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Alexander McWilliam – Presentation Anxiety | MBM Expert Interview

Darren A. Smith — Thu, 24 Apr 2025 06:24:17 -0400

Performance Psychology Consultant, Dr. Alexander McWilliam, Talks Presentation Anxiety and Performing Under Pressure with MBM CEO, Darren A. Smith. Join Darren as he asks; 'What makes Dr. McWilliam the best person to talk Presentation Anxiety?'. With perhaps the only PhD, globally, that specialises in why and how we feel nervous when public speaking, Dr. McWilliam has the utmost knowledge and expertise on how to combat presentation anxiety. Watch or listen to the podcast episode to experience Darren and Alexander exploring the ins and outs of this subject. Click the Image Above to Watch the Full Episode on YouTube. Read The Full Episode Transcription Below: Darren A. Smith Welcome to the world's stickiest learning. My name's Darren Smith, and more importantly, I'm here with our guest. Thank you for coming. Alex, how are you? Alexander McWilliam I'm very good. How are you doing? Darren A. Smith Hey, I'm good. I'm good. We've both got our funky shirts on and striped. You're in check. We better not go to the same party. We'll clash. But hey, we're good. We're good. Let's get back to you. We're going to talk about presenting and about being nervous and speaking up and those types of things. We'll get to that in the nicest possible way. Why should we listen to you when you talk about this topic? Alexander McWilliam Well, we said my name is Alex, which is true, but my full title is Doctor Alexander McWilliam. I've got a PhD in public speaking anxiety and performing under pressure. To my knowledge, the only person in the UK potentially globally with a PhD specialising in this field, and I've been coaching presentation skills confidence when presenting for almost decades, so a wealth of experience. It makes me feel old, but. An expert in the field of anxiety and performing under pressure. Darren A. Smith Two decades we haven't even got any grey hair. What's that about? OK, so you're the only one with the PhD potentially in the world in this. So just tell me about that. How long did you study for to get this? Alexander McWilliam So my PhD took 1/ years in total, so it was three years. Multiple studies I looked at AI looked at all the interventions available for public speaking anxiety into reduction. That was one area of study. I developed a questionnaire to help identify specific public speaking concerns because there's so many in the world. But actually when we're coaching, we need to identify what it is specifically. Darren A. Smith Yeah. Alexander McWilliam And then a last study was using acting and improvisation to help reduce public speaking anxiety. So over the three years, there was all of these studies going on with multiple participants trying to figure out why they get anxious. How do we overcome that? And as there's so many interventions available, can something alternative, like acting in improv, which hasn't seen many mainstream sort of interventions, you see CBT, you see exposure therapy, things like that. But acting in improv, that was the unique route I wanted to go down and bring on my own expertise of being an actor and being an improviser. Darren A. Smith Yeah. Yep. Alexander McWilliam With that so 3 1/2 years of lots and lots of studying, lots of reviewing, lots of writing, and if anyone's doing it, if anyone's done it, they know that it is a mammoth of a task. But so rewarding once it's done. Darren A. Smith Impressive. OK, so 3 1/2 years doing that and and just would you just paint a picture for us? So what did you do? You did some research, not some. You did research. You looked at research you practise it. Is that we did for 3 1/2 years. Alexander McWilliam I read a lot of papers looking at theories, different theories from sports psychology, from psychology, looking at why people fail to perform when it when it matters, and what's happening in our bodies and our brains when anxiety kicks in, fears, anxieties, how we develop those. So looking across the board over the last years worth of literature, looking at what interventions are available, which ones are effective and which ones aren't effective because again. There's a lot of interventions available. People go, Oh my God, there's so many things I could try and do to reduce anxiety. What works? Well, luckily, I published a paper earlier this year which identified which ones were good, which ones weren't, and how we overcome them. And also, it's been a while developing this questionnaire to identify those specific worries and having to test it, validate it. All of those things with thousands of, I think we ended up having around participants to validate this questionnaire. So it's not that because. Darren A. Smith OK. Alexander McWilliam You get a questionnaire, you know the online ones are going. Ah, what's my biggest worry then? You know, it could be anything's anyone's written that. So we took a lot of time doing that. And then also the intervention testing out a six week improvisation course to go. OK. If we got people in over six weeks once a week for a few hours, can we use those techniques to do that? And then we have to do all the steps work which again. Darren A. Smith Yeah. Alexander McWilliam I've I've never learned stats when I was younger, so that was a new area of statistics of how to do. Which again is a mammoth task of maths and data and analysis, but again very rewarding, but a very complicated at the same time. So three years of lots of that and then presenting at conferences, writing papers, editing that took a long time because a my thesis I think was around , words. Trying. Yeah. Trying to get and that's a short one that's that's quite a short version some people's thesis. Darren A. Smith Yeah. OK. Off. Alexander McWilliam Are , words like a lot of history thesis? Are there like hundreds of thousands of what? Not hundreds, but maybe ,? So trying to make it so that it was rather. And not waffling is the other things there's such. It's like there's so much content you could talk about and try to go one of it. What am I refining it? And actually I found during my PhD in the first six months, actually I started coming in with one idea and then six months later, that idea sort of change and amalgamated. And then it kept changing. I think when someone does a PhD, they realise that actually they start with one idea and it does. Darren A. Smith Yeah. Alexander McWilliam Modify a lot and for the better as well. Darren A. Smith Yeah, makes sense. That makes sense. So over the next minutes, however long you and I are going to talk, I'd like to talk longer. People are going to understand why they're nervous when they present and how they can overcome it is that is that simply what we're going to get because that's powerful, right? OK. All right. Fabulous. Fabulous. OK, well, I'm intrigued. So over the next to minutes, I've got four or five questions that we've pulled from Google search that most people ask around this topic. Alexander McWilliam Yeah, I think so. Yeah. Yeah, yeah. Darren A. Smith And then I think at the end of it, you've got a really handy mnemonic, a really handy takeaway for us to have. Is that right? Alexander McWilliam Yep, got one. It's called steady and I'll let you people can still go. Oh, what's that about? Darren A. Smith They've been treated us now. I like that. So that's the the culmination of , words. Your thesis down to things. Alexander McWilliam Yeah, essentially. Darren A. Smith All right. OK. All right. Well, I'm keen. I'm going to kick off with our first question, if that's all right. Alexander McWilliam Yeah. Darren A. Smith How do I not feel nervous or panicked before presentation is the first question most people are asking how do I not feel nervous and panicked? Alexander McWilliam But the first thing to challenge that is go nerves aren't a bad thing. If we're nervous, it's not necessarily a bad thing. It can actually be quite facilitative to our performance. We need it to energise us. If the issue comes, it become too nervous. It overwhelms us and it impacts our performance in a negative way. So that's the first challenge. Nerves aren't necessarily a bad thing. Darren A. Smith Yep. Alexander McWilliam And also and I'll talk about this later, our body doesn't necessarily know when we go. Oh, I'm feeling nervous. Is it nerves? Because actually. There's a famous study where actually they reframed, oh, physiologically, nerves and excitement have the same physiological response. My heart rate goes, my handshake, I feel sweaty. The only differentiation is your mindset. When we're nervous, I'm worrying about the worst case scenario. When I'm excited, I'm dreaming out at the best case scenario. So you, I'd always recommend you reframe that and go, actually. OK, I'm feeling this is it nerves. Well, OK. I don't really know what it's. I could be nervous about, but maybe. Darren A. Smith I love that. Yeah, yeah. Alexander McWilliam Excited. I'm excited because I get to present to my peers and share my idea because the the nervousness comes from the unknown and the ambiguity. I'm nervous all about something. What's going to go wrong? However, I'm excited because I get to share my research and the audience get to share my story. That's why I'm excited by I use that when I go to the dentist. I hate dentists. I'm nervous, but I go. I'm so excited they get to clean my teeth. I'm so excited they get to do this. And it it calms me down a bit. So I think nerves isn't necessarily a bad thing. It's only when it becomes too overwhelming. But and there are in that steady Muni, we're going to talk about how do we sort of calm down before that kind of p

