Strengthening contact relationships remotely · eg Partner and client conferences • Views from...

© Copyright of The Results Consultancy 2020

Strengthening contact relationships remotely

John Timperley


The agenda

1. Ways to be practically valuable to your contacts

2. Techniques to manage your team virtually

3. How to make the most of your time if you are working remotely

4. Commercial approaches to communicating with contacts

5. Enhancing your positive mindset and maintaining perspective


Think one or two steps ahead of contactsBring some practical insight and ‘Horizon Scanning’ to contacts:

The general theme ‘What will happen after what’s happening now?’

What’s the latest news/ actions from

the financial/regulatory/

sector authorities that will affect them?

• What are the implications?

• What might your contact need to do, or consider?

• What are others similar to them doing?

• What’s your suggestion/advice for your contact?

• How can you help in a meaningful way?


Quick ideas to be valuable to contacts

Make introductions of

contacts who can help

Shareideas

Keep them updated

relevantly

Alert them

Introduce valuable professionals you know to your contacts.

Who do you know – in the firm and in your network – who can help, and why?

…that others are implementing in the current climate (without breaking client confidences).

…on progress on things on your mutual agenda – using the most effective medium.

What do you know that they’ll need to know and act on quickly. Call/ Skype/ WebEx etc. Be good at setting things up quickly and efficiently – and have something valuable to say


Quick ideas to be valuable to contacts

Check on what’s happening for

them

Invite them Offer help Pass on useful information

Have empathy and be personal. In your behaviour be the ‘trusted adviser’ you would like to be and say you are.

…to an online seminar, training or event on a topic they’re likely to interested in – and need – at the moment.

…or the use of resources, if you know they are struggling.

Forward on things that come across your desk/ inbox that will be useful to others and appropriate to pass on.


Techniques to manage your team virtually

Get a ‘wireframe’ structure in place for projects – share leadership, accountability, communication approaches

Value everyone’s role and contribution … they are playing their part

Think about 24 hour working handovers if that’s what’s needed

It’s not just about the team ‘huddle’ …think one to one if you are the leader…the metaphorical ‘Arm round the shoulder’ may be needed at times


More techniques to manage your team virtually

Get clear ways of working in place – establish routines eg morning catch up call/VC

Set the tone - share your vision and be clear on your direction and priorities

Don’t just be ‘transactional’ - remember the social aspect of a team…you need to know and trust each other

It’s not a broadcast…share the ‘airtime’ – let everyone be heard

Law.com Top tips for remote working

Virtual drinks and mealtimes…


6 ways to make virtual meetings engaging

1. Use interactive features like voting, Q&A, live feedback

2. For internal briefings send round update information in advance, so the discussion is spent focusing forward

3. Manage the risk - pre-record presentations to avoid glitches on the day

With thanks to the team at PeopleActivation

4. Add video and storytelling to presentations/webinars where appropriate

5. Make it a sprint, not a marathon – fast and punchy is the way

6. Record and share the meeting so those not able to attend can get the info


Tips for trouble-free tech on conference calls

Ease the burden on mobile networks

• Don’t start your call on the hour

– half past or on the quarter

• Choose a quieter time 12pm 1pm and 4pm

- busiest are 9.00am, 10am 2pm and 3pm

• Use a landline, or dial in through your browser (VoIP)

With thanks to MeetUp Call


Maintain face to face contact through techTips for online meetings

Use the tech you are used to…

Get yourself trained…offer to train clients in the full functionality

Meeting invites and a pithy agenda in advance

Short, punchy discussions… at a time to suit their time zone

Keep/get close to the Board and highest level decision-makers.

Be in the know about what they are thinking and doing

PSMG Webinar How to use Microsoft Teams


Maintain face to face contact through techAnd for bigger stuff…

• Be a first mover with thought leadership, online seminars and training – ‘live streaming’ eg Partner and client conferences

• Views from Subject Matter Experts - ‘thought leaders’ or commentators whose view is respected

• Briefings for sector and key clients –individually or as a group

• Specific issues focused briefings eg Employment issues, contracting issues, financing options, insurance, supply chain, restructuring…

Online courses platforms Kajabi, Thinkific and Ruzuku

https://www.linkedin.com/pulse/making-partner-meetings-work-video-now-force-majeure-steve-blundell

https://www.linkedin.com/pulse/making-partner-meetings-work-video-now-force-majeure-steve-blundell


Use the phone for its original purpose

Check in with key clients – how are they, what’s

happening for them, what are they struggling with/

trying to do?

Diarise 15 minute calls

Send an ‘agenda’ in advance

Use voicemail –individual and group

Check-ins with individuals

Get your contact lists up to date on your phone…

Good relationships don’t always need the visual…


Written communication is valuable too..

• Short emails…use the heading to say clearly what its about

• LinkedIn, WattsApp, Yammer etc role

• Attach collateral that will help - updates

and alerts, briefings, alerts, articles, guides, factsheets, video links etc

What we’re seeing…Then gather together of common themes/ challenges/ actions/ current ‘best practice’ and share with the client.


Internal Brainstorm

Coordinating effort on marketing and business development

Week1

Individual Calls

Bespoke Emails

Webinar

Podcast

Online discussion

forum

One to one Briefings – by

client or individual

AlertsBriefingnotes

Issueeg:Supply chain FinanceContractingRisk Week

2

Week3

Week4


Demonstrating poise and perspective

Poise

…calmness, control, composure, grace, empathy,

Perspective

…be aware of what’s going on but…

• Avoid spending all your time in front of a screen creating more stress and foreboding.

• New routine and focus - be a trusted source of information and advice yourself in relation to your aspect of work.

• Read the financial/sector press –what are the ‘weak signals’ that you can see, hear, feel that are important for specific clients/contacts to know?

• Practical positive mindset – what CAN and SHOULD we do? What are the possibilities to help here?

Dr Laura Haig – Clinical Psychologist https://lnkd.in/eEyiqM6


The agenda

✓ Ways to be practically valuable to your contacts

✓ Techniques to manage your team virtually

✓ How to make the most of your time if you are working remotely

✓ Commercial approaches to communicating with contacts

✓ Enhancing your positive mindset and maintaining perspective

Strengthening contact relationships remotely · eg Partner and client conferences • Views from...

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