Creating meaningful positive change
I take a forensic approach to both the emotional and the logical sides of connection, and give you the tools and skills to transform how you connect and how you perform.
Harnessing techniques from the people with the hardest influence jobs in the world - negotiators, counsellors, secret service agents - I bring methods proven in genuine life-and-death situations into your Tuesday morning meeting. That includes Motivational Interviewing: developed in addiction treatment, and now one of the most extensively researched approaches to behaviour change.
Your own challenges are used throughout, so that the work is immediately applied to a relevant scenario.
The Foundation
Effective influence starts with genuinely understanding what matters to the person in front of you: what’s important to them; how they communicate; their personal preferences… and then adapting your approach accordingly.
The Four Connections
At the heart of my methodology is a framework built around four connections - the four dimensions you need to understand about any stakeholder, buyer or team member in order to engage with them effectively:
Company priorities - what the organisation is trying to achieve and why it matters now
Individual motivators - what matters personally to the people involved, what drives them and what holds them back
Data - the evidence that informs, confirms or challenges your thinking
Context - the environment, culture and timing that shapes what's possible
The Process
1. Understand
Before any decision is made, real understanding has to come first. We teach your people to resist the temptation to pitch, propose or problem-solve before they've genuinely understood what the other person needs.
2. Decide
The most effective solutions are built with stakeholders, not presented to them. We teach your people to collaborate, co-creating solutions that work for both sides rather than arriving with a predetermined answer.
3. Influence
With genuine understanding established and a collaborative solution in place, your people are equipped to influence with integrity - building the emotional connection that makes people want to say yes, and the logical rationale that lets them justify it.