Clare Walker – Personal Values Coaching Cards | Expert Interview

Darren A. Smith — Fri, 28 Mar 2025 09:00:17 -0400

Discover the Personal Values Coaching Card deck with Expert, Clare Walker Dive into a great discussion between Clare Walker, expert in Personal Values and Darren A. Smith, MBM CEO. Here, the pair talk about why Clare is perfect author of this deck, due to her expertise, training and extensive career experience, how the deck works and what you can do to improve your coaching whilst utilising Coaching Cards. Watch the full podcast on YouTube by clicking the image above. Read the full Personal Values podcast transcript below: Clare Walker, Vodafone 0:04 Yeah. Darren A. Smith 0:06 OK, so the whole thing is probably, I don't know, 3-4 minutes, 5 minutes. You know, it's not a long video. It's as much as you want to say. Really the idea is we're helping people to understand and use them. Clare Walker, Vodafone 0:20 Well, no, I'm not. I'm gonna go the personal values. They just look at the opposite way around for the simple reason I built those as very bespoke, not bespoke. But yeah, I built them quite bespoke. Darren A. Smith 0:34 OK. Clare Walker, Vodafone 0:36 Yeah. OK. Let me go personal wrong. Darren A. Smith 0:40 So the first question coming up after I ask you who you are and what you do is what are these personal values cards all right. So we're just doing the what the what the why in the how. OK. So let me make sure you're OK with that. Clare Walker, Vodafone 0:58 Let me completely blame and just push my credit First off. I'm gonna be on video. Darren A. Smith 1:05 And then afterwards I got a different question for you. Nothing to do with the video, just something I've had your opinion on. OK. All right. I'm ready when you are. Clare Walker, Vodafone 1:13 OK. I'm ready now. Darren A. Smith 1:20 Talks, it looks real. It's good. Love the dunks. Hi, my name is Darren Smith. I'm from the world's stickiest learning. I'm here with Claire Walker from Vodafone. Claire, how you doing? Clare Walker, Vodafone 1:33 I'm very well. Thank you, Darren. Darren A. Smith 1:35 And Claire, what do you do at Vodafone? Clare Walker, Vodafone 1:38 I am the coaching and mentoring lead, so it means that I look after all things for external coaching, internal coaching, coaching resources and also training people how to have a coaching mindset as opposed to be coaches. Darren A. Smith 1:53 OK. And how long have you been doing coaching? Not necessarily just a Vodafone, but how long have you been doing coaching things for? Clare Walker, Vodafone 2:02 I started my professional or my my more structured career back in 2016, but actually through conversations and interviews like this, I realised I've pretty much been coaching all of my life. Darren A. Smith 2:14 Love that, love it. Love it. OK, OK, now we're here talking about these coaching card things. We have a number of coaching cards and you kindly collaborated with us on a particular deck. So I'm going to ask you a few questions to share with the folks that are watching. What are these things? Why did you create it and how to use them? So let's start with the first question. What did you create? What are they? Clare Walker, Vodafone 2:41 I created a deck that our personal values cards and I have them all here. Darren A. Smith 2:47 Oh yeah. Clare Walker, Vodafone 2:48 And there are 80 of them that help people to understand what their drivers, they're motivators, their way of being is. So by going through these you can really start to investigate what it is that's inside you that can. When you look at them and investigate them can cause less friction for you and greater understanding of not just who you are, but who the people around you are as well. Darren A. Smith 3:16 OK, so these are coaching cards. They look like they're the size of a playing card. OK, there's eighty of them and they come in a little box and their personal values. All right, got it. Got it. Could you show us a couple just so we can see what's written on these things? Clare Walker, Vodafone 3:32 Yes, absolutely. So each one of the cards has got a different word on it. So you can see this collaboration, there is tolerance, pleasure, passion. And as we go through the deck, they're then going to belonging dependability. Duty. Creativity. So there's 80 different words on here that when you look at them, they're not the top five or four or five words that you would normally choose as being your values. People normally say things like honesty and integrity and fairness and authenticity. This is a a bigger pattern, goes deeper and when people go through this, they choose cards that they've never really considered as being their values, but suddenly understand that actually it's really important to them to have fun or to be empathic or to belong. Darren A. Smith 4:19 OK, fabulous. And why did you create them or what problem do they solve? Clare Walker, Vodafone 4:27 Yeah, they I created them because I've been using them for some time. I mean, we always through coaching, we will ask people questions such as you know which of your values do you feel has been restricted here or which of your values could come into play here that could help you collaborate with this person or through your coaching reach your goal. And so when we started looking deeper into how you know, how we could look at these and how how we could get a range of cards. We started to really understand that when. Give people these and they start pulling them out in front of them. There are certain cards that can resonate with them and they will pick one up. I had one person picked it up and burst into tears because suddenly this time they realised it meant something to them. They'd never considered it or they haven't considered it in that way. And so it's interesting. We ask people, you know, to choose their set of 10 from this deck and out of that set of 10, you know, that's their top 10 for the day. But we asked them to to lay 10 out of this pack of 18. Darren A. Smith 5:22 Oh, OK. Clare Walker, Vodafone 5:30 The ones that resonate most with them, not the ones they think they should have. Everyone thinks I should have family and I should have love and I should have. They actually go with the ones that I didn't have family in mind. It doesn't mean that I don't value them, it's just their omnipresent. I didn't have to have them in my top ten, but people then lay out their top ten and start to recognise that actually the things they thought they valued might not be at the top of their list. People who say money, yeah, value money. Darren A. Smith 5:43 Yep. Yep, OK. Clare Walker, Vodafone 5:56 But actually realise they have none left at the end of the month. What they recognise is that further up the list are things like social interactions and. Aesthetics, so they may instead of valuing money at the top of their list, what they may value is going out and socialising with their friends, which is why they have no money. But it's more important to them at the end of the day, to have those connections with their friends than it is to have money in the bank. So you start to really see where you put your values and how you can. Darren A. Smith 6:17 Gotcha. Gotcha. Clare Walker, Vodafone 6:29 Ensure that you give focus and energy to the ones that are going to help you reach your goals. As well. Darren A. Smith 6:35 OK. And you start to touch on there the how they work, so you've got these 80 questions, you've got a bunch of folks in a room and you've asked them to pick 10 each and then just give us an idea because you've done done this a number of times, what happens? You mentioned the lady bursting into tears, but what else happens with those values cards? Clare Walker, Vodafone 6:54 Yeah, yeah, that was in a 1:00 to 1:00. So it wasn't too out there in the team. So fortunately we we sat and talked, talked through what it meant to and might have that reaction. OK. So when we do this with teams, we get people to choose their top ten and we get them to lay them out on the table. And then what? We ask people to do is look at that 10 and choose the one that feels most important to them, the one that really resonates with them, the one that's probably non negotiable. Darren A. Smith 6:58 Ah, OK. Clare Walker, Vodafone 7:20 That they don't want to live ever without. It's it's the one. And actually the one that they choose is normally the one that underpins everything else. Darren A. Smith 7:21 OK. Clare Walker, Vodafone 7:28 So if it's something like honesty or trust or respect, you'll find all family or inner peace. You'll find that everything else that they then talk about sits underneath that and relates to it. And So what we get people to do is choose their number one and then what we do is we ask everybody in the team. To say what their card is, what that means to them, so really to give the definition of what that is for them. But then why that is so important to them? Darren A. Smith 7:58 Of course. Yep, Yep. Clare Walker, Vodafone 7:58 Some people will say family, my wife, my kids. They're really important to me. And you know, because they are my life and I do everything with them. Other people will look at the same card and say family. That's the people that are around me all day everyday. And it's not just the people who are blood related. Family to me are those people who are in my work team. They in my church that are in my my social group. That's what. So it sometimes goes bigger. And we had one guy who talked about wealth. He picked up wealth as he's number one and some of the guys on the team kind of went. Yeah. Yeah, of course. Wealth. And money bags and he said no, no, I don't mean that.

