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Aerospace BizDev News from Linda Wolstencroft
Newsletter #46 –
April 15th, 2015

Linda Wolstencroft’s monthly Newsletter offers business leaders insights on business growth in complex situations.

Step One is Defining and Communicating the Objectives – Before Trying to Build the Best Solution

Last month I wrote about the best way to select team members who can best build the desired solution. The bottom line was that a track record of success, with a never-give-up attitude, combined with the right skill, is important.

One of our colleagues pointed out that his experience from observing teams that have proven to be successful lies not exactly in the make-up of the team, but more importantly in the clarity of what is to be achieved. This is the step that is taken before the team is formed.

So let’s take a step back.

It has been said that conflict arises from only two reasons: the first reason is that the objectives are not the same (the “what”). The second reason is that the manner in which the objectives are to be achieved is not the same (the “how”).

Think about this in your own life and your own work. In my personal situation, I had a longstanding conflict and could not figure out why everything I tried in moving the relationship forward seemed to turn out poorly. Finally, I thought about the two main reasons for conflict and realized that my objectives and the other person’s objectives did not match. What an eye-opener. I have since saved myself a lot of time, money, and grief by realizing that until our objectives would become in sync, nothing I tried would work. I expressed to the other person that until we shared the same objective (in this case, to continue a longstanding mutually beneficial relationship), we would continue to conflict.

In business situations, when I work with my clients we spend a lot of time formulating objectives, developing measurements for progress, and taking steps to ensure that a higher business value is what will be achieved. Unless we know this, how will we know that we’ve been successful?

I encourage you to look in to your own work; ensure that the objectives are clear, that how they are measured is clear, and that the resulting value is clear.

Then when you are clear, communicate this to the team. The team needs to know the objectives, how progress is measured, and what the overall value is to the business.

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This service is available when, where, and through the best medium for you. 

Contact Linda for more information.

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WEBINAR NOW AVAILABLE FOR DOWNLOAD: “B2Bs AND THE QUICKER CLOSE: GENERATE MAXIMUM SALES TRACTION IN B2B MEETINGS” – With Linda Wolstencroft, Lockheed Martin Canada and The OMX

Do you want to increase your speed of selling? Land important contracts quicker? This webinar will help get you there.

Enhance your sales performance using meeting situations as a tool to advance your sales.

This webinar features live feedback from a prime contractor on what captures attention when meeting suppliers, advice from a seasoned professional who has first-hand experience with failures and successes, a description of the new and innovative tool of The OMX that puts you in contact with a community of like-minded companies, and connects you to primes looking for Canadian suppliers.

Click here for more information and to download.

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