Focus on customer. Those in the middle have long positioned change initiatives through the voices of their customers. Now is a perfect time to make the changes to products and processes that customers have been asking for. They too may have some time to consult with you; their businesses are impacted too. So use the down time wisely.
Frame This Crisis to Your Advantage – John Baldoni – HarvardBusiness.org
Times have been tough. In the month of March alone, we’ve had record breaking amounts of cancelled classes – thankfully nothing permanent. We’ve noticed that many of our clients are busier. Lots of running to keep worried head offices satisfied, and catering to VIP visits – just checking in on how things are going locally.
But I have noticed that the above quote is totally true. We’ve started working with a new client who has been doing a lot of talking with us about their specific development needs. These conversations have been like gold for me – as they have represented, in some cases, 180 degree changes in how we work. Most interesting: they have been positive changes.
1. Tighter – smaller module based work. Goodbye to those 150+ hr courses that seem to float around in the clouds. Hello to 12 – 30 hour chuncks that are easy to see the beginning and end of.
2. Performance and Goal driven. Since stepping into the world of the CEFR, we’ve slowly started moving into a more performance based system of work – but now with our new client – it’s what’s conditioning forward development and growth. What has hit me is – so why not roll this out with all our clients?
Kind of underlinesn the importance of this tip from an article I read this week:
“Tip #1: Guarantee Short-Term Benefits
Most consultants and firms talk about the features of their service. “Smart methods” are features, cost savings are benefits. Clients want to hear about benefits and they want to know that the benefits you bring will save them more than you cost.
In a recession a client’s view of benefits shortens to one year, not five years or even three, as they might not have a job then. You must deliver benefits this year. By the way, they would also like you to guarantee those benefits by making your fees contingent upon success. Build a contingent value proposition with a maximum one year ROI and you will prosper.” (8 Tips for Building a Value Proposition that Sells in a Recession, Collins.)
But goal driven and performance based not just to survive the recession – but to start stepping up and enhancing quality and service. It’s what will keep you moving today – and help push you forward through the coming upswing.