Ruth Taylor – Parenting Coaching Cards | Expert Interview

Darren A. Smith — Mon, 24 Mar 2025 09:02:32 -0400

Parenting Coach Ruth Taylor Talks the What, Why and How of our Parenting Coaching Cards with MBM CEO Darren A. Smith In this exclusive discussion, Ruth touches on why her experience as a parent herself and her training as a soft skills facilitator makes her the perfect coach to have written our deck of 80 parenting coaching cards. Ruth and Darren cover the what, the why and the how of this deck of coaching cards, together with a few key pieces of advice and guidance that can be found in this brand new deck! Click Here to Watch the Full Podcast on YouTube. Read the Full Parenting Coaching Cards Podcast Transcript Below: Darren A. Smith Welcome to the world stickiest learning. My name is Darren Smith and more importantly, I'm here with Ruth Taylor. Ruth, how you doing? Ruth Taylor Pretty good today. Thank you. When I say today, for me it's night time. Darren A. Smith Good. It is. Where are you in the world? Ruth Taylor Well, I decided to move from the UK all the way to the other side of the world, so I'm currently in New Zealand. Darren A. Smith Right. OK. So it's 9:00 AM here. It's probably about 9:00 PM there, isn't it? Ruth Taylor 10:00. Darren A. Smith Oh, right. OK. Thank you very much for coming in. We've got 3 short questions for you about the cards that you created, which I can see on the right there. So the first question is: Why, in the nicest possible way, should we talk to you about parenting? What do you know about parenting? Ruth Taylor When I came to New Zealand, I had toddlers and now I have two adults who I'm very proud of. They're in their 20s now. I was very fortunate. I did parenting courses before I had parents. Darren A. Smith OK. Ruth Taylor Parents? before I had children. Before I had children and that's something that most people don't get the chance to do. But I was trained as a parenting coach and a facilitator for courses by health promotion at the time to work with parents, and I thought this is awesome. I've got this and then what I found was the reality of having your own children is. Darren A. Smith Yeah. Ruth Taylor Not quite as simple as they made out. But there were things which I was able to consider before having children, which maybe other people weren't, because obviously having gone on the courses, there was things I could talk to my husband about going. Have you ever thought about this? It was like, no. So those questions where I was thinking, well, how can we encourage other people to be able to ask those questions either before they even think about getting pregnant, when they are pregnant. And all that. So that's really kind of where the coaching clads came from and also where the sort of sections of the the cards came from. So and in my life I'm a facilitator. I I facilitate soft skill courses, communication skills, conflict management, leadership skills. Emotional literacy. A lot of things like that. So I've worked in schools, I've worked in hospitals with leaders, with parents, with children. So I guess I have a different insight as well as. How how we often think about children isn't actually how children think, and sometimes we don't think of the impact of our actions on our children. And therefore having again having card which encourages to reflect before we open our mouths or before we make certain decisions means that hopefully we'll get more of the behaviour we're looking for. Darren A. Smith That that makes perfect sense. I know. When Gabby was born 25 years ago, these things don't come with a manual and you come home and you go. I have no idea what to do. My life has changed. Yeah. Ruth Taylor The thing is, things change all the time, so these cards don't say do this do that, they say have you considered or? Where would you go for this information? So it's not a, not a guideline of saying, oh, you should pay it this way. And no, no, that's wrong. It's more case of well talk about it. Darren A. Smith Yeah. Ruth Taylor Decide as a couple because I don't know about yourself, but when I was first going out with my husband, working out how we're going to raise kids wasn't the first thing on our minds making them. Maybe you know that's that's you get your priorities right. So it's like well. How do we how do you get to start these conversations? Darren A. Smith Very true. Yeah. Yeah. OK. All right, so you've got a lot of experience of parenting. You've done a lot of courses. You practise this, and then you created these cards. So what are these parenting coaching cards? Ruth Taylor Oh yeah. So these are actually probably pretty much early on in the journey rather than later. Obviously, the journey up a parent is ever changing, engaging in fun and annoying and all the things it can be. So looking at the cards, we decided to actually go for kind of set of this 80 cards, something like that. But we broke it into five parts. Darren A. Smith OK. Yeah. Ruth Taylor And the reason for that was because, as I said, the whole preparation thing, there's a lot of people. We're thinking about having children. And this kind of like, well, what do you think about about having to what should I consider? I mean you've got the things like, can I afford it? I suppose that's a basic one, but what other things have I got here? Who do you, who are your role model parents and it's usual conversation to have with your partner, you know, who delaces good parents. Who do you see as good parents? Darren A. Smith Yep. Ruth Taylor Are you aware of the impact of technology on babies on the Super course of this one is what relationship do you currently have with your phone because that's a challenge that people might not actually consider it's like. If you are someone who spends all your time on your mobile, on social media, your child is going to disturb you. You're not going to be able to do that. Darren A. Smith Yeah, yeah. But we we see. Ruth Taylor I'm just going to push that. The cat is now meowing you can put. Darren A. Smith And it's all right. We we can't hear it. One of my my, my bugbears is when you go to a restaurant they have kids on a phone watching a film. You think. I don't think that's right for me as a parent but you know if they consider that I don't know. Ruth Taylor You got here. Oh, I'm working. In my in my day it was. Don't put them in front of the television and I admit absolute you absolutely use the TV as a babysitter. But the thing about TV is you can walk in front of it, you can unplug it, you can turn it off. Darren A. Smith Yep. Yes. Yeah. Ruth Taylor The thing about the phone is you don't know what they're looking at. You can't see what they're looking at, and you try and take that on off them. I tell you, they've got a grip like a vice. They ain't going to let go, and it's much, much easier to refuse than it is to remove. Darren A. Smith OK, OK, alright. Ruth Taylor It does not hold a concept that however hard it is you think to resist your child's desire to have one, trying to take it off of them afterwards. It's a lot harder and you will get a lot more noise, but that's that's just kind of my personal opinion. But there is a lot of research, there is a lot of research coming out to support that view. Darren A. Smith I'll get that. I'll get that. So so you created 80 questions, there's five stages. Just tell us what those five stages were. Again, I know you showed us the card. Ruth Taylor I did and then I put it down and what did I do with it? Oh, here we go. So there's preparation, which is you're thinking of having kids, and you're starting to talk about it. So how to start talk? There's then pregnancy and people might think, well, what do I need to know and talk about? Pregnancy. Well, are you someone who is going to reveal the gender of your child? Darren A. Smith Yep. OK. Yeah. Ruth Taylor Do you want a gender of your party, or are you someone who's going to wait until you have the Charter to get it named? It's a little bit tense when you're having that. The scan and your husband's going. What's accident? You go. No, I don't want to know. So it's again, it's having those conversations prior to that. Are you going to be OK with people coming up and touching your belly and or can I touch your belly? It's kicking. So you won't personal boundaries. And this is going to be different for everyone. So pregnancy. Darren A. Smith Up front, yeah. Ruth Taylor Are the vitamins you should be on. Are you doing any kind of lifestyle choices which maybe could harm your child? I mean, if you're a drinker or a smoker, are you going to give that up? These are things to consider. I don't know the answers. The third section is parenting itself. So in that first 2-3 years, the first thousand days is very important. The child's. Development. Yeah. How? How do you see? Darren A. Smith Sometimes. Wow. Yep. OK. Have you heard of that? Ruth Taylor It working as far as who's going to get up at night and how look after the kid. How are you looking to put in sort of rewards or sanctions or disciplining you know, what's your thoughts on that? How are you going to cope if the house goes to pot you know there's not it's not going to be tidy as it is now because you've got things going on is is this understood? Darren A. Smith Yeah. Ruth Taylor Let me talk about partnerships and people, which is really other people in your life who may be involved with helping you to parent. So this could be a wider family over New Zealand would say father, which is a Maori word for for your wider family. Darren A. Smith OK. Yeah. Ruth Taylor Are you looking to send your child to kindergarten or? Nursery.

