Days with Less Hassle and No Hustle;

https://attendee.gotowebinar.com/register/5002826678569069827

In this 90 minute high energy, content rich and interactive web based seminar, we will cover the 3 areas you need to invest in if your Independent Training / Coaching Service is to grow;

Webinar

Activity, Organisation and Dynamism

1) Activity – Remember – No effort –> No outcome. We will show you where many new independent trainers and coaches go wrong (and reveal the worst crime of all), and, list the strategies, tactics and moves you must make in order to succeed.

2) Organisation – Building your identity and passion-based professional BRAND, marketing like a pro, and, learning the structures and processes required.

Most people fail with their own attempts or give up before they have built a complete Brand. We will show you where NOT to waste your time and where you need laser focus to generate engagement (its all about getting to the higher levels of engagement.) And, you will learn to build IP assets / informational products using your knowledge, qualifications and experience. Informational products that stand out from the crowd; gain you a reputation as an expert and command attention on Social Media, even as you sleep.

3) Dynamism – We will shake you from your current state of cultural modesty (“I couldn’t possibly do that”) to having you OWN your personal experiences and articulating your deal sheet of past victories in a media friendly way that generates results – incoming warm enquiries. We will make high-octane networking a reality for you and gift you solid marketing ideas. They will work for you and you will have the chance to access the step-by-step process that takes you from “I don’t know how to do that” to, “I have just completed my amazing product, pitch and plan.”

Take Away – By the end of this informative webinar, you will be given at least 3 effective marketing tactics to work on. When you implement them you will benefit from their proven power. And, we will give you the chance to acquire our Independent Trainer Going for Growth Bundle to guide you along the sure and enjoyable path to informational products, a professional identity, an effective brand, positive networking and the generation of valid incoming mediation enquiries.

It’s not for everybody.

We want to speak with the people who will get the most benefit from the webinar so, please do NOT join if you;

– Don’t have a sense of fun and adventure

– Have zero intention of investing in yourself to grow your independent trainer / coaching service

– Possess a closed mind when it comes copywriting and social media. Or,

– Think that clients will find you by magic and telepathy, so none of this is necessary

Still reading? Good.

Vector speedometer scale

Take your days to the MAX

No Cost – There is no fee for attending the webinar and there are limited places. If you wish to expand your independent trainer practice and are ready for the challenge. If you believe in yourself, and want to follow our proven step-by-step guide, then there is only one place to be at 6PM UK time on, 16th October 2018 – 7PM Paris time – 1PM New York – Register now to attend the Marketing to Get More Training Days with Less Hassle and No Hustle Webinar. Click here and follow the instructions;

https://attendee.gotowebinar.com/register/5002826678569069827

We look forward to speaking with you on 16th October 2018. It’s a date.

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Putting Together The Shortest Business Winning Marketing Sequence Possible with Matthew Hill

Will you take up the €10 Challenge?

We sometimes set a simple exercise in the Going for Growth Bootcamp. The task is to design a marketing sequence that generates a profit of €10.

It sounds a bit silly but the point is this. If you can get your products, voice and marketing together for this simple exercise – THEN – €10, €1000 or €10,000 will become a possibility for you very soon!

Vorderseite neuer Zehn Euro Geldschein aus der Europa-Serie

Will you take up the €10 Challenge?

Where to start?

If you have a friendly, warm and GDPR compliant database start here. You are putting out feelers to them to sound out their interest or invite them to some form of interaction / demonstration that will take them from “know you” to, “like you, trust you and understand your offer.” That is quite a leap in one contact so it had better be a warm and fruitful encounter…

Invitation

There is a 14-Point invitation formula that works. Elements include connection, hopes and fears, 3 points of education, scarcity and a Call To Action – CTA. The formula works. And, when I say works, I mean it will be 10 times as affective as a nice and polite letter that a non-marketer would send out.

WAFE Warm And Fruitful Encounter

  1. Interactive speech – Here you gather them in a space and, with a special presentation formulation and sequence, help them to deepen their sense of need and lack and therefore create a gap in their lives that can ONLY be filled by your product or service.

    Microphone over the Abstract blurred photo of conference hall or seminar room with attendee background, Business meeting concept

    Speaking is the number one converter of colds to customers

  2. Selling Webinar – Again with the right content and sequence, you can easily sell to your warm crowd that you have developed and captured in your database. (Filling up your database with warm contacts is dealt with elsewhere.)
  3. Demonstration – My day job is leadership and talent training – The obvious demonstration of my work will be a short training course – If the prospect is less that 2 hours away, I offer a live half-day and we all play nicely. And, if they are further afield, I provide an educational demonstration session via webinar. What will you demonstrate?

Call To Action

With these WAFEs I am aiming to shorten the warming process, accelerate the trust building path and get the client qualified in (or out) at lightning speed.

Take it Off-Line

The aim is to have a warm and qualified prospect talking to you about your offer. It can be a tiny one – A book, or, it can be a large one – A transformation and change programme. It does not matter. The key is to get into a one-to-one interaction where you can match your selling communication with their buying process and reach a mutually beneficial outcome.

Matthew Hill culture trainer 07540659995

Take it off-line

Conclusion

In less than 500 words you have read an overview of a minimalist marketing sequence that WORKS. I hope that is efficient enough for you. I know you are busy. If you wish to talk about the 14-Point invitation structure and how you could adapt it for your business, do feel free to give me a call. +44 7540 65 9995.

