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How can you achieve more by doing less?

By | David Klaasen | Helping You Create Clarity, Inspire Your People & Drive Performance | Retain your best people | Changing Management Mindsets and Behaviour | Practical Behaviour Analytics

While the economy slowly improves there is still a lot of volatility and everyone is exceptionally busy. There seems to be a lethal combination of short deadlines making everything urgent, top customers becoming ever more demanding, challenges with recruitment and tempers getting frayed. Yet you can only achieve more by doing less . . .

The knock-on effects and hidden costs of all this busyness – if not properly managed – are more mistakes, misunderstandings and lower-quality services. In today’s ultra-competitive environment having good relationships with your top clients is critical. In fact ‘good’ is not enough. Our relationships need to be excellent.

The immense pressure from all angles is taking its toll. The charity Relate, which supports people experiencing difficulties in their personal relationships, has seen a significant increase in enquiries because the pressures and stress of work – or the sudden lack of work – are overflowing into the home.

A few of my clients are reporting that previously-loyal customers are going elsewhere because the bean-counters are demanding cost reductions. What this really means is that the buyer who may have a good relationship with you is not equipped to explain and justify your products and services to the people whose jobs depend on providing evidence of cutting costs. The tragedy is that if you don’t have excellent relationships with your clients the ‘Added Value’ and longer-term benefits you provide will not even be noticed, let alone explained to others.

The New Business Era

I like the quote from Richard Lambert, the CBI’s director-general: “There are important questions around how businesses are going to invest in the future. And in a more collaborative, less transactional world, closer relationships with customers, suppliers, employees and shareholders look like becoming the new norm.

If we fail to build effective relationships with our prospects, clients and staff our competitors will.

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