The Psychology of Persuasion with Christopher | Expert Interview

Darren A. Smith — Tue, 14 Jan 2025 15:30:11 -0500

Master the Art of Persuasion With Expert Christopher Phelps, Us Ceo of Cialdini Institute Christopher Phelps and Darren Smith dive deep into the psychology of persuasion. Explore the powerful principles that can help anyone improve their persuasion skills. From understanding Robert Cialdini's six principles to actionable insights on how to apply persuasion in sales and business, this conversation is a must-watch for anyone looking to influence effectively and ethically. Click the image above to watch the video on YouTube You Can Read the Full Transcript Below: Darren A Smith: Welcome to the World Stickiest Learning. I'm Darren Smith, and I'm here with Chris Phelps. Chris, how are you doing? Christopher Phelps: Very good, Darren. How you doing? Darren A Smith: Hey, I'm good. You've just managed to solve a problem for me where I've got a stream of light from my light and, and Chris was saying, we'll put a post-it note sort of here, and you've just cracked it. It's been a problem for two years. We're off to a great start. Darren A Smith: So in this podcast we are talking about persuasion, influence, those types of soft skills. I'd like to start with a question, which is why should we and the people listening and watching listen to you when we talk about persuasion? Christopher Phelps: Yeah, that's a great question. Um, so just to give you a little bit of my background, uh, I was very fortunate, uh, and unfortunate at the same time. So I'm a dentist, uh, by trade. Uh, grew multiple dental practices in Charlotte, North Carolina, where I live on the East coast. And, um, had made this bold move of selling two of my best offices, uh, to free up my partners to be happier elsewhere, as I like to say, and took over my two struggling practices, the worst ones, so I could get back to being me, right? Get back to doing it my way. And I felt like if, if, if I could put my, all my efforts into those two baskets, so to speak, that I could do more with those two offices than what I was being held back with, with the four, right? Darren A Smith: Okay. Christopher Phelps: And so when I did that and I made that move, I then realised maybe that wasn't so smart, because now you're stuck with not the ones that were making money, the ones that are costing you money. , uh, one of which was a brand new dental practice that was costing me 70,000 a month, us in expenses, but only taking in 35,000 a month in revenue. So you don't have to be a math expert to realise that's not a good check to write each month, right? So, but what it was was a powerful motivator for me to stop, uh, procrastinating on the problems of these practices or ignoring them, right? And, and deal with them. The problem was I just didn't know what the root cause of the problems were. Okay. And so your brain is funny in that sense. That's why it procrastinates, that's why it ignores the problems, because if it doesn't understand the root cause or doesn't feel like you have the capability to solve the problem, that's what it does to quote unquote protect you. Christopher Phelps: Right? Well, at this point, knew I had to do something and dig into it. And I was fortunate that a friend of mine invited me to a business seminar, and the keynote speaker was the, the godfather of influence himself, Dr. Robert c Cini. And, you know, Cini is a professor of emus, of Mark, uh, psychology and marketing at Arizona State University. Uh, he wrote the book, influence of Psychology of Persuasion over 40 years ago, and that's what he's built his name and research around is this whole idea. And after he, he gone on stage and talked about those six principles. There was one of them in particular that was like my aha moment that I was like, yeah, that principle right there, that one is the root cause of all of my problems in my practices. Okay? So I knew he was, was in, he was an authority, right? Christopher Phelps: This guy had the answer. So I sought him out and, uh, went out to Phoenix, Arizona. Uh, I did a two day training on persuasion and influence with him and his team. And then I found out that they had a certification program so that you could actually go deeper in your knowledge. And they only take, you know, a couple people every few years out of the thousands that apply. And I was fortunate that they accepted me into the family, so to speak. And so I actually got to train under Dr. Cini directly for over a year and basically went and took these principles and this behavioural science research that I've been studying with him. And I went back to my practices and kind of use them as my laboratory, if you will, experimenting, right? Hey, if I kind of worked in this study in this scenario, maybe it might work with my patients in this scenario. Lemme try it. Well come to find out not only did we have some significant results that year, but each of those practices grew by a million dollars each three years in a row. Okay? Darren A Smith: Wow. Christopher Phelps: So, and this is doing, uh, the timeframe of this, by the way, is 2008 to 2010 when in the United States that was during our housing crisis, right? Which a similar economic turmoil like we're experiencing now with inflation and whatnot. So a time period when more dentists went bankrupt in the states than in the history of dentistry, we're growing millions of dollars a year. Okay? Okay. So automatically, because of that experience and the training with him, I drank the Kool-Aid , right? I saw the benefit of this stuff and the power of it. Christopher Phelps: When you stop making your strategies around the excuses people give you after they've said no , and you back it up and you start making your strategies around what they're really using to make the majority of their decisions. So that's what child Dini's principles tap into, right? That's at the heart of what they speak to. So why take this for me? Well, because number one, I've studied this from the man himself. Uh, number two, I've lived it, okay. Uh, I've used it in my own businesses. And then number three, I've helped countless other dentists, dental practices, as well as large corporations outside of dentistry and other industries tap into the power of these principles as well. Uh, so I've helped others see the same kind of benefits and result I have. Darren A Smith: Wow. Okay. I'm hooked . Now, before we come to the questions, 'cause you and I talked, um, let's ask top 10 questions I'd really like to know. Just gimme an example of one thing you changed in your practice that made the growth through this. Christopher Phelps: Yeah. Well, here's a simple one, right? So when we normally present an options, uh, treatment options to a patient, uh, we were actually treating them and I was trained in dental school to take them what I call up the stairs, right? So the options start low and go high, right? Mm-hmm . So for instance, if somebody was missing a single tooth, uh, the options would be do nothing, right? Leave the tooth gone, uh, do something we call a removable partial denture. So have a fake tooth that comes in and out, plastic tooth do a bridge, which is something that stays in place and kind of connects the teeth around the space. So it looks like the tooth is there. Um, and something called a dental implant, right? So we replace the single tooth that way without hurting the neighboring teeth, right? So in the past, we would present something to that effect. We'd say, Hey, do nothing, do this partial, do this bridge or do this implant. Okay? Darren A Smith: Yeah. Got it. Christopher Phelps: Well, one of the things we learned in persuasion is this thing called contrast and how, uh, what you say first sets the stage for how people perceive the next thing you talk about, and then the next thing you talk about and the next thing. So when my financial team would come in and go over those options, let's say it was, uh, $2,000 for the first option. Mm-hmm. Yeah. Uh, $4,000 for the next option, or $6,000 for the, for the high-end implant option. Okay? Each number they hear sounds worse and worse and worse in contrast when you take them up the stairs. Yeah. So one simple thing you can do is just flip the order, don't end with your most expensive item, start with that in your presentation and take people down the stairs as well. Right? There's a reason they say nature likes to take the path, at least resistance. Christopher Phelps: We want to take the path of least that takes less energy, right? So going down actually means that more people are automatically slated to say yes to not only your ideal option, but every other option underneath. So they actually did this in, in a study in dentistry where, uh, doctors were taking people up the stairs in this scenario, and then they ha half the time that's what they did. And then the other half of the time they flipped the coin and started high and took them down low. And we would all agree that if price was the sole motivating factor of why people said yes, then it doesn't matter what order you presented in right? Christopher Phelps: Up or down, you either have the money or you don't. Okay? Well, they ask these doctors, well, how much of an increase in sales of your most expensive, in this case $8,000, uh, product needs to occur for you to think this was a really good experiment? And they were thinking, man, if we had a 20% increase in sales of our most expensive product, that would be great for this year. And so I usually ask the people that same question, think about you and your industry. How many of you would love a 20% increase in your most expensive product that you sell? Right? Well, by starting high and going low, just that one little move, 540% increase in sales of the $8,000 treatment option. Darren A Smith: Wow. Christopher Phelps: One 20. Darren A Smith: And I love that it's so simple from going downstairs. I've just written it down.