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Thanks, Matthew

About the Author – Matthew Hill is a trainer, coach and public speaker helping trainers, coaches and mediators to build their business, reach profitable independence and give back to society.

 

 

Energetic Volunteer Wanted, 28th – 30th June 2018, Lisbon Portugal – €150 Cash.

The Intercultural Training Channel is running a marketing event for Intercultural trainers and coaches in lovely Lisbon in Portugal.

We are actively seeking a volunteer “runner” – Probably an enthusiastic student, to help set up the room in the Vintage Hotel and Spa at the start of each training session, marshal the participants back from their breaks (special persuasion skills required), hand out papers, workbooks etc., operate recording equipment, fetch lunch & drinks, take notes, etc.

Lisbon Historical City Panorama, Portugal

Lisbon, Portugal

The venue is the new Vintage Hotel and Spa, Lisbon

The runner role is not paid, however we will give you €150 toward your time & expenses. You will be welcome to learn as much as you can in the room with the interculturalists. Probably someone with a marketing, intercultural or social media interest would benefit most from this experience.

The training is IN ENGLISH.

Interested?

Please feel free to contact me and we can talk about the role in more detail.

Thanks,

Matthew

Matthew Hill

The Intercultural Training Channel

Web; culture99

hillmatthew100@mac.com

+44 7540659995

 

5 Ways To Get A Speaking Engagement And, 1 Way NOT To.

5 Methods for More Gigs and More Work One of the best converters of sweat into paid work is by giving speeches to warm, cosy and qualified rooms of decision making, budget holding corporate executives fascinated by your chosen field … Continue reading

New Webinar – Discover the 3 Growth Essentials that will get your Training / Coaching Business Moving in 2017

How would you feel if you could smash the 3 biggest barriers that are currently stopping you growing your training / coaching business?

Where would you reinvest the extra income that you generate in 2017?

And, What extra value would you deliver to your corporate customers enabling them to experience an increase in their profits, performance and passion?

New Webinar – Discover the 3 Growth Essentials that will get your Training / Coaching Business Moving in 2017. Tuesday, 7th February 2017 | 7PM, London time | 6PM, Paris time.

https://attendee.gotowebinar.com/register/7327277808881017091

Super businessman flying over a city

  1. ACTIVITY – This interactive webinar will point out which actions used to work and work no longer. Imagine the time you will save as you divert energy, enthusiasm and your time to modern and high-impact marketing actions that convert strangers to contacts, acquaintances to advocates and LinkedIn connections to paying customers. With the right moves you will interrupt busy professionals to take notice of your authentic message. You will engage with them by speaking THEIR language. You will build a channel to educate them from a place of expertise and you will create a desire in them to access more of YOU.

The measure of your success is simple – when you get your process, branding and communication right, they will “Do as you say and pay as you ask.”

  1. ORGANISATION Just because it is simple does not mean than people do it, do it correctly or do it consistently.

From a base of cultural modesty or a fear of rejection, the vast majority of solo-preneurs and small business owners fail to network or hustle sufficiently. They fail to capture data in an effective way. They fail to measure engagement, customer feeling and conversion rates and thus they fail to experience the “drip” of new business as customers come to them as and when the CUSTOMER IS READY.

Remember only 1% – 5% of customers are ready to buy at any one time. The secret is to keep in contact and have a sequence of touch points so that you become trusted and front of mind because you need to be there when THEY ARE READY TO BUY. Put simply, if you stay in contact, you will win further down the road (when everyone else has given up.)

  1. DYNAMISM Are you marketing like a 5 Year old? You try everything in an over energetic attempt to change the world in 5 minutes and then collapse in a sweaty heap and declare that life is not fair and that marketing is impossible and does not work?

Modern marketing is about getting organised and then scheduling your activity, your energy and your passion to the best effect. When you develop the mindset of a HUSTLER you will discover how to convert a basic opportunity into a prime one and that means you will access the next level of customer, customer budget and customer decision maker. As you become fluent in the language of modern marketing all your hard work and preparation will actively attract opportunities to your brand, your authentic persona and you will have the chance to articulate your vision and deliver the best of you to the best of the corporate world AND you will qualify OUT the people who will not benefit and qualify IN the elite who will do as you say, pay what you ask and benefit the most from your expertise.

If 2017 is going to be your year what do you need to do? What steps must you take?

TAKE ACTION-

Register now for this complimentary high energy and interactive webinar;

https://attendee.gotowebinar.com/register/7327277808881017091

Tuesday, 7th February 2017 | 7PM, London time | 6PM, Paris time |

Bring your questions, your passion and a pen. See you for the 2017 launch webinar.

Bizneswoman.
Kobieta pracownik biurowy siedzi przy stole konferencyjnym.

Independent Trainers – How to Over Deliver Your Way to Repeat Business Blog Post 11 by Matthew Hill

When you excel at each step of the training process, you create magic and generate repeat bookings for you, the independent trainer. Continue reading

Independent Trainer Mini Series – Social Media is the only way to grow (Globally) Blog Post 6 by Matthew Hill

Share your passion with the world. And repurpose your wisdom to grow a meaningful trainer business internationally and at home. It starts with a microphone… Continue reading