“SUPERCHARGE your ability to implement
Mindshop successfully with clients”
James Mason & Michael Burke
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
General Update
Events
Mindshop Australia Conference outcomes
• Over 80 people in attendance
• Lots of thought provoking content
• Key hot issues/outcomes were
Business Models
Better utilizing skill-base of network
Slight adjustments to approach can
pay big dividends
• Looking to hold next conference in QLD
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
General Update
International Events
US Conference
• With a fantastic venue, various quality
speakers from around the world, the annual
North American Conference will be a great
learning experience for all attendees.
• Sheraton Boston Hotel 18th & 19th September
UK Conference
• In one of Manchester’s most famous
landmarks, this exciting conference will help
attendees discover avenues to fuel their own
advancement and growth in their organizations
• The Midland Hotel Manchester – 7th & 8th
November
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
General Update
Available Resources
• New Excel documents
Revamped all Excel, no password, new versions
New 2008 Mindshop GPS Diagnostic, prints to one page
Great for providing structure to client sessions
• Online course continue to grow in usage. New courses to be
launched late 2008
291 people have now submitted 4117 worksheets in 18
months
2 new courses under development:
- Building Self-Confidence – Darryl Cross
- Becoming the Business Person who sells – Mike Boyle
• Webex’s available to be viewed
34 webex’s available to be viewed in recorded webex area
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
General Update
Next Facilitator Training Days:
• 13th October – WA
• 14th October – SA
• 17th October – VIC
• 20th October – NSW
• 21st October - QLD
Please mark in your calendars!
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
General Update
People
New Members
• Karen Saunders – Clarity for Women in Business (NSW)
• Tim Davey – Plan 4 P L (WA)
• Pat Williams – Eagle Business Solutions (New Zealand)
• Steve Dow – QMI Solutions (QLD)
• Deborah May – Deborah May Pty ltd (ACT)
• Bill Winter – Insurance Manufacturers of Australia (VIC)
• Rob Scott – Ernst & Young (QLD)
• Glenn McMahon – Cfo hello (NSW)
• Stuart Carr – Carix (NSW)
• Mark Jackson - Redman Partners (NSW)
• Stephen Knight – Change Leadership (VIC)
New Accredited Mindshop Facilitator
• Andrew Cooke – Ernst & Young (WA)
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
“SUPERCHARGE your ability to implement
Mindshop successfully with clients”
Michael Burke
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
“My Evolution”
Michael Burke
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
THE MINDSHOP JOURNEY
WHERE
•Great Life Balance
LIFE BALANCE
•Financially secure and leveraging wealth of
skills and knowledge in area of Business
Renovation
BUSINESS RENOVATION
•Mindshop tools natural part of your specialist
offering
• High feeling of self worth
LEVERAGE
LEVERAGE
“LEVERAGING MYSELF”
•Continuous personal growth
PERSONAL GROWTH
•Successfully selling packaged products / services
DELIVERING PACKAGED
CLIENT OUTCOMES
•Have become a Specialist
•Confident in all key Mindshop tools / processes
“SELLING PRODUCTS”
•Implementation part of all packages
MINDSHOP TOOLS /
PROCESSES
•Understand core Mindshop tools
•Understand target market
•Clear vision for business
INTERNAL BUSINESS
DEVELOPMENT
•Clear offering, embedding Mindshop
•Some ‘tangible’ wins on the board
“SELLING TIME”
NOW
TIME
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
Agenda for today
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
“Preparation, Structure and Delivery
Tips/Techniques”
Michael Burke
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
Preparation – Tips / Techniques
1. Mindmap every session prior
Business Excellence Program
Provides a broad structure to follow. Why is
this beneficial in delivering a great one-to-one
session or a larger workshop?
2. Meet or Call with decision maker prior. Why?
3. Draw your own Now, Where, How prompts to
provide a path through the meeting
4. Review Mindshop videos, do a practice tool
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
Structure – Tips / Techniques
EAS Structure
INTRODUCTION
Do you know your competitive advantage?