Darren Smith – Negotiation Skills Training Webinar for Kuwait

Darren A. Smith — Mon, 23 Dec 2024 19:07:52 -0500

Mastering the Art of Negotiation: Strategies, Insights, and Real-World Solutions Explore the art of negotiation with a distinguished group of professionals in this Negotiation Skills Training Webinar - Kuwait. Today, we're joined by Darren A. Smith, a seasoned expert in negotiation strategies and the founder of the innovative Sticky Learning methodology. Darren will guide us through some of the most effective techniques for achieving success in high-stakes negotiations, drawing from his extensive experience. Also joining us are Suha Isaac SCV, a dynamic facilitator and partner in bringing this invaluable knowledge to Kuwait, where she has been instrumental in fostering leadership and strategic negotiation skills across various sectors. Suha will share insights into how negotiation principles can be applied in the unique context of Kuwait's culture, especially for leaders in banking, education, and investment. Additionally, we are joined by professionals like Farrah, Yousif, Hamad, and others, who will share their personal challenges and experiences with negotiation, providing real-world examples to enrich our discussion. This session promises to be interactive and insightful, offering practical strategies that can be applied immediately. Darren will dive into the sticky learning approach, demonstrating how repetitive learning over time leads to meaningful behavioural change and long-lasting negotiation skills. Click the image to watch the webinar on YouTube You Can Read the Full Kantar Market Share Transcript Below: Darren A Smith: Hello and welcome. Suha Isaac SCV: Yeah. Hello everyone? Yes. Hello, hammed. Hello, Farrah. Hello, Yusef. Yousif: Hello. Hello. Hello everyone. Suha Isaac SCV: Hi, hammed. Thank you for joining. Yousif: Thank you. Suha Isaac SCV: Yeah, we're just gonna wait couple of morning, couple of minutes until um, we have more people because they're joining. And we are gonna start in two minutes maybe, Darren. Darren A Smith: We'll just see who else attends and then we'll begin. Suha Isaac SCV: Okay, great. Suha Isaac SCV: And of course, I know it's very difficult for people to join after working hours unless they're really interested in having some insight and a new, uh, let's say a new view about, uh, any topics that will be discussed in these kind of webinars. And, uh, I assume some of the people, I, I assume they have their, uh, I think their, their, uh, kids, uh, going to exams in this period of the time. And many people, let's say busy with starting, uh, preparing for their Christmas leave. So we're, we we're hitting the ground before the 20th of December when everybody actually will be switched off. . Darren A Smith: Makes sense. Suha Isaac SCV: Good. Yeah. Good, good. So the, the mic is yours. Can, uh, Darren, when you want us to start? Darren A Smith: Okay. Well, let's, um, see if we've got a few more people coming. This will be a very interactive webinar, so if you would like to come on camera, and if you would like to join in, I'd love to see your faces and we can chat about what challenges you have and how I can help. Hi. Good. Suha Isaac SCV: Yeah, how you, Yousif: Hi, how are you? Darren A Smith: Hello. I'm good. Good. I'm good. Farrah. Hello? Uh, you are on mute just in case you Farah: . Oh, sorry. I just said hi. Hi. Uh, Darren A Smith: I did some lip reading and I think I guessed. Uh, let's see if Hamed will join us. Can we coax him out? Hamed, do you fancy join us? Okay. And we've got, uh, someone else coming in. Okay. So bear with us while we just grab the late comers. Um, if you could, um, grab a piece of paper and a pen, it would be great. Um, just be some questions. Farah: Okay. Suha Isaac SCV: Okay. I think we have, um, SIA Hussein, thank you for joining us. And I think he, you want to start? Darren A Smith: It's all right. We've got Hamed coming back, so I've just, uh, Suha Isaac SCV: Okay. Darren A Smith: Admitting, um, and we've got another person, so bear with me. Farah: Mm-hmm. Darren A Smith: No, gone again. Okay, good. We have some tech problems. Let me just see. Uh, they were here then they've got over scratch. Okay. I Suha Isaac SCV: See. Yeah. Okay. Darren A Smith: It's four minutes past. Uh, is everyone all right if we start? Suha Isaac SCV: Yeah, I think we will. Yeah. So, uh, yeah. Good. So thank you everyone for being here on time and, uh, um, I honestly having a webinar, um, it's very new, let's say concept on the, on the Kuwaiti culture, specifically the, the working culture that we need to, um, invest in our, let's say, save time or time with our families just to gain some knowledge. And sometimes people think if the knowledge is a free, so it's worthless, but that's the contradict. We're trying to giving you some very, uh, precious, informative, uh, knowledge, which will drag you, of course, to continue and pursue your, um, digging more into these kind of subjects. So negotiation is very attractive and very, uh, let's say, let's, let's say it's very vague sometimes because people think, uh, the negotiation is just, let's say I can read a book and I can negotiate with any kind of clients I have, or partner or family or even our kids or whatever. Suha Isaac SCV: So negotiation, it's a little bit, uh, um, uh, there's a methodology and there's so many schools. Darren has one of very, uh, very, uh, interesting school of, uh, delivering this kind of knowledge called the sticky learning for that time. Uh, let's say partnering with Darren to bring these kind of, uh, methodologies to Kuwait, to empower our leaders and our, uh, let's say our experts in banking, education and investment, other kind of sectors, how they will negotiate, um, specifically in gaining, uh, the deal. There is a book written by Trump called The Deal, and this is how this guy or Trump reached the presidency. The deal, uh, I, I'm, I'm honestly ordering the book and I'm gonna read it because this is how people negotiate. It's all based on negotiation. So I'll leave the floor for Mr. Darren to introduce, to introduce himself and what is the sticky learning methodology that he come up with regarding the negotiations. So, Darren, please go ahead. Darren A Smith: Thank you. I'm gonna start with a question 'cause I don't like talking about myself. The question for everyone here is, what one problem would you like to solve in negotiation? And let me see if I can help you in the next 30 minutes. Now I've got a whole agenda of things, but if you could put in the chat or tell me what one thing do you wanna solve? Farrah, please. Farah: Um, I think especially as a woman, I think there's a gender aspect to it. So I kind of wanna get what I want without seeming too pushy. 'cause I think that pulls pushing men, especially who are sometimes usually your manager away when you're being too pushy. Darren A Smith: Oh, lovely question. Gender aspect. Alright, so I'm gonna talk a bit about push and pull in a little while. That's the bit I'd like you to look out for, which I think will help. Okay. Someone else, what's the one thing you'd like to solve so you get some value from the time you're spending here? Ef. Just 'cause you are here. Oh. Oh, Ahmed, go on. Ahmed, what's yours? He jumped in. Ahmed: Yes. Hello. Mr. D and Mrs. Suha Isaac SCV: Yes. Hello. Ahmed: Hi. Uh, actually one very frequent problem B is working in risk management is in, in many, in many ways, uh, finding a middle ground. Uh, and when we propose a solution for certain risk situations, uh, we find it difficult to mediate sometimes between different parties. I mean, just to reach a middle ground between different, uh, sides of the, of the argument. So that's, that's something that I'm frequently faced with. Darren A Smith: Okay. I think I understand what you're saying, Ahmed. I've written it down. Let me see if we can crack something here together. We also have about 10 minutes at the end for q and a. Um, who else would like to share, uh, one thing they'd like to solve in negotiation skills? Yu it's just 'cause you're in my eye line. Yousif: Yeah. Yes. Yeah, yeah, yeah. Hi. Then, um, uh, actually, uh, if we want to talking about the, uh, uh, uh, communication, how we, how we make the communication easy for the another parties. Okay. So, uh, for example, if we want, if we want to give any solutions about something that we have in our works, how we are summarize it and give it an easy way, easy idea or easy uh, uh, thinking. Darren A Smith: Lovely, lovely question. Alright, we'll just ask one more person, see if they've got something and then we'll move on. One more person. What do you have that you'd like to solve here today? Okay, we have no takers. Oh, Darren A Smith: Hamad. Go on. Hamad: Um, I'm always being afraid that I get outsmarted and being rejected. For example, I'm the head of customer service, so I always, I'm always in demand for something for my people and my managers always being, you know, outsmart me in something and then they reject it. Darren A Smith: Mm. Okay. I'm keen to know more. I'm not sure I can get it. Just tell me another 20 seconds on that so I can understand it a bit better. Please. Maybe an example, Hamad: Uh, for example, I always wanna expand my teams. I want some help from, I want some help for, uh, uh, increasing my head count, you know? Yeah. They always got something to reject me, like, improve your sales. Then we'll talk, do this and then we'll talk. Darren A Smith: Okay. Okay. I might have something for you, Hamad. Hamad: Alright. Okay. Darren A Smith: I may do right. We've got about 30 minutes together. So is everyone ready to rock and roll? Cool. Fabulous. Alright. First thing I'm going to do is let's talk about sticky learning. Not us promoting ourselves, but in terms of why don't we achieve behavioral change after training. What are your thoughts?

Derrick Chevalier – Negotiating the Rope-A-Dope |Expert Interview

Darren A. Smith — Tue, 10 Sep 2024 16:27:30 -0400

How Embracing Nervousness and Understanding Human Factors Can Transform Your Deals In this podcast with negotiation expert Derek Chevalier, we dive into the secrets of mastering negotiations and transforming your approach from amateur to pro. Discover how to leverage your own nervousness to your advantage with the surprising strategy of "rope-a-dope," and learn why understanding the human element in negotiations is crucial for success. With insights that go beyond mere tactics, Chevalier's advice reveals how to effectively manage complex negotiations, understand the hidden roles of all participants, and craft strategies that make you the master of your negotiation game. Ready to up your negotiation skills and walk away with better deals? Read on to uncover the key strategies that will give you the upper hand and turn every negotiation into a win. View this episode on YouTube by clicking the image below. Click the image to watch the podcast on YouTube You Can Read the Full 'Rope-a-dope' Expert Interview Here: Darren A. Smith: Alright, alright. Welcome to the world stickies. Learning my name is Darren Smith and my guest is Derek Chevalier. Now Derek and I were just having a great conversation because I was saying how do you pronounce your surname? And you were telling me it's French and it means nice. Is this right? Wow. Derrick Chevalier: OK. Yes, yes, that's it's actually a title, right, a Chevalier or knight. Darren A. Smith: You said so much better than me. Derrick Chevalier: Ha ha ha. Darren A. Smith: And also we were discussing Smith and I was saying how boring it is and I love your surname. I love it, I love it. But let's get down to why we're here. Derek, you're an expert on negotiation. I'm going to ask you a question which will be a little bit tough, but I know you'll take it in the right way. Why should our listeners listen to you when I ask you questions about negotiation? Right. Have you been doing it a while? Derrick Chevalier: Ha. I've been doing it awhile and I think the benefits that can come from the experience that I have is that people can transform their interactions with other human beings. Darren A. Smith: Nice. Derrick Chevalier: It's a process that can be adapted to virtually any element or aspect of both personal and professional life, child rearing to business, yeah. Darren A. Smith: Yeah, yeah. I mean I always say in negotiation, I can negotiate with anyone. But my kids, you know, they just win. But you know, we both know that. Derrick Chevalier: Exactly. Darren A. Smith: Now I've got. Derrick Chevalier: The younger they are, the more true that is. Darren A. Smith: Oh, I want a lolly. I want a lolly. I want a. Oh, come on. You've worn me down. Have 4 lollies, alright? So you and I were talking about this a couple of weeks ago and I said well, let's ask the questions that people are asking on Google, which I've got here. And you said, yeah, you can answer those questions. So that's what we're going to do. We're going to ask you the questions that the folks are mostly asking on Google, like 10,000 hits a month, alright. Derrick Chevalier: OK. Sure. Darren A. Smith: So let's start with the first one. Nice easy one to get us going. What do you mean by negotiation, that's what the folks are asking. Derrick Chevalier: Sure. So it's a formal or informal process of either conflict resolution or problem resolution. Essentially. That's as simple as it is, you know, a process for resolving. Darren A. Smith: I like it. Derrick Chevalier: Either issues or questions or conflicts. Darren A. Smith: Alright, nice. Nice. Alright, nice and simple. For folks watching or listening to this show and they're thinking I can't negotiate. I don't like negotiating and I avoid it. Just a couple of thoughts for them before I move on to our second question. Derrick Chevalier: Right, sure. Quick disclaimer, everything that I'll talk about is based upon the proprietary negotiation framework that we use in Harrison Chevalier. So that is actually called CNSUF or snuff negotiating for short, right? So right. So. Darren A. Smith: Locked up. Right. Snuff locked it. Yep. Derrick Chevalier: If we're looking, go ahead. What was the question again? I wanted to give that disclaimer. Yeah. Darren A. Smith: Yeah, yeah. Yeah, cool. So if there's folks out there that are listening or watching and they're thinking, how do I negotiate? I don't like this negotiating thing, isn't it just people who bang their fists on tables? I know it's not, but go on. Derrick Chevalier: Yeah. Sure. Right, that's such a great question because I've learned over, especially in the last couple of years. We've done a lot of research and found that people are reluctant to negotiate. And that also a lot of people believe that negotiation can be learned simply through experience. So here's the rub. Whether you want to negotiate or not is a choice, but we are always negotiating because essentially, by the very definition that we just shared. Every interaction with a human being, and if you look at the pundits in Physiology, it's a great book called *The Body Keeps the Score*. Derrick Chevalier: We are both negotiating with ourselves, but we are certainly negotiating every situation and every interaction that we're in with other human beings. The question is, are we doing that by osmosis because we are impacted by our sociology, education, the political system that we grow up in, and the institutions we're raised in. So are we doing it on purpose or by mistake? I would say that the difference between a layperson and a professional negotiator is that they're engaged in the same process. One is using a formula as if a cook or a baker would use a recipe and another is doing it by rote memory or by experience. Darren A. Smith: Nice. I like that. I like that. I like the recipe metaphor with the cook and the baker. Just come back to *The Body Keeps the Score*. I haven't read that one, but I assume it's on Amazon and blah blah blah. OK. Derrick Chevalier: Yeah. Yeah, yeah, yeah. That's a great book that talks about the fact that very much of what and who we are is a part of where we've come from. And that particular book talks a lot about trauma and it talks about the trauma that we experience all the way back into the womb, being a part of our DNA and writing part of the script for who we become. Darren A. Smith: OK. Derrick Chevalier: And how we handle situations that we're involved in, what memories trigger us into various mental, physical, and physiological states, right. So. That's why somebody can hear a door slam. I was a combat veteran and that's why somebody that's been in an acute situation can hear somebody raise their voice or have a particular tone of voice, speak at a particular pitch or rate and immediately be triggered into a physiology that was part of their upbringing, right? So. That is going to occur when we're interacting with people, which is why it's very important to be mindful of not only what we say, but how we say it to whom we're speaking to. Darren A. Smith: In episode 2 that you and I are going to do, I'm going to segue you into that. We're going to talk about you being a combat veteran, but right now I'm going to move on now just for the folks at home. I want to give them a snippet. So we're going to make this some big stuff and some small stuff. When they're in conflict and negotiations, conflicts, it's problem solving, it's getting something resolved. Have you got a small top tip we can give to these guys? And they're like, oh, give me something. Derek, give me something. Derrick Chevalier: Alright, that's OK. No, that's fine. Sure. Negotiate people and not problems. Darren A. Smith: Oh oh, you've got to expand on that. I love that. Go on. Derrick Chevalier: First of all, most people are focused on their wants, their needs, and the desired outcome so. Darren A. Smith: Yeah. Derrick Chevalier: They are focused on the details of the issue, their position versus their counterpart's position. But. We're dealing with human beings, so a lot of you think about chess. Chess is often a great metaphor for negotiation, right? And also sport. Are a great metaphor for negotiation. However, in the snuff framework we talk about well, where isn't chess a good metaphor? Well, here's where it's different in chess than in life. In chess, every chess board, no matter what it's made out of, comes down to 8 squares, 8 down and eight across. We know who the players are, and every player has a prescribed role. Darren A. Smith: Good. Derrick Chevalier: A role they can only move at certain times. They have particular limitations and no matter where you are in the world, those limitations are the same. There's only been a couple major changes in chess in the last 400 years, so we know what the rules are and we know what the players' positions are. That is not true in life. We don't know who. We may know what their titles are, but we don't know who they are. We don't know what role they're playing in that negotiation. Darren A. Smith: Mm hmm. Derrick Chevalier: We don't know their limitations in terms of power or capability and we don't have access to the same input that they do. So therefore that human interaction is much more complicated because you want to identify the role, position, and objectives of the person you're interacting with. By contrast, here's sport. Darren A. Smith: OK. Derrick Chevalier: And this comes down to what we'll talk about a little bit is transactional negotiation. So many people use sports as a metaphor for negotiation. All right, snuff point. What is the difference between life and between sports? That's a big one. In a sports competition, whether it's cricket or tennis or bowling or football or soccer, whatever it is. How many people can see the scoreboard? Darren A. Smith: OK, alright. Derrick Chevalier: How many?

