The flight had landed on time on a cold morning in France. The best three minds have put in all their thoughts in the presentation that Mr. Patrik [ I keep changing names to respect confidentiality] was all geared to discuss with the CIO of the their company's next key prospect of the year. You know how it feels if one is selected to fly to a foreign land representing organization for top deal! Patrik a high IQ individual, a proven professional had the honor of being selected for the assignment because of his exceptional body language for wooing new customers. The timeframe of this event was in the year 2002. Internet was in practice but social information and the extent of communication that we enjoy today in 2010, was not as available those days.
For two weeks all data points on the business landscape were strictly investigated and analyzed. Team had pulled in the company’s best strategist and the content designer to ensure they had appropriate mindshare. Every inch of the slides were reviewed, debated and altered. Patrik and his assistants had spent a few sleepless nights to give the final presentation a very professional look. Patrik took no chance and had organized mock presentation inviting Alex, the black hat [http://en.wikipedia.org/wiki/Six_Thinking_Hats] guy in the room to chair the devil’s advocate. Alex wanted to contribute to this venture and had asked all possible cross questions that can be triggered by an outsider looking at the presentation. Unnecessary data was chopped of the slides. Words were replaced by tables and pictures. Key words and messages phrased and rephrased. Patrik had groomed himself in all possible ways and kept no door for surprise. To the least he had gone through one of crash course in French – if required he would exhibit flexibility too. He was determined to make this France trip a remarkable one.
Sharp at 8 in the morning the next day - in laundry pressed suit, red tie and black shoes confident looking Patrik reached the CIO’s office. Patrik was assisted by the secretary till the CIO’s room. The secretary politely opened the door and greeted him in the office. Patrik was holding on the next moment – for which he had prepared himself for a while; the first look, the first few dialogues which would prompt him to carry on the next course of action.
Yes it did make an impact but only on Patrik. Mr. CIO was challenged with the misfortune of not having a pair of working eyes. He definitely had vision.
“So, how was your journey?” – He asked to dumbstruck Patrik who by then knew, the fragrance of the new cologne that his wife brought last week was the first personal impression he is spreading and very soon might need to pull on a few words from the vocabulary gathered in the French course. These two were the least that he focused on when he prepared for the event.
“Great!” – Patrik responded, while he was preparing his mind for the next one hour.
I end the story here as what followed was more important to Patrick’s organization but as I heard from Patrick in all his next customer visits he started focusing on who he was visiting along with the why part of it. It so happened that a deep study often led to the conclusion that Patrick is not best person for the show.
Gyan 6 – Face-To-Face (F-T-F) is a very difficult art of communication. It calls for knowing the person at times more than the context of why the meeting is happening.
For two weeks all data points on the business landscape were strictly investigated and analyzed. Team had pulled in the company’s best strategist and the content designer to ensure they had appropriate mindshare. Every inch of the slides were reviewed, debated and altered. Patrik and his assistants had spent a few sleepless nights to give the final presentation a very professional look. Patrik took no chance and had organized mock presentation inviting Alex, the black hat [http://en.wikipedia.org/wiki/Six_Thinking_Hats] guy in the room to chair the devil’s advocate. Alex wanted to contribute to this venture and had asked all possible cross questions that can be triggered by an outsider looking at the presentation. Unnecessary data was chopped of the slides. Words were replaced by tables and pictures. Key words and messages phrased and rephrased. Patrik had groomed himself in all possible ways and kept no door for surprise. To the least he had gone through one of crash course in French – if required he would exhibit flexibility too. He was determined to make this France trip a remarkable one.
Sharp at 8 in the morning the next day - in laundry pressed suit, red tie and black shoes confident looking Patrik reached the CIO’s office. Patrik was assisted by the secretary till the CIO’s room. The secretary politely opened the door and greeted him in the office. Patrik was holding on the next moment – for which he had prepared himself for a while; the first look, the first few dialogues which would prompt him to carry on the next course of action.
Yes it did make an impact but only on Patrik. Mr. CIO was challenged with the misfortune of not having a pair of working eyes. He definitely had vision.
“So, how was your journey?” – He asked to dumbstruck Patrik who by then knew, the fragrance of the new cologne that his wife brought last week was the first personal impression he is spreading and very soon might need to pull on a few words from the vocabulary gathered in the French course. These two were the least that he focused on when he prepared for the event.
“Great!” – Patrik responded, while he was preparing his mind for the next one hour.
I end the story here as what followed was more important to Patrick’s organization but as I heard from Patrick in all his next customer visits he started focusing on who he was visiting along with the why part of it. It so happened that a deep study often led to the conclusion that Patrick is not best person for the show.
Gyan 6 – Face-To-Face (F-T-F) is a very difficult art of communication. It calls for knowing the person at times more than the context of why the meeting is happening.
Homework is the keyword. Nice one!!!! Liked it..
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