#2: Sharing insights, co-creating new insights with clients

In this series, we look at 15 skills that add impact to your role, whether you work within an organisation or as a self-employed professional. In the last edition, we looked at #1: the power of context questioning.

But trusted advisors do more than just ask questions or give information, they share insights from their experience: usually insights tailored to the world of the client.

Those who are really adept at this go one step further: they co-create relevant insights with clients and in doing so they often deepen the relationship.?

Your insights are the keys to opportunity. If you can bring a fresh, compelling perspective in an interview, a video or a meeting, you capture attention. You show the other that you know their world and that you have something to offer. Your confidence in your value grows.

What is an insight??

In the context of professional identity, an insight is a fresh perspective on a recognised issue or problem, that adds value by seeing the challenge in a new and fresh way – hence leading to better solutions for everyone involved.

For clarity, an insight is NOT:

• A subjective opinion, e.g.“I believe in a sustainable future”
• A solution, or proposed solution, though it may be the foundation of a solution
• Your methodology, though it may be part of that
• A statement of how you can help, though the conversation, will often go there

Examples of Insights (from different domains)

“Hybrid working is creating new sources of stress for many people. So, any initiative about wellbeing needs to take account of new ways of working.”

“The content is less than 30% of any message. The imagery, tone-of-voice, language and emotive components are far more significant, in terms of the impact that the message has.”

“In the age of longevity, roles and careers change. So career-development is not just about preparing for the next role; it’s about being valued for who you are, whatever role you are doing.”

“Self-esteem is usually conditional on behaviour and performance. Self-worth, on the other hand, is a loyal state of unconditional friendship with self, no matter what’s going on.”

Developing your insights

You can download the pdf “Identifying and sharpening your insights” here

The fastest route to higher revenue is doing higher-value work. The simplicity of this is almost shocking.? Almost everything else takes longer and/or costs more. Typical examples of higher value work undertaken by recent clients include:

• Tailoring a technical / financial / legal offer with up-front insights, so that the value is clearer
• Doing essentially the same work, but with better customers, who not only pay more but put more effort into the programme
• Challenging clients and partners to contribute more to the end-result
• Bringing fresh perspectives to clients so that your judgement is more respected
• Being fluent in the risks of adopting an inadequate/cheaper approach

Do you want to add more impact and value in your work?? If so, you are welcome to schedule a call here.

Advanced Consulting Skills, summary

For your reference, here is the full table of 15 advanced skills that add impact and value to all forms of professional work. In this edition, we covered #2. More to follow in subsequent newsletters.

Pre-sales

1. Context questioning vs. content questioning: gathering essential info about value before you propose anything. (see previous article )

2. Sharing insights, co-creating new insights with clients. Adding value in advance of any solution, establishing the relationship as partnership vs. servitude.

3. Reframing requirements vs. meeting requirements. Differentiating your approach on a value basis.

4. Compelling presentations and emails, building consensus and common ground, senior-level communication.

5. Facilitation skills e.g. opening up and wrapping up meetings, ensuring vital voices are heard

6. Influencing skills e.g. overcoming objections, impact at board level, getting decisions.

7. Discussing money & resources, articulating value and the risk of low-quality solutions.

8. Doing proposals with the client, not just for the client. Deepening engagement at every step.

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During Delivery:

9. Exceeding expectations: the difference between “satisfactory” and “outstanding”.

10. Boosting / maintaining project momentum. Anticipating the low points in engagement and countering these.

11. Anticipating the next step of the journey during delivery, being ahead of your client.

12. Building rapport and empathy, the human side of all engagement.

13. Uncovering & communicating value e.g. success stories, insights and testimonials

14. Boosting client career-success, getting referrals, sharing insights from the marketplace, nurturing Ambassadors.

15. Juggling competing commitments… because we never “get it all done”!

? John Niland, July 2024. For enquiries about John as coach or speaker, on topics of self-worth and professional identity,

seewww.selfworthacademy.com or email [email protected]