Johan Olwagen – Whole Brain Thinking | Expert Interview

Darren A. Smith — Tue, 05 Mar 2024 13:24:10 -0500

Dive Into Whole Brain Thinking In this episode of "The World's Stickiest Learning," hosts Darren A. Smith and George Araham engage in a deep dive into Whole Brain Thinking with expert psychologist Johan Olwagen. The discussion revolves around the HBDI (Herrmann Brain Dominance Instrument) model, exploring its applications and insights. With Johan's extensive experience since the late '90s and the hosts' own encounters with the model, the conversation delves into the value and impact of Whole Brain Thinking. Get a comprehensive understanding of HBDI and its relevance in leadership development and personal growth with this podcast! View this episode on YouTube by clicking the image below. Watch the video if you're more of a visual person You Can Read the Full Kantar Market Share Transcript Below: Darren A. Smith: Welcome to the world. Stickiest learning. I am absolutely pleased that this title will be a deep dive into whole brain thinking with our psychologist, Johan. Johan, how are you? Johan Olwagen: I'm very well and thank you for the opportunity guys. Darren A. Smith: And we're here with George as well. Hi, George. You good? George Araham: Hello. Hi, good and you? Darren A. Smith: All right, so we'll ask these guys to introduce themselves in a moment. What we're looking to do here for the next 30 to 40 minutes is a real deep dive into HBDI whole brain thinking to understand this thinking preference tool. And we've got our expert here. And George and I are going to grill Johan to within an inch of his life about HBDI because he's been using it for about 500 years. Johan Olwagen: Excellent. Looking forward to the challenge. Darren A. Smith: All right. Well, let's start with George. George, would you just tell us 30 seconds about you? So our listeners know who you are before we get stuck in. George Araham: Sure. So I'm actually NSO blog writer and I've been collaborating with Darren on HBDI. Which is a fascinating assessment tool. I also have my masters in marketing, but that's boring stuff so I don't really like to talk much about it. I did write an international best selling book on relationships, so yeah, that would be me in a in a nutshell. Johan Olwagen: Trans. Darren A. Smith: Well done. Well done. Thank you, George. Very welcome. Johan, would you just give us 30 seconds about you? And also I'm going to ask you that tough question, but in the nicest possible way, why should we listen to you when you talk about HBDI, please? Johan Olwagen: Well, first let me introduce myself. I'm a clinical psychologist in South Africa. I have been working in the field of leadership development since 1995, went through a number of iterations in my career. Why should you listen to me? Passion, excitement and impact? I really am passionate about getting people to change and working with people so that they can thrive and grow in whatever they intend in life and purpose in life. Darren A. Smith: Fabulous. Fabulous. Thank you. Thank you. George Araham: Hmm. Darren A. Smith: And how many years have you been, Johan working with HBDI whole brain thinking. Johan Olwagen: Well, in the late 90s, we had discovered it. A colleague of myself and we wanted to get a hold of the HBDI and it was provided to somebody else to run the business in Africa. And so I haunted this person down in 2001, made-up with her. She was the CEO of Herman International Africa and just said, I need to talk to you. We need to get together. We need to. Utilise this tool because I found absolute value in it so since 2001. In a couple of decades now. Darren A. Smith: And I didn't know that before we started this, but I had my first profile done when I worked for Sainsbury's, a supermarket here in 2001. Johan Olwagen: There we go. Fantastic. Johan Olwagen: Again. George Araham: Interesting, that's a similarity. Johan Olwagen: Absolutely. Yeah. Darren A. Smith: So we've got about 50 years between this of Herman thinking. Wow, wow, wow, wow. OK, OK. Brilliant. Brilliant. So we've got some credibility. We've been using it for a while. And in this room, I think we've got a red, a yellow. And I think we've got some blue as well. So we might be missing green. But as we've said in our preparation, George wore a green shirt. So we've nailed the green. Lovely. George Araham: Yeah. Darren A. Smith: All right, we're going to come over to George for our first question and then we'll take turns, I think, and we'll build on those. So, George, what's our first question for Johan, please? George Araham: So I'm going to start hard. I always like to jump deep into the subject, so I'm going to start by asking like today in it's very trending that companies are very much masking in land of like they tend to be very rigid in their approach and a lot of employees prefer the freedom of choice which they are not being given. I'm not going to go deep into it but like this like this is. A bit of context around the question, so my question to you, Johan, is how would you as an employee for example? George Araham: That has a blue, a yellow, a green, or a red personality type. How would you cope with this problem? Yeah. Johan Olwagen: All right, so I want to say this first upfront because, as you've mentioned the word personality part, I think it's definitely more thinking preferences. So for me, the starting point is always this: how you think is how you act is who you are, because our thinking, if we look at the behaviour that people display, behind that is a lot of thinking, and you're so right. I mean, we all grew up with particular thinking patterns and ways of doing things. Organisations need to understand that we're in a new world of work. It's a VUCA world, volatile, uncertain, complex, and ambiguous, and so the old ways of being and the old ways of thinking. George Araham: Yeah. Johan Olwagen: What got you there is not going to take you here. And I think that's a critical understanding in that changing world; we've literally got to learn to shift our thinking gears, if I can use that analogy because if we don't shift the thinking gears, the elements of the model that you don't apply will bite you in the end. In other words, if we really look at whole brain thinking. It really implies for me that we need to climb out of our comfort zone. We can't expect other people to change. Johan Olwagen: Or to accommodate us, we need to do that accommodation. And so what you will find in the new world of work, especially with the new generations, very flexible, very open, very willing to discover and explore. And unless you shift that gear to also accommodate them, you're going to run into difficulties. And we see this. How do we see it? We see it in organizations that want to force people back into the workplace. Johan Olwagen: That are not open to work from anywhere, and they're running into difficulties and we can talk about what the kind of leaders are that do that. But I would say that shift your gears. It's a new world. It's a different world and you know Justin Trudeau, the Canadian Prime Minister, said in 2018 already. Johan Olwagen: That the world has never changed as fast as it is changing now. Think about that. The world has never changed as fast as it's changing now. It will never be this slow again. So unless you accommodate that, unless we are agile, we run into difficulties, so I'm not sure if that's answered the question directly, but that's a start. Darren A. Smith: All right. Well, I've got a subsequent question off the back of that. So if I'm one of those colors, I might assume that the Greens might struggle with this more because they're more rigid in their thinking than the yellows. I'm happy to be wrong. I'm just sort of mulling this over. What do you think? George Araham: Yeah. Johan Olwagen: So, so. So let's talk about what those colors are. You know, if you think of in the whole brain model, yellow is about holism synthesis, integration, it's about innovation, forward thinking and and I think if one can use the F word for yellow, it's about future. So how do we how do we accommodate this future? Johan Olwagen: Blue very much about goal-directed focus is the F word there. How do we solve this problem? How do we deal with the issues? How do we capture the chase, whereas for green, green wants a format? Once structure it wants clarity, it wants certainty. If you think about it, green very often. Struggles with change. It's not that they can't change. George Araham: Yeah. Johan Olwagen: But the change must; they need to be able to see how that change is going to add value and what the process is going to follow. So now post COVID. The world has changed. Suddenly, people are working from different places. New demands are coming in and blue says, excuse me. What part of did you not understand? You get back to the office. This is how we've done it. Green says hello. This is a workplace. Can you just come in here? There's due process and policies that we need to follow. Yellow says, whatever. What policies? What are you talking about? Alright. And then obviously the Red Quadrant people-oriented collaboration. Johan Olwagen: It's about teamwork now. Can you imagine? They run into people who tell them this is how it will be. Yeah. An office space or a factory space? There's no problem. They do it immediately. But if it doesn't make sense. So what do you want? Do you want me to spend time and hours? Or do you want the output? And does it matter where you get the output? Or is it where you want me to be? The green quadrants if for them they can see. How it unfolds sequentially and how ultimately it would add value. They will buy in, but don't you come and just change things for the sake of changing. Johan Olwagen: Yeah, let's go. Where do you want me to work? I'll work. I can be anyway, but but certainly I think all of those quadrants are open to change that or yellows.

