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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

OPPOSITE OF A LEADER? A PESSIMIST!

Positivity is an essential constituent of inspring, engaging leadership. After a post entitled ‘A magic number for leaders’ a few weeks ago I got a lot of emails asking for more information about ‘The Losada Line’ and its usefulness to leaders wishing to develop a leadership approach that would engage their people more effectively. Here’s a 6-minute video extract from a recent talk where I spoke on the essential role of positivity in leadership. Have you ever met anyone a successful charismatic leader who had a negative outlook?   No! And you never will. Positivity and optimism are characteristics that are absolute essentials for sustained charisma – and optimistic leaders make a point of creating positive environments where people thrive. No one is attracted by someone who makes them feel less good about themselves or their situation – we don’t need anyone’s help to feel bad, we can achieve that all on our own if we want to! Inspiring and charismatic leaders impact others with the power of their positivity – that’s engaging leadership. Positivity Is Decisive Positivity is obviously a good feeling – just looking at the face of an optimistic person tells you that straight away.  Optimists glow with the positive effects of their disposition. They have endless energy, enthusiasm and belief in themselves and others. Get talking about the future with an optimist and they’ll paint you a rich picture of a much better time and place – somewhere you’d really like to be, and somewhere that you’d likely be willing to invest a little extra energy (and engagement) in reaching. We all want to be inspired in... read more

The Request for Proposal & Other Pre-Proposal Documents

The ‘Request for Proposal’ (RFP) is the most popular means of starting a formal proposal cycle – requesting that vendors deliver proposal to meet their specified requirements. A second document, the ‘Request for Information’ (RFI) is also common. The RFP is undoubtedly the more important of these two documents. However, there are subtle differences between them that define what the client is trying to achieve – so it is critical to know the difference between them an RFP and an RFI before you consider developing a proposal for the client. Request for Proposal (RFP) A Request for Proposal (RFP) is a document that describes a perceived client problem, and requests that selected vendors propose comprehensive solutions to that problem, using a proposal as the response mechanism. An RFP says, “Here’s my problem, how can you solve it?” The RFP, which in larger organisations is often prepared by an external consultant, is generally prepared when a decision has been made to proceed with investment in certain required products or services. Where an RFI cycle has already been completed, the RFP will often consist of a blend of the best and most desirable ideas and technologies from multiple responses submitted to the Request for Information. The general purpose of a Request for Proposal is to describe the requirement in as much detail as the client, or their consultant, is capable of, and to generate competition for the business of meeting those requirements. It is very much the client’s view of the client’s problem, designed to allow them to solicit the best solution at the best price possible. It is important to note that where a vendor is to be selected on the basis of a... read more

THE PRODUCTIVE SMILE

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

INSPIRING LEADERS SEEK INPUT

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

POSITIVE LEADERSHIP IS PRODUCTIVE

For more than ten years researcher Marcial Losada has studied what drives the performance and productivity of teams drawn from all over the world. His research demonstrates that the ratio of positive experiences to negative experiences in the workplace has a huge impact on the productivity of teams. The Losada Line Losada found that the absolute minimum positivity/negativity ratio to maintain a neutral workplace environment (neither negative nor positive) is a positivity/negativity (P/N) ratio of 2.9031 – and this lower limit has become known as the ‘Losada Line’. Get this ratio above 2.9013:1 and you begin to positively impact the productivity of the team. Losada’s research says that the maximum ratio for positively impacting performance is 11:1, and that the optimum for a positive, productive environment is 6:1. The Losada Zone The space between the Losada Line at 2.9031:1 (3:1) and the maximum of 11:1 is known as the ‘Losada Zone’. Operate inside this zone and your team will ‘flourish’, achieving a ‘flow’ state – where team members report that time flies by when they work, creativity thrives and productivity increases dramatically. This flow state drives high employee performance and productivity. Fall outside this zone and your team will ‘languish’ – becoming incapable of working together effectively, and getting into a downward spiral of negativity that stunts productivity and success. In one organization Losada worked on the initial ratio of 1.5 was raised to 3.5 simply by managers following a suggestion of providing more praise, recognition and encouragement to their people. As result productivity went up 40% and the CEO reported an entirely more productive atmosphere in the organization.... read more

Business proposal format – start with a winning structure

  A successful business proposal format begins with a compelling framework – a structure for your proposal that sells your ideas and solutions. This section introduces the Winning proposal framework – a structure that will maximize the success of every proposal you write in future. Let’s Talk Proposals Too many people get caught up in thinking too much about the specifics of different businesses proposal formats – forgetting the purpose of their proposals – to establish a dialogue with their prospect readers. If, instead of writing a proposal, you were having a one-on-one conversation with your client, trying to sell your superior solution to their requirements, you would very likely make the points outlined in this greatly condensed conversation: ‘We understand your requirement inside out, and we have designed a great solution that meets every part of that requirement. Here’s why that solution will have so much value to your organization. We will deliver all of these benefits for a cost of just…Oh, and by the way, I have detailed information to prove every one of the claims I just made – here it is…’ The most effective business proposal format establishes precisely this dialogue with their readers, and that’s why the Winning proposal structure is based upon it. Each element of this conversation suggests a section essential to every business proposal: “We understand your requirements inside out” The first thing you absolutely must establish for your client is that you understand their requirements inside out; that you have as detailed an appreciation of what they are trying to achieve as they do themselves (perhaps even better than they... read more

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