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“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

Writing a Proposal – Developing a Winning Solution

Writing a proposal before development of a great solution is suicide – we live in a solution selling world. Happily, having completed your ‘Requirements Map’ the creation of an overview of your Solution becomes absolutely straightforward. Your process for mapping out a solution will precisely mirror the ‘Requirement Mapping’ process – and the work you’ve already done in needs analysis will pay off in making the solution development process much, much faster. You’ll go from your Requirement Map to a full-blown Solution Map in just four very easy steps – developing a clear picture of your solution to your client’s stated business problems. Step One: Prepare your work area Examine your Requirements Map, counting the number of columns (in our example there are four) and the number of rows (in our example there are seven). Then, on a whiteboard or clear wall area, use those column & row counts to create a blank ‘Solution Map’ like the one shown in Figure 1 below. Figure 1: Solution Map – working area Note that I have given each row and column an alphabetic coordinate – to make it easier to reference each ‘pain’ when discussing them with colleagues or note-taking – e.g. ‘B2’ on my sample ‘Requirements Map’ is ‘No IT Support or Programming’. Step Two: Match a Solution to Each Pain/Requirement Work through your Requirements Map matching the pain in each cell with a potential solution to that pain in the corresponding cell in the empty Solution Map you have just created. Initially, seek out requirements that are quite simply answered by particular features or any well-defined product or service which you are sure you are going... read more

GESTURES SPEAK LOUDER THAN WORDS

A recent study by Spencer Kelly, Associate Professor of Psychology, Colgate University showed that people were much quicker to understand any verbal message when the message was supported by appropriate gestures. When the gestures were either missing or didn’t match the message was harder to understand. Some Gesture Vocabulary Gestures reveal your inner attitude – something you’d sometimes prefer remain private.  Warm friendly gestures include leaning towards someone, facing them squarely, touching them, smiling, and using positive facial expression. Lack of eye contact, absence of a smile, hidden palms, hands on hips, drumming, fidgeting, playing with clothes or jewelry, picking nails etc are perceived as cold or nervous.  Watch your gestures in unguarded moments. There are some core gestures however that are almost like gesture ‘phrases’ that can be combined to tremendous positive or negative effect – by understanding those you’ll choose to use them for positive effective: Palms. Your palms convey an enormous amount of information when engaged in a gesture.  In general palms down or hidden from view is closed gesture and authoritative – ‘I’m in charge’ or ‘this issue is not up for discussion’.  Palms up is the opposite: open, saying ‘trust me’, ‘I’m friendly’, ‘you’re my peer’, ‘let’s talk’, or ‘I’m open to discussion’. Leaning in.  When you like someone or are interested in what they have to say you unconsciously lean in.  Everyone does.  Similarly, when you do not like someone you unconsciously lean away from them.  This is so ingrained in us that we are all unconsciously capable of reading this critical signal very effectively.  So anytime you want to indicate interest or... read more

Preparing a Proposal Outline

The proposal outline is an absolutely critical element in creating a winning proposal – here’s how to create one quickly and easily. Before You Rush Into Writing… So you reckon that you’re ready to start writing your proposal? If that’s the case then I’m assuming that you’ve already worked through the module on the ‘Winning Proposal Model’ and have also reviewed the modules on analyzing your client’s requirements and developing a winning solution. Nice going! Two final thoughts before you rush to write: if you’ve come straight here without trying to get a Pre-Proposal Review with your prospect then I’d like once again to strongly advise that you review that module and try to get this done (Module coming soon!) – it will make your understanding of their requirements immeasurably better and ensure that your solution is altogether tighter. You should also have taken time to review the module on developing a proposal strategy – a key thrust for all of the messages you will now write into your proposal. Finally, I would really strongly recommend that you look at how to adapt your language and tone so that your readers will feel more at home with your proposal. If you’ve done all this then you’re ready to start writing. Let’s go! Three Stages in Writing a Business Proposal This module is laid out to reflect the three main stages in taking your proposal from the initial planning stage right through to the point where you are happy that your proposal is ready to present to your client – and it all begins with the proposal outline. Figure 1... read more

How to Write a Proposal – Getting Started

“How to write a proposal?” – Even the question suggests that the first thing you should be doing is getting straight into writing. Not so! Do you want to build a first class proposal that blows your prospect or client’s socks off? Do you want to do that in the shortest possible time? Of course you do! That being the case then trust me – writing is about two thirds of the way into the proposal process – there’s some initial preparatory work do be done first. Getting the Writing Started Before you even think of putting pen to paper for the first time you’ll want to be sure that you have analyzed your client’s requirements well, have built a winning solution, have a winning strategy for your proposal – and so on. You can find practical guidance on all of these key steps here. How to Write a Proposal – The Process If you’ve been through all that then let’s start into the proposal writing process. By the time you’ve completed the fourth module on this page you’ll worked your way through the three proposal writing stages in the figure above, will know exactly how to write a proposal Here are the five modules you can reach from this page – they will set your writing up for success right from the off  and will have the content of your proposal fully written. Preparing a Proposal Outline – First Steps (Click) The best business proposal writers know that a successful proposal is born long before the proposal is written – its success is the sum of lots of small pre-writing processes that... read more

BIG DOGS EXPECT TO WIN

When a big dog comes on the canine scene all of the others sit up and take notice. If there’s going to be a scrap then they all know that the big dog is likely to win. But sometimes you see a fierce mini-pooch get into a dog fight and wipe out all of the competition – that’s because they know the Big Dog Code, and follow it. Whether your company is a poodle or a Rottweiler, when you follow the Big Dog Code you’ll find that you expect to win too. Here are the bones of the Big Dog Code: 1. Big Dogs bay the moon A full moon is the best promotional opportunity in the Big Dog calendar, and no pooch worth his bones misses the opportunity to let loose and let everyone know they’re around. Big Dogs bark first, bark loudest, and keep right on barking long after all of the lesser mutts have abandoned their street corners. Seek out as many platforms as you can to howl out the many reasons that your potential customers should sit up and take notice. There are lots of them and, like the moon, many can to you for free. Seek out speaking engagements at key industry events, and host or sponsor useful seminars for the industry associations involved in your marketplace. Look, also, for opportunities to contribute articles on your areas of expertise to industry journals or, even better, write a blog.  Become a Social Media hound. 2. Big Dogs don’t chase cars Big dogs don’t waste their time chasing cars, they leave that to the mutts. They... read more

WATCH YOUR THOUGHTS…

Here’s a thought for the day – on thoughts themselves…Watch your thoughts, for they become words. Watch your words, for they become actions. Watch your actions, for they become habits. Watch your habits, for they become character. Watch your character, for it becomes your destiny. How  scarily true! Watch your thoughts today – they are the Genesis of much of what comes your way in life I stumbled across this online and could not find the author to credit it – if it’s you please let me know and I’ll do so. Have you experienced the affect of simple thoughts on your life? Use the Comments feature below to share your experiences &... read more

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