During the recent National Speakers Association conference in New York City, I facilitated a session with Bob Danzig, CPAE and legendary former chief executive officer of Hearst Newspaper Group. He told speakers, consultants, and business leaders what we need to know. Danzig shared wisdom from the CEO's perspective of having hired many excellent, and not so effective, consultants (www.bobdanzig.com). This message is useful for all business people, especially in tough times.
Consultants and business people are destiny architects playing an important role to help frame a firm’s and the clients’ future. Yet many consultants who Danzig hired for big bucks would come in after their assessments and give PowerPoint presentations to the management team that were an ‘ocean of data.’ With an analytical ‘head’ perspective, they shared the numbers and facts. Danzig has this feedback to consultants who used this approach, “You brought attention and presented data with intelligence. You filled people’s minds. You did NOT touch any hearts. You limited your efficacy.” These consultants missed the heart.
Regardless of where you are consultants or business people working with clients and/or employees, are you missing your client’s heart? Are you missing your employee’s heart?
How can you be more effective and efficient? Danzig strongly recommends business people touch hearts by telling stories, “If your objective is to stimulate action, ask yourself ‘How can we touch hearts?’” Look at the firm’s history. Find a story which affirms the message you want to bring out.
While stress and uncertainty of these times may move you to be more into your head, make sure that you balance the head and heart. Be more effective by touching hearts by telling stories!