Where Do C-Suites Go for Support? | Expert Kim Randall

Darren A. Smith — Mon, 27 Nov 2023 10:18:02 -0500

It Can Be Loney at the Top - But C-Suite Coaching Cards Can Help Join C-Suite Coach, Kim Randall and our very own Darren Smith, as they talk about support for C-Suite (executive-level managers). Face it, sometimes it gets lonely at the top, especially when everyone is rushing to you for support. Explore Kim's passion for delving into the human side of leaders, helping them to connect with who they are as a person as well as a leader. If you're a leader or want to offer support, make sure to check out this podcast. Click the image above to watch the episode on YouTube! You Can Read the Full C-Suite Transcript Below: Darren A. Smith: Hello. You're at a podcast. Welcome to the world's stickiest learning. We're with Kim Randall and also Pudding who you're stroking there. Kim-Adele Randall: I am to try and get him to not join in. I think he might be the more vocal of the two of us this morning. Darren A. Smith: It's probably true. That's probably true. The title of our podcast is where Do C-Suites go to for support now? I'm joined by Kim, who is a C-Suite coach. Is that right? Kim-Adele Randall: It is. Darren A. Smith: OK, now in the nicest possible way. Kim, I'm going to ask you, why should we listen to you about this? Kim-Adele Randall: Great question, Darren. So I guess for me, I started off as in C-Suite and was there for a number of years. And then when I became a mum, I decided that I could have a bigger impact by coaching of the C-Suite leaders. Having been there and realised that it might be lonely at the top, but it's certainly not quiet. Everyone is looking to you for the answer. Everyone expects you to always be on your game. People forget that our cease suite leaders are people 1st and leaders second and we are all perfectly imperfect. We have things that go wrong in our lives. We don't always know the answer. Darren A. Smith: True. Kim-Adele Randall: We're not always feeling like we're firing on all cylinders and so if we can, when we understand the human side of that C-Suite, that was one of my passions as part of my purpose, which is how do we help those C-Suite leaders connect with who they are as a person as well as who they are as a leader and give them that support? Because no human being in the world can survive without support for long. And it's this way you think the phrase comes from lonely at the top. I think so, yeah. Because when you get to the top, you both from. From my own experience and also from, you know, coaching at hundreds of other C-Suite leaders, one of the things that is so common throughout is we all fear becoming irrelevant. Kim-Adele Randall: And when you get to the very top, you know that everybody wants your job. You're doing one of you, so there's nowhere to go. So actually all you are is hanging on for dear life until somebody comes to step into those shoes and that is that plays in, in their head. It's that, you know, am I still adding value? Am I still relevant? Am I still doing stuff? Cause where do you go for your help? You can't. If you have those moments of doubt, we all have them. You know, in Process syndrome hits us all at some point in our life, you kind of go well, where, where, where do I go? Darren A. Smith: True. True again. Kim-Adele Randall: So I'm having this moment of doubt and I can't go to my direct reports because they're one looking to me for support and equally looking for any element of weakness so that they might be able to take and I can't go to the board because they might doubt my confidence or credibility and therefore you know that might have ramifications. So where do I go in those moments? Where I need to get out of my own head and we all know that we all have blind spots for the reason we're blind to them. Kim-Adele Randall: So no amount of looking at ourselves in the mirror is going to highlight those blind spots. What we need is a sometimes a sounding board, sometimes a trusted advisor, sometimes just a safe space where I don't know if you've ever had these moments, Darren, where you've been saying something in your head for a long time. So plausible, it's so likely to be real. Darren A. Smith: Yes. Kim-Adele Randall: And then you say it out loud to another human being, and at that point you go. So can I don't help you or I've just heard from myself how ridiculous that is But you need that space to be able to do it, cause saying it's yourself in the mirror still sounds plausible. Related resource - C-Suite Coaching Cards Click the image to watch our C-Suite coaching card video showing you what you get in the deck and how to use the cards >> C-Suite Coaching Cards > Branded C-Suite Coaching Cards

