dmc_logo

You’ll only succeed in continually improving your results if you’re focused upon continually developing those who work for you – and you’ll not be able to help them to develop unless your own self-development is almost obsessional…

Here’s a selection of articles for leaders on all aspects of self-development.

HOW TO USE IMAGES IN PRESENTATIONS

HOW TO USE IMAGES IN PRESENTATIONS

The easiest way to make your speeches and presentations powerful and memorable is to emulate the greatest speakers – use lots of imagery to make your key points. In the first post of this three-part series we looked at the research that demonstrates the power of imagery in presentations. In the second post you read how to spice up your presentations in “6 ways of lighting up your talks and speeches with imagery”.  In this final post we’ll look at how to go about injecting imagery into your presentations. How do I inject images into my presentation? When you have your speech or presentation fleshed out and you are absolutely clear on the key points you wish to get across, you can then look at injecting some imagery into your talk to make those key points more memorable.  Take this simple five-step approach to making your presentations more image rich, emotional, and memorable. Look inside first!  For each of your key points brainstorm to see if any of your personal stories, or those of you know of from others, might help to make your point more effectively.  Look for stories that closely parallel the point you’re trying to make in your presentation. Use outside resources.  If you cannot think of an appropriate story then search your metaphor and simile dictionaries to see if you can come up with anything that will help you drive your point home strongly and make your key presentation points more memorable. Google to quickly locate suitable quotations, similes or metaphors. Make sure you have a strong set up.  When you inject your story, metaphor, simile,... read more
Business proposal format – start with a winning structure

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
GESTURES SPEAK LOUDER THAN WORDS

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
Proposal Evaluation time – What If We Lose?

Proposal Evaluation time – What If We Lose?

Get an unsuccessful proposal evaluation? It needn’t be a total loss. Achieving a consistent 70% hit rate with your business proposals would probably keep you quite happy. Yet a 70% hit rate in the proposal evaluation process means losing half as many sales as you win. Many people would accept these losses are the price paid for the wins they value so much, and simply write them off. End of story. The challenge is to turn short-term failures into longer-term successes, to get some return on the investment of time, effort and resources. If you can achieve this then losses during proposal evaluation become part of winning, contributing towards your goal of winning an ever greater share of the business you target – getting you closer to a winning proposal. The single most effective tool for exploiting losses is the “De-brief” meeting. The De-Brief Meeting De-briefing is hardly rocket science, all it amounts to is returning after the proposal evaluation process is complete and asking the client why you lost their business – and using that information to reduce the possibility that you might lose that way again. Even so, most sellers, even some of the better ones, do not employ any sort of de-brief mechanism – some because they don’t want to dwell on the negative aspects of a loss, and some because they don’t feel entitled to ask the client for such feedback. If, however, you make it a goal to improve on the basis of lessons learned from lost business, then De-briefs are entirely positive experiences that move you closer to more and more successful business... read more
A MAGIC NUMBER FOR LEADERS: 2.9013

A MAGIC NUMBER FOR LEADERS: 2.9013

What sort of investment would you expect to make to drive the engagement and productivity of your team up by 40% or more? If you could start today and were confident you could get this level of increase for absolutely no cost would you be prepared to make a few changes in the way you deal with your people day to day? Of course you would!  The approach to achieveing such increased performance hinges on a little known ‘magic number’ – 2.9013. What has 2.9013 to do with rocketing my team’s productivity? 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. Losada found that the absolute minimum 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 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... read more
The Social Animal: The Hidden Sources of Love, Character, and Achievement

The Social Animal: The Hidden Sources of Love, Character, and Achievement

This is the best book I have read in years. Hands down, no competition, no doubt – you owe it to yourself to read this excellent work. I wish I had the intellectual scope to write books like this. In this genre buster David Brooks both entertains and informs in equally high measure as he looks into the nature of success – with particular emphasis on the unseen role of the unconscious mind. He starts by building an absolutely compelling story of the lives of two characters, Harold & Erica, following them throughout their entire lives and observing everything they do to achieve ultimate success.  This account of his incredibly well-drawn characters begins before either of them were born.  He tracks them from birth through their lives to the point at which they meet, and then beyond as they become a couple and pursue success in the world.  As he tells this engaging story with his equally engaging characters, he weaves in a review of everything that has been discovered in the last several years on the role that our unconscious minds play in everything we are and everything we do: explaining it all through the lives of his characters.  All of the most important developments in neuroscience are explored and explained in a way that is incredibly accessible – and yet none of this research is in the least ‘dumbed down’.  He tracks Harold and Erica’s emotions, the development of their characters, how they think – every aspect of who they are.  Thoroughly riveting. I love science and research – but this is not a science and research book.  I love a... read more

Featured Video

"The Power of Leadership Charisma"
Deiric McCann, recent presentation in Slovenia

Video Interview

"Leadership Charisma" interview on YouTube

In Hardback & Kindle

charisma-cover

Winning Business Proposals

winning-business-proposals

Now On Kindle!

FREE 12-week Leadership Charisma Self-study Program

Sign up for a 12-week study program on Leadership Charisma, delivered into your email weekly at no cost!

SUBSCRIBE