Yarons ago I worked in a consulting firm for a former Air Force officer. I had a lot of autonomy and got a lot done.
Probably the most useful concept I learned there was “Completed Staff Work.”
It wasn't enough to do what was asked. I was also responsible for determining if the work made any sense, was there a better way to get the result, and as a result of my work, were there any further steps that should be done?
Deciding to do further work was based on cost, time, and original intent. That decision process sounds imprecise, but it quickly created recognized stars. We weren't covering our butts, we were finding better ways to get results.
The result of completed staff work was faster projects, improved mastery, and minimizing committee decisions.
What is in your culture that supports winning?
Rainmaker #3 - Process to Purchase
How To Sell Your Skills
300 seconds, March 8, 2011, 6 pm
The Sales Lab Rainmaker Series are five minute tactical selling presentations starting the CTMH Monthly Meetings
How To Turn Prospects Into Clients
Monday, March 21, 6:30 – 8:30 pm, Alexandria, VA
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