How did David beat Goliath Inc? By playing to his strengths. By using a Positive Risk Management approach to think creatively, imagine possibilities and identify opportunities. A true story that demonstrates you CAN apply a positive, forward-thinking view on the classic risk management framework. New focus. New questions. Classical planning.

1. Tony Adams
Playing to Your Strengths
Leadership. Communication. Engagement.
(c) Tony Adams 2013-14
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Positive Risk
Management in action
The Truth about how
David beat Goliath

2. Tony Adams
Leadership. Communication. Engagement.
Things look grim.
David is a small vendor, bidding against the mighty Goliath
Inc.
David has challenges.
David vs Goliath Inc
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Not the best sales pitch.
Not the best product.
Not the best price.

3. Tony Adams
Leadership. Communication. Engagement.
Old Thinking
David's "old thinking" is reactive and defensive.
"We may lose the job if our price is too high"
"The bid will be dropped if our product scope
is wrong"
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"If our delivery is slow, the client will reject
our solution"
It forces him to look downwards
It constrains his outlook

4. Tony Adams
Leadership. Communication. Engagement.
Old Thinking will fail
David will lose the opportunity if he uses Old Thinking.
He will try to match Goliath's strengths and pitch to his competitor's
strengths.
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Goliath has the better product scope.
Goliath market reach can
deliver to the client faster.
Goliath's scale can leverage lower
prices.
A different approach is needed. Fast.

5. Tony Adams
Leadership. Communication. Engagement.
Looking for Opportunity
What if David takes a different approach?
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Seeks positive opportunities
Leverages his strengths
His focus changes
Looks upwards
Opens pathways
Smashes obstacles
Imagine if he...

6. Tony Adams
Leadership. Communication. Engagement.
Playing to Your Strengths
David's path lies in playing to his strengths.
"I won't go head-to-head on things I'm not the best at. Instead, I will
concentrate on the things I am great at."
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"What are my competitive advantages?"
Looking for positive opportunities.
"What are the things that I do better than the
competition?
Removing blockers.
Finding the things he does best. Leveraging them.

7. Tony Adams
Leadership. Communication. Engagement.
Positive Risk Management
"What risks are stopping me from delivering to my
strengths?"
"What blockers are holding me back?"
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David's thinking changes.
becomes
"What is preventing me from adding new
value?"
"What will happen if this goes wrong?"

8. Tony Adams
Leadership. Communication. Engagement.
Find Your Strengths
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David looks for the things he does best.
"When you talk to me, you are talking to
the Boss. I can make decisions
quickly."
"My small size means I am fast and nimble"
"I can adapt to your workplace style and integrate with
your team seamlessly."
"Less is more. I bring a small vendor's personal touch and work
with you as a true partner."
"I bring flexibility and responsiveness. I can grow and change with you
along the journey"

9. Tony Adams
Leadership. Communication. Engagement.
Identify Your Blockers
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David identifies his "blockers" - the things that stop him
delivering to his strengths.
"When you talk to me, you only hear one opinion. I do not have a
large number of voices at the table."
"I am dependent on myself. If I get ill, the Business suffers."
"My small size means that I have a limited ability to bring
people in quickly"
"The market is full of providers like myself. My service offering does not
stand apart from the crowd."

10. Tony Adams
Leadership. Communication. Engagement.
New focus. New questions. Classical planning.
Plan for the Blockers
David's risk management approach targets the Blockers.
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It draws on the classics.
It gives him room to work with his strengths.
Impact. Likelihood. Consequence.

11. Tony Adams
Leadership. Communication. Engagement.
David turned it around
David planned to his strengths
He offered a personal, responsive engagement, with
individual attention
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He thought creatively. He managed his blockers.
He won the contract
He developed a branded Service Offering that stood apart from the market
He built a small, skilled team that could engage and
immerse quickly
He partnered with niche providers to
offer highly specialized, mobile staff He created a Leadership Group of well-
connected, experienced and respected
voices

12. Tony Adams
Leadership. Communication. Engagement.
David beat Goliath because...
He thought differently
(c) Tony Adams 2013-14
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He imagined possibilities
He planned to his strengths
He removed blockers
He used a positive
approach to risk
planning

13. Tony Adams
Leadership. Communication. Engagement.
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I'm passionate about connecting with people -
sharing ideas and stories.
So please drop me a line.
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