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The Goldilocks Principle: Part 6



How can you add value to yourself and every type of client you speak with? In our final installment of The Goldilocks Principle we’ll discuss the bigger picture, strategy, and self-discipline required in building this value for yourself and others.

With the “too soft” and “too nice” person, what value can you offer them? Coming to understand that there is a function of leadership and that that function is best indicated by how they hire is how you bring value. If that person is open minded, and you’re a little bit tougher than that person, you might be amazed at how many of them could become good clients if you have that kind of honesty. You really have to remember to soften yourself without sounding insincere when dealing with people like that.

The key is making sure you have a strategic plan to provide value, then you’ll never be bored.

The “too mean” people need you to back them down. These people might know that they are not the best leaders or hold on to negative relationships and performance, so they need someone with your objectivity to steer them in the right direction. They need to know that they can be who they are around you, and that you will not back down. This can also lead to placement opportunities which is key.

With the “just right” manager, you’ll provide value based on performance. Really focus on the performances of the individuals, not just the overall team performance. Not only do you have the ability to see who should go and who should stay, you have an understanding of your market space. This means you and only you can go hot or cold, be nice or mean, whenever needed while still maintaining a serious business relationship. That is the foundation for building long lasting relationships, or what I call key accounts and the way you achieve power broker status.

They key is making sure you have a strategic plan to provide value no matter who you are talking to or what situation you find yourself in. If you follow through on adding value, you will never be bored and you will be proud of yourself.

If you have any questions, give me a call or send me an email. I’d be happy to help you.

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