Sucess Characteristics
In the ten years we have worked with companies to help them win their most important opportunities we have observed a number of common characteristics amongst the most successful ones. The key ones are listed below;
Culture that values Persuasion
Companies that are consistently seen as successful in today’s fiercely competitive business environment have developed a company culture that values persuasion and recognises that the tools and skills that their senior executives use to be persuasive are critical to the on-going health of the organisation.
Understanding that success is hard-won
Leading organisations recognise that success is hard won. Persuasion is much more than glib words, it is a product of an often rigorous and demanding process or methodology, and the application of personal skills that need to be learnt and built-on over time.
Recognition that each situation is different
Every high-stakes situation that requires a persuasive element to deliver success is almost always different to the last. It is not good enough to just deliver what worked last time, it is necessary to challenge assumptions, develop bespoke responses and deliver the message in the most appropriate way to win support.
Take on the world feeling
When a company is successful in persuading, it builds both its business and the morale of the workforce. Employees feel empowered and enthusiastic, and there is a real ‘buzz’ that in turn attracts the best employees and clients to join.
Key Principals
Our experience of working on some of the largest and most demanding of bids and pitches has shown us that certain principals are constant in successful high level corporate persuasion. They include;
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1.In-depth insight into the needs, issues and business behaviour of the target individuals
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2.In the case of a bid or pitch for business, a clearly differentiated solution
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3.An understanding of the political dynamics and decision making process in play
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4.A clear, easy to understand and persuasive central message
In the next section you will find a Persuasion Checklist for you to get a perspective on your company’s current Persuasion standards.
when persuasion is critical
“The consultant brought a framework for pitching that really showed how all the pieces could fit together, and our team felt focused and motivated to win during the process”
