Ep 13. Lead Yourself And Others From Above The Line

Good people can run great businesses. Discovering the true value in an interpersonal relationship can be one of the most valuable skills you can exercise both in business and in life.  That’s the guiding principle behind everything Jeff Miller has achieved in his long career.   As founder and CEO of Jeff Miller Consulting Alliance, Jeff brings to his clients unparalleled passion and expertise honed by more than 30 years of entrepreneurial and sales experience. He has helped business owners and corporate executives implement systems for accountability, building better teams, and hiring and evaluating the right talent. Jeff Miller Consulting Alliance provides coaching, strategic counsel and tactical support to businesses, corporations and nonprofits in the Washington, D.C. area and beyond.  In the first part of our conversation Jeff reveals the importance of every connection you make.  Each one can have an impossible to replicate effect on the arc of your career, and increases your overall engagement with the world around you. [0:51] Engaging authentically Although it is possible to achieve a level of success with a purely transactional strategy, connecting with a community truly unlocks your organization´s potential. Understanding the everyday workings and personal politics of a business community can establish your firm as a good citizen and cornerstone of local life. Business owners are leaders, and should work to foster greater connections among themselves and the people they serve. [3:32] Asserting your vision While it may be advisable to find common ground with a client whenever possible, it is important to understand that a particular client may not be fully committed to implementing your insight. Failing to adequately assert your vision in the process of guiding your client can lead to flawed implementation of sensible concepts. A client´s failure to implement your advice properly can have negative effect for all parties involved. [Speaker] acknowledges the difficulty of developing the confidence to be direct with clients, even at the possible expense of a business relationship.  [5:25] Standing on Results As a professional provider of insight, you are only as successful as your client is. Demonstrating value to the people you serve is central to both transactional and relationship-based approaches, and while either is acceptable, understanding your own intent is indispensable. A high turnover strategy is no more valuable than a loyalty driven business plan, but it is important to direct your efforts toward achieving a particular result with each client. [7:46] Managing Crisis Challenges are an inherent part of the business environment, and a proactive attitude is essential. Your chain of communication is everything as an organization, and it is important to ensure it can endure even when conditions are less than ideal. A practical approach involves having teams focus on each individual item on a client´s wish list, so there is always someone on the case. Maintain a sense of realism about the possibilities, and prepare accordingly. Are you prepared to endure an extended loss of revenue or the unavailability of key personnel? [9:58] Consistent Connection  Executives and managers must remain in touch with the teams they coordinate as well as with clients and vendors. This enables them to be as responsive as possible to unexpected variables. While the end goal is still results-oriented, maintaining consistent contact with the people you rely on will become more important than ever in the new normal. [13:58] Navigating the New Normal There´s no getting around that things have changed. General Stockdale, who served with John McCain, tells a story of being imprisoned in Vietnam as a pri...