your burning business questions answered (october 2012)

T. 0845 468 0271 www.gavinpreston.com

October 2012

This month’s Burning Questions:

3 Great Questions on-Pitching-Coaching-Reward & Performance

Your Burning Business Questions Webinar


Your Burning Questions

Question

I am pitching our video analysis software to an airline that will replace some of the VHS based

recording tools in pilot assessment, 2 of the appraisers are the creators of the old technology.

How do I avoid alienating them because our solution is replacing their baby?


Answers

Question: Pitching to creators of the existing solution that you will be replacingAnswer: 1) Acknowledge their contribution

Praise the impact that their solution, using the best available technology of its day, had to pilot training and assessment

Ask for their involvement in ensuring their experience is incorporated into your solution so as to ensure that the legacy of their work continues

This is not about replacing them, it is about building on their legacy


AnswersQuestion: How do you know a coaching approach as oppose to an instructional approach has a lasting impact? Surely it’s just easier to tell people what to do?

Answer: Coaching is simply asking members of your team questions so that

they think things through for themselves By getting people to think things through themselves they come up

with the solutions themselves and are more bought into them If you always tell people what to do they stop thinking for themselves

and become dependent upon you. If you get them to think for themselves, you breed capability and independence.


Your Burning Question

Question: What part does reward have on changing performance?


AnswerQuestion: The part of reward in maintain performanceAnswer:

Performance is as a result of our actions / our behaviourIf we want the right behaviours to continue we need to reinforce the good behaviour, the behaviour that we want to see more ofReward can play a part in thatReward is not just about money. It is about finding the things that a member of your team finds rewarding (e.g. praise, finish early one Friday, take their partner out to dinner, training, career growth)Reward the good behaviour. Positive feedback has a bigger impact that developmental feedback. Keep pointing people in the direction that you want them to go in, not in the direction you don’t.


Flat Spot

www.flatspotbook.com

The 7 Mistakes Entrepreneurs make

that put the brakes on growth

£3.97

A quick 1 hour

read that will get

out of a Flat Spot

Thanks again for your book ‘Flat

Spot’. It’s fantastic.

Jean-Pierre De Villiers, Reshape Coach


Want to know more?

www.gavinpreston.com

gavinpreston

Gavin Preston

Gavin Preston

1) Next Burning Questions - YOU TUBEOut on Thursday 1st November

2) Flat Spot BookThe 7 Mistakes Entrepreneurs make that put the brakes on growthwww.flatspotbook.com

your burning business questions answered (october 2012)

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