“Deiric has made a bottom-line impact on me and my business in two different areas. The first is via his considerable expertise in sales, as a very gifted, engaging and irreverently funny expert presenter at our annual Profiles International conference. The second is as the co-author of ‘Leadership Charisma’, a very practical, thoroughly researched and well-written ‘how-to’ book that every person who wants to become a more effective leader should read – and heed. Deiric McCann has my strongest professional endorsement”

Russ Minary, Brand & Talent Management Thought Leader

Deiric McCann

I joined Profiles International in 1998, initially as National Director for Great Britain & Ireland, and since 2004, as Executive Vice President with responsibility primarily for development of Profiles’ European and SE Asian operations.

I directly support our partners (trainers, coaches and consultants) in growing their businesses – especially through helping their clients to develop more effective leaders.

I have written 4 books: Winning Business Proposals (3 editions since 1994), The Customer Continuum & The Business Bathroom Bible. I also co-authored 40 Strategies for Winning Business and Leadership Charisma (2011).

Over the last 20 years I’ve also had more than 1,000 articles published worldwide.

In 2012 I completed an intensive post-grad Diploma in Business & Executive Coaching with Smurfit Business School (UCD), graduating with ‘distinction’, and formalizing my years of ‘on the job’ coaching experience.

My real passion is speaking – there’s nothing I love more than speaking to large groups on subjects I feel passionate about – e.g. Leadership Charisma, Mindful Leadership, and Building Resilient Leaders.

Deiric McCann

Latest Articles from the Blog


How do you build effective productive relationships with your people?  Here’s one critical element that is all too often ignored. Shelly Gable, an assistant Professor of Psychology at University studies “motivation and emotion in close relationships” – and what closer relationship should there be than between a leader and a team member they wish to engage and motivate to great productivity and results? Four ways of responding to good news Gable’s research shows that supporting people in good times, especially when they have good news to share, is just as important as being there for them in tougher times when the news is not so good. She explains that in responding to good news you have just four possible options – and which option you choose as a default when your people bring you good news has an enormous effect on your relationship with them. Let’s say one of your team comes to you and tells you “Hey we won the SAP account!”. Here are the four classes of potential responses: 1. Active Constructive An Active Constructive response is a genuinely enthusiastic response, e.g.: “Congratulations – that is the best news I’ve heard all day. What are the next steps? Did they tell you why you won the business? Will this help you win IBM too?” Genuine Active Constructive responses are typically accompanied by a lot of encouraging nonverbal behavior too – smiling. touching, laughing, making eye contact, being enthusiastic etc.  2. Passive Constructive Responding passively constructively is delivering a neutral and generally disinterested response: “That’s good news, well done” Passive Constructive responses are typically devoid of any enthusiasm... read more

Business Proposal Writing – Writing the Proposal Content

  Business proposal writing is one of the more straightforward business writing challenges you’ll ever face – if you follow a process that includes outlining your proposal clearly. Now it’s time to write your content. If you’ve landed on this page before you had a chance to work through the module on outlining your proposal then I strongly suggest that you go there first – and then return this page to pick up on the business proposal writing process from that point. In that module you first saw the figure above and you worked through Stage 1 – in this module you will complete Stages 2 & 3 and will end up with a proposal that is fully written and ready to be ‘beautified’. But first things first… Having developed an outline for your proposal, let’s continue from Stage 2 of the business proposal writing process (see the figure above) and have a clear plan of its content and layout. You are in the final business proposal writing stages – preparing a proposal which you can be confident will impress your prospect / client. Follow the four-step procedure below to complete the writing of your proposal text around your outline and finish Stage 2. Step 1: Expand Upon Your Outline Points Take your section outlines, one section at a time, and begin to expand on the lowest-level points in your outline, assigning a few sentences beneath each of these outline points to explain them. As you complete each lowest-level point, work your way through that “thread” to the next level up, again writing a few explanatory sentences to explain... read more


