Last week:

You should have completed:

New:

  • Decision Process, Step 2: The Cost of Doing Nothing

Refresh:

  • Uncovering a Business Issue that Will Open Doors for You

Practice:

  • Decision Process, Step 1: The Company-Specific Flavor of Your Door Opener

Validate:

  • Door Opener: Associating Yourself with Issues That Drive Demand [Getting Found: Ready Mode]

How did you do with Ready mode? How many times did you have to start over? Were you able to get through all the decisions within the time limit?

However well or poorly you did, don't worry about it. One of the main purposes of Ready Mode is to enable you to prove to yourself that you have to practice and refresh for these skills to be available on demand when you're out in the real world, where the stakes are real.

If you didn’t complete everything, please take time to do so this weekend so you don’t fall behind.


Next week:

New:

  • Decision Process, Step 3: Stakeholder Alignment [Getting Chosen]

“Stakeholder Alignment” is an expression that means “getting a decision.” More accurately, it means “getting everybody on the same page and comfortable making a decision.” (There’s that word, “comfortable,” again.) This critical skill is the difference between getting a decision and merely being helpful.

Even when a problem's impact absolutely demands a solution, the inability of those with a stake in the problem to align, i.e., reach a decision of any kind, creates a tar pit that consumes many otherwise promising sales. The inability to decide is not due to stupidity or intransigence. It’s always the result of lacking a reliable decision process.

You’ve experienced this yourself. Your firm, or a civic- or social group, has endless meetings “brainstorming” a problem and arguing about the merits of different ways to solve it. Little by little, committee members disengage; some stop showing up. Rather than waste their time, they abandon the decision. (Hmm.  There’s “no decision” again.)

The good news is that this is a fairly simple process that merely requires learning it, practicing it and applying it with humility and discipline. By relieving prospects of their decision frustration, you’ll deliver more value before you get hired than most lawyers deliver doing the work that they’re hired for. I promise that your prospects and clients will thank you.  You’ll never experience the “no decision” black hole again.

The lawyer who delivers and facilitates a reliable decision process has the inside track to getting hired because the buyers will recognize the real value of doing so.

Refresh:

  • Decision Process, Step 1: The Company-Specific Flavor of Your Door Opener [Getting Chosen]

Practice:

  • Earning the Right to Advance: Next Steps Meeting [Getting Chosen]
  • Decision Process, Step 2: The Cost of Doing Nothing [Getting Chosen]

Validate:

  • Networking Event [Getting Found: Ready Mode]