“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 book will raise your profile, enhance your personal brand and advance your career – so why haven’t you started? This series takes you step-by-step through the process of writing a book – using a process that doesn’t require that you put your life on hold to get it done.  If you haven’t already made a start you can get an introduction to this entire series here.  If you’ve been working through the process then well done – you are just a few quick steps away from starting to write the content of your book! This series had originally been planned to run for just six posts.   This is the sixth, but I’m afraid it’s not the last!  To make the post size more manageable I have had to extend the series to last a further two posts. In the last post you took all of your thinking and planning from the first five steps of this process and converted all of your work from your ‘war room’ into a formal outline for your book.  The structure and content of your book is now becoming very clear indeed.  The only major step remaining is the writing of your content. But before diving into writing your content, fleshing out your book’s content, you should take a little time to polish your outline.   Any work you do at this stage will save you a lot of time and effort later – the more polished your outline the faster you’ll write your book. Ask yourself these two questions: 1. Is Your Outline Detailed Enough? Consider whether each point in the outline represents... read more


“I don’t listen to them – it drives them crazy, and it works with everyone: I can get anyone mad with me in a minute or two just by refusing to listen to them.” I spoke at a conference in Istanbul recently. In the coffee break I met a man with an interesting profession – a freelance union negotiator. If you have tough employee negotiations he’ll take them on for you. “Every negotiation has two main phases”, he told me, “in Phase One the union reps tell me what their people will give my client – more productivity, longer hours etc. In Phase Two I tell them what my client is going to give in return”, he explained. “My first objective in Phase Two is to get them so upset and mad with me, so out of control with rage that the walk out of the negotiations – and the earlier that happens in Phase Two the better.” His reasoning? “They’ll offer tiny concessions and expect me to make huge concessions – I want them to be aware that this will not be an easy negotiation. I want them to be in a frame of mind to properly understand the value of any concession I make, however small.” Ignoring my thoughts on the rights or wrongs of his approach I was fascinated enough to ask him how he got people so crazy, so quickly. “Oh, that’s easy – for the first few minutes they talk I look at my watch, out the window, shuffle papers, even send a few SMS messages. I eventually apologize: ‘sorry, what was that you... read more


The New Decision Making Process In the first post in this three-part mini-series, ‘How good is your sales forecast?’, we looked at the vital first step of cleaning up your sales forecast. Now that you know which opportunities merit your fullest attention you need to determine precisely what’s going on in those accounts – what stands in the way of a decision in your favor. In good times the power to make purchase decisions is spread far and wide within organizations, with many departments and individuals having independent spending authority. When things become as cautious as they have recently the level at which purchase decisions are made moves up a peg or two (or three). Before you can do anything with your best opportunities you need to understand the game you’re now in – who else is now playing, and what new rules apply. STEP 2: LOOK AT THE NEW PURCHASE PROCESS IN EACH TARGET ACCOUNT Your first port of call must be your current “champion(s)” or “buyer(s)” – those people who previously had the ability to say “yes!” Not all of your current buyers will be straight enough as to inform you outright they no have the power to accept your proposal. There’s a simple “litmus test” that will tell you whether things have changed or not. If you suddenly find that you can’t get a direct answer as to when your proposal will be accepted or rejected, or when a final decision will be made, then this unpredictability is likely coming from the fact that your buyer is no longer in control. And, if the decision is now... read more


Have you ever had the buzz of watching a genuinely charismatic speaker in action?  Have you ever wished you could polish your presentation skills to inject some of that charisma into your presentations? In this first part of a two-part series we will look at the first five of nine ways you can improve your presentation skills and make your talks and presentations more charismatic. In writing Leadership Charisma and researching what made charismatic leaders so effective we spoke to more than 400,000 people about what drove their perception of charisma – and charismatic leadership all came down to behavior. All charismatic leaders share certain behaviors that engage their people and make them willing to invest more of themselves in their work. Well, charismatic speakers also share certain behaviors in common – behaviors that maximize their perceived charisma.  And, if you want to be a more charismatic speaker, all you have to do is make these behaviors a standard part of the way you prepare for and deliver you talks and presentations. Here are the first five steps to injecting more charisma into your presentation skills: 1. Plan to Be Confident Plan & rehearse. If you know your topic inside out, have carefully prepared your content, and have rehearsed the talk several times before show-time you’ll know that (little or) nothing can go wrong. The confidence that comes from that knowledge will ensure that you’ll walk tall and strong as you take the stage – confident of delivering an excellent speech. Don’t leave confidence to chance – plan to be confident. 2. Look Like a Ten It’s not necessary to... read more

The Business Proposal Letter

The business proposal letter is one of the most important parts of the proposal process – but, in my experience,  most people don’t give invest enough time and effort in  getting this critical letter right. The assumption is that  it’s exactly the same as any other business letter writing. Not so. In the module on presenting your proposal I strongly suggest that you NEVER deliver your proposal in any manner other than in person – and that chapter took you step-by-step through the process of creating a compelling  and impactful proposal presentation. Even in situations where you get to present your presentation you will want the proposal to be accompanied by a cover letter that introduces it briefly. Sadly, there will be occasions when your client will not allow you to personally present your proposal and will insist that all proposals be delivered by courier or mail in the first instance. For both of these situations you will need a business proposal cover letter. From here you can access four modules that will completely demystify the process of creating a great proposal cover letter: The Importance of the Business Proposal Cover Letter (Click) Write a great proposal cover letter and you dramatically increase your chances of winning the business – but before you start to write take some time to understand how your business proposal letter should relate to your proposal. Here’s the science behind world-beating proposal cover letters. Writing Cover Letters for Business Proposals (Click) Now that you understand the science behind the proposal cover letter you are much better shape to produce one that does what you want it... read more


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

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