Growth

GrowthIn a 24hour period I had the opportunity to a attend an Ad Council Event in New York where one key takeaway was how we grow and learn in our jobs and experience and not just by gaining academic credentials b launched this weekamp8217s latest What Next episode with a Vice Chairman of JP Morgan Chase link below who discussed how to grow client relationships and c spoke with Kat Gordon the legendary founder of the 3 Conference on evolving careers and she noted that there are so many flavors of the way people and organizations grow where many of them are not about scale and sizeMost growth is internalWhen we speak about a person growing unless it is about a child or teenager it is not about physical growth but an emotional and mental deepening a honing of craft an enhancement of skillsThis growth comes through some combination of the turbulence and cycle of life deliberate practice to improve or just the enhanced cognition connection and tactile skills that come from repeated work or different experiencesWhile some of this amp8220growthamp8221 might be measured in financial metrics and some in other quantitative measures most growth is about a amp8220wayamp8221 then a amp8220whatamp8221 about an internal shifting of priorities and perspectives than an external enhancementIn fact and unfortunately most growth comes when the external signs point to diminishment whether it be illness that brings a reduction in wellbeing a career or financial setback that creates a dilution of assets and reputation or a loss of relationships and sense of bearingWhen most growth that matters and that makes people and organizations more resilient grows new muscles and perspectives and builds mental emotional and other assets cannot be measured in the ways we measure employees or success we should think again about what amp8220growthamp8221 isGrowth might be about learning recovering overcoming and the scarred and tattooed with shocks of life might be the people we most want in these turbulent and changing timesGrowing business is not about selling or speaking about your companyamp8217s way or claiming you and your organization can do it allFabrice Braunrot spent his entire working career at JP Morgan Chase where he worked full time for 34 years and now continues to be connected as a teacher and guide in their learning and development arenas helping midlevel executives grow and helping the adjustment of external senior hires into the company Fabriceamp8217s new career is as an investor in many areas including his passion of healthy food and eatingIn four decades of observing companies and clients all around the world Fabrice identified ways to grow business and relationshipsGrowth comes through solutions relationships and trustSelling never works solving problems doesFew clients or consumers are interested in buying what a company is selling They have problems that must be solved jobs that need to be done goals that need to be achievedWhile this may be obvious and many companies claim they do this look carefully and one observes 1 a focus and pressure on making the quarterly number which leads to pushing product and services versus understanding needs 2 following of amp8220scriptsamp8221 about how the sellersamp8217 company has a new approach a new organization or a new productUnderstanding a client need takes time and any smart buyer knows when a seller is following a script How many understand deeply what they are offering so that they can take the script and company mumbojumbo and frame it in their own language and to the client needsUnder new technologies new expertise and clients takes time and cannot be rushed No one cares about the selleramp8217s approach and model but how their talent and skills can fit intot he buyers approach and modelRelationships are built on a common frame of references The buyer or client is a person too They have interest and passions Today there are so many ways to learn about the person who is the buyer versus the buyeramp8217s role and power in a companyBy understanding the person and connecting on what helps them grow as a person or what they are passionate about versus just the growth of the company is way to connectTrust is often earned by helping clients find other solutions than the one you or your company is offeringOften some or all the solutions to a problem that a buyer may have might not be what you do at a worldclass level Guiding and helping them find the best solution even if it is outside your organization is a very smart move most of the timeThe client gains trust in you and will come to you with many more problems to solve whether or not you or your company can do it for them This will allow one more opportunities to potentially sell or see patterns in needs that you and your company can build expertiseThe companies you send business to you will become strong partners and will often send business back and may be potential merger and acquisition candidatesGrow by helping the other growGrowing by upgrading our mental operating systemCompanies and teams grow when people growHere are three short pieces sixminute reads on learnings on how we can all help our teams and ourselves grow in these turbulent times1 How to learn and build a habit of learning Learning to Learn2 How to better understand other people and point of views Practice Understanding3 How to take time to grow ourselves Sacred HoursClick the social buttons to share this content with your friends and colleaguesThe opinions and points of view expressed in this content are exclusively the views of the author andor subjects and do not necessarily represent the views of MediaVillagecomMyersBizNet Inc management or associated writers

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Rishad Tobaccowala

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