In the first post of this two-part presentation skills series our first five steps looked at setting your presentation up for charismatic impact by ensuring you were well prepared, but more importantly by warming up your audience with your enthusiasm, a ‘Duchenne’ smile, and strong open body language.    The last four steps build on this foundation and will help you inject charisma into all of your presentations. Presenters with charisma engage their audiences – drawing them into their presentations.  The process of delivering a presentation with charisma begins in Step 6 with making good positive eye contact. 6. Use the ‘Windows to the Soul’ When someone charismatic makes a presentation every person in the room feels that his or her comments are directed right at them. Eye is one of the key presentation skills that play a large part in creating this impression. When addressing a large group break the audience into three imaginary zones – center, left and right. Start with one of your imaginary zones and select someone to establish eye contact with. For about five seconds or so address your points directly to him or her. A large circle of people around that person will feel that you are addressing your points to them personally. Then move your attention to the next zone and again select someone to address your attention to for five seconds or so – making eye contact. Try to cover the zone from front to back over the course of your presentation so that, by the end of your presentation you have covered the entire room with a matrix of eye contact, and everyone in the room feels... read more


Want to be an inspiring leader? Research shows that a key element in becoming an inspiring and charismatic leader is making it a habit to solicit ideas, opinions and suggestions from those who work for you. In the largest study ever undertaken into what makes some leaders particular inspiring (400,000 employees rated their 40,000 managers on their ability to inspire) we found that formally polling people for their input on a regular basis was one of the most impactful habits a leader can build.  Here’s how to do it. You don’t know what your people are thinking Most leaders make the mistake of assuming that they understand what’s going on in the minds of those working for them – don’t assume.  Make it a point to solicit feedback from all of your people on a regular basis – in one-on-one encounters and in group meetings. Here are some key points in seeking input from your people: Create a new habit.  Regularly put each of your people in a situation where they have to contribute and they’ll come up with input you never expected.  When they do so you make them feel bright and valuable – and instantly raise your own leadership charisma, whilst at the same time getting valuable input that will make everyone’s life easier. Involve everyone.  Some people have no problem providing feedback in your everyday meetings and in other public forums – but some will shy away from this.  Make it a point to seek input from those who hold back in group meetings. Most people who hold back in this manner do so because of lack... read more

What is a Business Proposal?

Used properly business proposals are tools that could easily double your hit rate on the business you pursue, substantially increase the margin on all the business you win, and bring existing and new clients back to you again and again. My focus throughout this entire business proposals post series is upon teaching you how to write excellent, winning proposals, step-by-step. Before getting into the other great resources here on business proposals, though, it’s important to be sure that when we talk about proposals — who uses them, why they are used, and how you will learn to produce “best of class” examples — that we are all thinking about the same thing. It’s important to be sure that we have a common answer to the question “what is a business proposal?” The Business Proposal – a Definition Anyone involved in modern solution selling need to be an expert proposal writer. A proposal is a lot like the artist’s sketch of a new building, which shows the general form of the proposed structure. It’s not intended to be a detailed floor plan (a specification), or a detailed blueprint showing electrical or plumbing arrangements  (a design), nor is it supposed to be the final product. A business proposal is designed to describe — to an extent sufficient to sell the idea — the concept you are proposing to your client. There are many more grandiose definitions of just what a proposal is, but the following describes those everyday that make up the majority of proposals you’ll come across: ‘A written proposal is a selling document, a statement of  your capabilities to address a given client requirement.  A proposal says I can... read more


The first thing you register when you meet someone, before you’ve even realized it consciously, is their smile – or the lack of a smile.   The presence or lack of a smile decides the entire tone of the interaction you’re going to have with that person – long before a word is spoken. Every workplace has its own emotional microclimate – and the day-to-day weather is set by those in charge. As a leader your smile is one of the most powerful tools you have at your disposal for setting the tone of the workplace. The Science of Smiling – it’s all about contagion When you adopt a positive smiling expression the feedback from your face to your cortex triggers the release of the neurotransmitters Serotonin and Dopamine into your brain.   These are ‘feel good’ chemicals that have the effect of improving your mood. Smiling has even been shown to trigger the release of Oxytocin, the so called ‘caring hormone’ which leads to greater bonding and intimacy (this is the hormone that promotes mother-child bonding). Bottom line: when you smile YOU feel good and feel closer to those around you. But that’s not all. Research by Sweden’s Lund University confirmed that we all instinctively mimic the facial expressions of those around us.   In doing our brains translate these mimicked facial expressions so that we experience the same emotions as the person we unconsciously mimicked. In this manner emotions and mood are communicated from one person to another in an instant. So when you smile you set off a chain reaction – you are mimicked by those... read more

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