If you don’t, how do you decide on what to work on?
How can you make your competitive advantage sustainable?
E X P O S I T I ON
ACTIVITY
SUMMARY
Value to Customer.
List 20 factors.
Remove all under 8/10.
Group to pick & develop
5-10 factors.
Remove all under 8/10.
There is no point in having a
competitive advantage that is not
high value to the customer.
EXPOSITION
ACTIVITY
SUMMARY
Current ability to beat
competitor.
Who are your competitors?
How do you rate?
Group to rate current performance.
How many can we improve?
Which one?
We can only have one competitive
advantage at a time.
Which one?
EXPOSITION
ACTIVITY
Rate each.
Develop action plans.
Test in – We will win
by…………………
SUMMARY
Pervasiveness.
Which one will have the biggest
impact on the business?
Need to apply the SCA to know if it
works. It helps to sleep on it.
SUMMARY
Knowing your competitive advantage helps you decide what is important.
It needs to be reviewed at least annually.
The SCA is the first step in setting the vision?
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
Structure – Tips / Techniques
Common mistakes I see being made that lead to poor
outcomes:
No summary after key points being made. Why
is this important?
No introduction to provide a road map for what
will be learnt today
Cramming too much in one day
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
Exercise
• Prepare an EAS structure for your next coaching
session with your Number 1 client. Discuss for 5
minutes with the person next to you
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
Delivery – Tips and Techniques
Ask leading “open
ended” questions to
generate discussion
e.g.
What’s been your
experience with this
issue?
Why would that be the
case do you think?
What do others think in
the room?
Ensure in group sessions
you tell them time period
and expectations.
Generate key discussion
afterwards
Don’t speak with back
to attendees
Always stick to
the time!! (do not
go over)
Don’t rush a tool,
you will lose
people
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
Delivery – Tips and Techniques
Person that seems
disinterested (arms folded)
Directly ask them a question to get their
involvement
Person dominating the
conversation with constant
questions
Answer it politely but say we need to keep
moving to as a lot to get through
Tell them politely that you can discuss that
question at the next break but lets stick to
current process
There doesn’t seem to be any
traction you are getting, it’s
loosing momentum
Go to an early break or put them in a group
session and pull decision maker aside to ask
their views
You have forgotten how to do
the tool
Don’t! But if you do just stay quite high level
and focus on outcomes through asking lots of
questions rather than doing the tool
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
“Client Outcomes vs. Following the Process”
Michael Burke
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
Case Study
• Client in residential construction. Regional
Branch
• Looking for aligned direction
• Outcome was to get an aligned vision, and
implementation steps for current year.
• How would you approach it?
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
What must we excel at?
(100% performance)
Where will our funds come
from?
What will be on our invoice?
Customers, what will they value?
Will they be needing new
products/services? Level
of
substitution?
Who will be our competitors?
What markets will we be
present in? What level
The Strategy Map
By 2012 we will be …
of
rivalry will exist?
Threat of new
entrants?
What must Change to achieve the Vision ?
How will we measure success?
What are the high level
measures?
Financially
Non – Financially
What will be our core activities?
What do we need to do to ensure that this
Vision is 100% guaranteed?
Who are the critical people to our business?
Who are our Customers? What will be their
Characteristics? Customer Power?
What are you going to sell them? How are
you going to deliver it?
What will be our
Sustainable
Competitive
Advantage ?
Who are our suppliers? What key learning's
must we have? Supplier Power?
What key technology must we have?
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
Exercise
• In small groups, apply “Porters Five
Forces” thinking to a clients industry today.
• Apply the same model to 2012. Are there
any differences?
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
Problem Solving Process to fix 90% of
client issues
Funding
Products / Serv.
Sales
People
Segmentation
Growth
Top 3 from Mindmap
1.
People
2.
Funding
3.
