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Wayne O’Neill & Associates coaches service providers on building sustainable accounts with
complex clients connecting as a team to aggregate essential client intelligence.
It’s all connected… |
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Wayneisms
Drill down: going deeper to get at the core of an issue; getting information that's below the surface
Thin slicing: Explaining something in simple terms; making something clear
Raving fans: Sort of like "champions" -- people who want you to succeed and respect your work
Champion: A person with "juice" in an organization who wants you to succeed; you have his/her cell phone number and feel comfortable calling it anytime.
The rowboat: your organization or your team
Rowing: doing your part to help your team succeed
The question behind the question/The message behind the message/The meeting behind the meeting: what a client really means when they ask you a question; the business/political issues behind that question; the meeting that happens outside of the formal meeting where business & political leverage is gained.
The "real" org chart: The people who really make the decisions or have influence in an organization
Business and political issues: The issues that drive decision making in a client's culture
Pushing back: Causing a transition of ownership by healthy influence
Hiding in plain sight: Describing a need to change perspective (ie: leveraging connections, research, etc) in order to find information that is easily attainable
Off the charts: Immeasurable or unprecedented... phenomenal.
Are you feeling respected? Acknowledgement of an agreed or implied boundary.
This is classic: Experience reveals a common occurrence
Elephant in the room: Illustrates a large issue with influence over a discussion that is not mentioned by the participants
It’s funny but it’s not funny: Conversations that reveal “the sin”, so much that one laughs at the extreme example used
This is all healthy: Conversations while establishing boundaries, which result in the best teamwork abilities.
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