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Facilitating effective meetings

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Facilitating effective meetings

  1. 1. Avondale TrainingFacilitating Effective MeetingsAugust 4, 2011
  2. 2. Context: Adding Client Value Everyone needs a client…Everyone has Multiple “Client” Options… Adding Client Value is About Leverage… External Clients  Carney  Strategic Thinking  Yeaney  Prunsky  Drafting Pages  Completing Tasks and Analysis Internal Clients  Stark  Toepke  Defining the path forward  Pal  Facilitating alignment among individuals Niche  Marketing Decks roles/Multiple  Database  Creating new relationships Clients analysis  Firm mgmt.  VL letters In short: Creating a “customer” and a In short: Putting yourself in the client’s “business” for yourself shoes – “what would you do?” CONFIDENTIAL
  3. 3. Discussion Questions  How does Avondale create value for clients?  How do we earn the right to create value?  How do we get a share of the value we create?  What’s the best way for Avondale to maximize value going forward?  What’s the best way for Avondale and each team member to maximize our share of the value we create?  What the f*** does this have to do with facilitating effective meetings?
  4. 4. The 4Ds to Client Value Adding client value is easy if you push yourself to fully complete 4 steps… Define  Define the objective and key questions  Determine the path forward for addressing the objective Do  Answer the questions, or complete the objective as best you can Data  Collect data and ask for help to fill in the gaps Direction  Communicate path forward CONFIDENTIAL 3
  5. 5. Meeting Preparation Preparation for every meeting should follow this approach Have I put together the 4Ds? Yes No Can I push forward more on any of the 4Ds? Try Again Yes No Schedule the Meeting Try Again CONFIDENTIAL 4
  6. 6. Meeting Preparation The objective of every client meeting should be one of the following:1. Answer questions that we Define  Define the objective and key cant answer ourselves – questions even then, pose a  Determine the path forward for potential answer and ask addressing the objective2. Gain access to data Do  Answer the questions, or complete the objective as best you can3. Ask them to take some action Data  Collect data and ask for help to fill in the gaps1. Get buy in on path forward – or permission to move forward Direction  Communicate path forward CONFIDENTIAL 5
  7. 7. Discussion Questions How do the 4Ds apply to the following? Client meetings? Define  Define the objective and key questions Decks/client presentations?  Determine the path forward for addressing the objective Client interviews/conversations? Team meetings? Do  Answer the questions, or complete the objective as best Time management/workplanning? you can Business development? Data  Collect data and ask for help to Creating ROI for clients? fill in the gaps Creating value for Avondale? Direction  Communicate path forward
  8. 8. Level 3 Value Creation Each level implies a different amount and type of value creation Definition Value Add Level 1  Answering the clients  Valuable member of question their team  Answering the real Level 2 question behind the  Valuable peer clients question Level 3  Answering the question the client should be  Critical part of growing asking their business How does level 3 relate to the 4Ds? CONFIDENTIAL 7
  9. 9. Discussion Questions How do the 4Ds apply to the following? Define  Define the objective and key Insight leadership? questions  Determine the path forward for addressing the objective Communication leadership? Do  Answer the questions, or Client leadership? complete the objective as best you can Team developer? Data  Collect data and ask for help to fill in the gaps Business developer? Direction  Communicate path forward
  10. 10. Exercise Put together an outline of a deck on something you are currently working on. What you would you bring into the meeting? When would you schedule the client meeting? CONFIDENTIAL 9
  • joshuawdavies

    Aug. 14, 2012

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