Sales
Mindmap the issue
Pareto the Mindmap for top 3
Force Field each issue
Put into a One Page Plan
P I
O
S
S
I S
TU
I E
V
E
N
E
G
A
T
I
V
E
NOW
One Page Plan
WHERE
HOW
STRATEGIE
S
ACTION PLANS
T I M I N G - Who &
When
FORCE FIELD
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
Client Outcomes vs. Following the Process
Summary tips:
Focus on client outcomes, don’t get bogged down in the
process
Ask leading questions to gather momentum
Break people into group and give them ample time to
complete tasks
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
Lunch
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
“The Mindshop Tool Challenge”
Michael Burke
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
The Mindshop Tool Challenge
• I’ll now demonstrate 2 key Mindshop tools you will use a
lot with clients
Decision Matrix
Force Field
• In pairs, pick one of these tools and deliver it to the
person to fix one of their key issues (as if they were your
client). You have 15 minutes each
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
The Mindshop Tool Challenge: Evaluation
Decision Matrix
Now score the other person using the following 10 factors. You can give 1 point
for each factor completed correctly:
1. Did they ask a leading question to generate discussion around a key decision you have to
make ?
Y/N
2. Did they listen without comment as you explained the nature of your key issue requiring a
decision?
Y/N
3. Did they note down at 3-5 key decision making factors?
Y/N
4. Did they note down your 3-5 different decision options?
Y/N
5. Did they note down the different weighting to be used totaling to 100?
Y/N
6. Did they clearly explain the nature of the weighting?
Y/N
7. Did they ask you to score the different options across the different options not just one option
and then going down each factor?
8. Did they ask some leading questions to help clarify how you ‘could’ score a certain option?
Y/N
9. When totaling the score did they ask if the top scoring option felt like the right option?
Y/N
10. Did they summarize the process to finish with and explain how to drive into action?
Y/N
Y/N
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
The Mindshop Tool Challenge: Evaluation
Force Field
Now score the other person using the following 10 factors. You can give 1 point
for each factor completed correctly:
1. Did they ask a leading question to generate discussion around a key issue you have to make ?
Y/N
2. Did they listen without comment as you explained the nature of your key issue requiring a
solution?
3. Did they write up the issue to be dealt with correctly in the middle of the Force Field ?
Y/N
4. Did they draw the Force Field correctly with positive axis on the left and negative axis on the
right?
5. Did they start with the positive forces and ask: What positive forces will impact on this key
issue?
6. Did they when moving onto the negative forces state that these cannot just be the opposite to
the positive forces ?
7. Did they leave actions until after both the positive and negative forces were identified?
Y/N
8. Were the actions developed actually actions or comments? If actions then Yes.
Y/N
9. Did they take you through a process to determine the top 3?
Y/N
10. Did they summarize the process to finish with and explain how to drive into action?
Y/N
Y/N
Y/N
Y/N
Y/N
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
The Mindshop Tool Challenge
What is your score? What is the number 1
area you feel you need to improve in?
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
Coffee
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
Problem.
How do we get the firms internet site upgraded
whilst Qld limb of business owns the process
& doesn’t necessarily see the problem.
How do we get them to want to change and
give NSW a role in its change
Once achieved how do we decide what internet
site we want & its primary purpose?
What is the process we use to get the site
upgraded.
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
Summary
1. Don’t think because you have been in Mindshop for a while you don’t
need to fine-tune your approach / technique. Always sharpen the saw!
2. Preparation is key to the success of your one-on-one sessions or
workshops.
Don’t just prepare on the tools but the client outcomes you want to
achieve
3. Ensure you have the right balance of activity vs. content
4. Always finish on time!!
5. A focus on client outcomes will enable you to keep things strategic and
not get bogged down in detail / process
6. Understand a handful (5-6) key Mindshop problem solving tools like the
back of your hand
7. Focus on where you need to improve with either the decision matrix OR
force field tools
8. These days are about fine-tuning your approaches to client interactions.
What is your Number 1 take home lesson?
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors
Thank You
See you at the next Training Day in October
Mindshop is a global provider of Strategic and Personal Development solutions for Business Leaders and Advisors