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Have spent a lot of time building great teams I can trust so I don’t have to attend to every client need. And more discipline in managing my own time and being honest with myself to ruthlessly decide if I am adding value for every meeting I am invited to. If I am not convinced I have something to offer, I don’t attend such meetings
Ruthless time management.
Decline more meetings.
It’s actually a very easy job vs the comp. Just focus on relationships
Owned it. One of the few paths where we make above average, and complain about what others dream about.
P5 said it above.
I overdid the job and what I meant was that I was trying to outsell everyone, and never said no to any opportunity, didn’t matter how weak that lead was.
I made some changes:
1. Focus on key accounts that give me repeat business.
2. Complete focus on relationship management, rather than trying to do both client management and delivery management. I started trusting my directors to manage the delivery and I stopped attending daily check ins with the team, switched to weekly. I am not nitpicking on status reports as long message is getting delivered and client is happy.
3. Started deliberately doing market related things like going to industry conferences, inviting clients to those events. Started looking for golf and other sporting event tickets to take clients out. I have more posts in LinkedIn about hosting clients at these events than the past.
All of this freed me from day to day people management and focus more on my deepening my market penetration.
What are you challenged by?