Chelsea Kirk – EDI Coaching Cards | Expert Interview

Darren A. Smith — Thu, 16 Nov 2023 15:00:04 -0500

Cultivating a Culture of Belonging Join us as we explore Chelsea Kirk's profound perspective on EDI (equity, diversity, inclusion) and, above all, the significance of belonging. Discover how these principles can transform workplaces into vibrant ecosystems where every individual feels valued, heard, and empowered to contribute their best. Also, we talk about the EDI Coaching Cards and how valuable they can be. So get ready for a journey that goes beyond the surface, into the heart of creating workplaces that truly reflect the diverse tapestry of the world we live in. Click the image above to watch the full episode on YouTube! You Can Read the EDI Coaching Cards Podcast Episode Below: Darren A. Smith: Welcome to the world's stickiest learning. I am absolutely over the moon to have Chelsea Kirk with us. Hello. Chelsea Kirk: Hello, thank you for having me. Darren A. Smith: Hello how are you doing? It's Friday weekend soon. Chelsea Kirk: Absolutely super excited. Darren A. Smith: Good, good, good, good. Now we wanted to ask you to come to our podcast because you're an expert on EDI, is that right? Chelsea Kirk: That is. Darren A. Smith: OK. So Chelsea, would you tell us what you do and in the nicest possible way, why should we listen to you when you talk about EDI? Chelsea Kirk: Yeah, of course. So my current position is head of equality, diversity, inclusion at the Queen Elizabeth Hospital in Kings Lynn been in that post for around 2 1/2 years and done EDI for probably near enough four years. Darren A. Smith: Wow. Chelsea Kirk: And kind of a generalist for about 8 years in HR prior to EDI. I suppose in terms of listening to me, I've got kind of a lot of experience in sort of that HR field in the EDI sort of field and landscape and. Darren A. Smith: OK. Chelsea Kirk: We're quite well connected with different sort of professions and different EDI leaders, and I think as well sort of keeping yourself current. It's really important that you know, as the landscape evolves constantly, it is around, how do you kind of keep yourself current? So you know, well connected, you know, net networking with different individuals. It is really important as well. So I would say in a roundabout way that that to sort of summarise. Yes. Darren A. Smith: Alright, alright, cool. Cool, cool. So EDI is something that's relatively new to most people, although it's becoming, dare I say, on trend, it's becoming more topical, which is a good thing. So if I new to EDI, would you just summarise for us what is this thing and why should we start understanding it better? Darren A. Smith: Run. Chelsea Kirk: Why is really important one? I think creating that sense of belonging in the workplace, having that safe space to be their true authentic selves and bring their whole selves to, you know, the workplace. And I think that for me is really, really important. And I think as you know, EDI has really sort of grown over the last sort of few years. I think there's a few topics that have really elevated that. So I think you know the Me Too movement, the Black Lives Matter. Employees who feel welcomed contribute to a healthy workplace environment Chelsea Kirk: Have really sort of pushed the dial and organisation. Darren A. Smith: There. Chelsea Kirk: Sort of. You know, waking up to some of that and, you know, EDI is becoming quite a top priority in organisations and now becoming that golden thread through it all really. Darren A. Smith: Yeah, and what about organisations that are still sort of we're too busy, we've got too much on, we're just not going to think about this now, does it matter? Why should they really start thinking about it and caring about this stuff? Chelsea Kirk: Yeah, I think it is really, really important. I think because you know similar to what I've said, it's about how do we ensure that our workplace is safe for people to be there, to authentic selves, but also what is creating organisations, EVP, what is making me want to join your organisation. So you know, if I look to apply what is enticing me, what do my, what do the values bring? What does the culture bring? So I think it's really important that organisations have an EDI function. Darren A. Smith: Wow. Chelsea Kirk: To really drive home that you know, within our organisation, within the AHS, we have a really diverse workforce. So over 70 different nationalities in our workforce alone, you know 27% of our workforce are black and Asian minority ethnic background people. So it's really important that actually organisations have an EDI function within their within their sort of set up. Yeah, yeah. Darren A. Smith: OK, OK. And just so you can bring it to life for us, what do you do day-to-day? Because I I get it, but I'm thinking what does, what does Chelsea do? Do you go and talk to what do you do? Darren A. Smith: OK. Chelsea Kirk: Absolutely. It is really about networking, engaging and talking to people. So a large proportion of my role is leading the staff networks. So we have reach which has raised ethnicity and cultural heritage disability. LGBTQ plus and spirituality. So again, it is about leading the programme of work that's happening in those, those networks supporting the chairs and Co-chairs with delivering some of that piece of work as well. Chelsea Kirk: And I think importantly, is around what is it that we're doing? So monitoring that progress and tracking that, but also celebrating the diverse cultures that we have in our organisation. So working with them to go, you know, prize coming up, what are we going to do as an organisation to support that event? The Black History Month, what are we doing to support that? So a lot of my sort of work underpinned by kind of our staff network and driving that, there's a few sort of mandatory elements that we have to do. So when we look at our res and Dez, which is the workforce race equality standard. Darren A. Smith: OK. Chelsea Kirk: The workforce Disability equality standard that is something nationally we have to sort of annually submit data and track and monitor our progress. Darren A. Smith: Yeah. Chelsea Kirk: So there's a few things that kind of legislation Equality Act that we have to sort of, you know, guide ourselves with. But there'll be the other stuff that is the kind of staff networks engaging with colleagues around these. These are things that we are doing in the organisation to make it more inclusive. You know, what more can we do building those relationships and connections because communication is so important? Chelsea Kirk: To kind of really cascade and share what we're doing as an organisation and how that's making, you know, improvements for our staff. Chelsea Kirk: Yes. Yeah. We love an acronym, don't we? Chelsea Kirk: Yeah, yeah. Darren A. Smith: OK, OK. Res and des, I've never heard of those acronyms. I get it. OK. Yeah. So you the, they're probably quite normal, aren't they? Like resident days everyday. OK. All right. That was brand new to me. OK. And what? What's something that you've been proud of over the last couple of years in this changing of EDI, making people feel more included. What have you done where you go? Do you know that was brilliant. Darren A. Smith: Mm hmm. Darren A. Smith: Yep. Chelsea Kirk: Oh God, there's quite a couple I would say, but we did a reverse mentoring programme and we partnered with an external organisation called Remedy Project. So reverse mentoring for EDI and it was led by Stacey Johnson, who sort of is the leader of the organisation and she's supported it with that programme. And I think we had some real, really powerful moments and conversations and feedback about their experience. Chelsea Kirk: So we have senior leaders that were being mentored by junior staff with a lift experience and really kind of how do they share that? How do they know that and how they more aware themselves as a leader? So really put themselves in their shoes and you know, walking alongside them in some of those lift experience elements and that really did spark some really good conversations. Some were difficult, a time for some of them that were in those pairs together. Darren A. Smith: Yep. Chelsea Kirk: But some were really, really good and we got some, you know, really positive feedback. I think we developed the EDI calendar, which again is really important for me. Education is so important for us to learn and change as people, but also as leaders and managers as well. So that EDI calendar also guides us around, you know what events are really important to our staff and how we going to celebrate that as a, as an organisation, as a network, as a community. Chelsea Kirk: But also what is? What is, you know, black history? if I didn't know what Black History Month meant and what the history is, I can go on to that platform. It's interactive and you can find out more about that event or that day or that month in particular. So it helps one that person, but also two helps you know potentially their team because they're more aware of if they do have someone in their team of a diverse background and they could be more aware of different culture dates that would be celebrating, you know, checking in asking those important questions so. Chelsea Kirk: I think there are a couple of sort of proud moments really. Darren A. Smith: Lovely. And you see, is it Diwali at the moment Diwali, it is Diwali, Diwali because. Chelsea Kirk: Yeah. Yeah, Diwali. Yeah. So we had an event this week actually and one evening this week. So again, love culture, bringing it to life and having our staff there celebrating with them. So yeah, happens over 5 days. Chelsea Kirk: Yes, that's it. Yeah. Of light? Yeah. That's it. Yeah. Yeah. Yeah. Darren A. Smith: Lovely. I only know because there's a lot of lights on houses around here which are early for Christmas. I say. Oh,

I Can’t Get My Prospects to Reply, What Can I Do? | George Araham

Darren A. Smith — Wed, 08 Nov 2023 14:24:50 -0500

Use HBDI to Get Your Prospects to Reply Are you fed up with not getting hold of your prospects? Learn to use the HBDI quadrant to your advantage and get prospects to reply. Join us in this fourth instalment of this HBDI series with Darren Smith and George Araham. You Can Read the Full HBDI Transcript Below: Darren A. Smith Hi and welcome to the world's stickiest learning. I'm here with George Araman. George, how are you? George Hi Darren, I'm good. How are you? George I'm sure it won't be. Darren A. Smith Hey, I'm good. I'm good. I'm excited about our next podcast, so I'm gonna read out the title 'cause. It's a bit of a mouthful, but I think it works. I can't get my prospects to reply. Use HBDI to get your prospects to reply. So that's the title of our 4th podcast on HBDI. George is going to be excited for the next 20 minutes. What do you think about that title? Finally, get prospects to reply Darren A. Smith That's certainly the plan. George Well, show me the money like they say so I'm pretty sure people are gonna like our audience are really gonna love it. George Yes. Darren A. Smith Fantastic. Fantastic. So let's do a few minutes bringing people up to speed on HBDI so we don't want to make an assumption they know now you've kindly lent us your profile for HBDI. So HBDI is the Herman brain dominance instrument. It's a way of understanding how people think. And this is your profile. It's split into four quadrants as everyone's is now. George, what does the left brain normally mean? George So the left brain is more of the rational brain. It's more of the logical brain. Whereas the right side of the brain is more the emotional side of the brain or more, the idea, the onceptualising side of the brain. Darren A. Smith Fantastic. So HBDIL, Hermann, asks us to understand our thinking preferences. Now, Hermann. Ned. Herman back in the 70s, split it also into the top half of the brain in the bottom half of the brain, giving us these four quadrants. Now, Herman, colour them as well. Obviously, they're not coloured in our head, but they are coloured here. So the further your profile goes towards this outer circle, the more you prefer to think in that way. But you can do all four of these. George Yes. Darren A. Smith Alright, now let's see from our other podcasts. George, what does the Blue quadrant mean? Darren A. Smith Yes. George So the blue is analytical side of things. This is the part where I don't really enjoy doing for me. Facts tend to be more boring, very flat, and very not imaginative. I'm more into the imagination side of things. The creativity. I think Leonardo da Vinci would agree with me somehow. Yeah. Darren A. Smith I think he was. I think he worked and you're in good company. Alright. So this is the fax. The fax quadrant will use an F just to make it easy. This is the future quadrant. And you talked about creativity. Entrepreneurs love this quadrant and this is where you are. You're quite creative. Lots of ideas. Then as we come down here, the Red Quadrant. Let me quiz you. What's the red quadrant? George So the Red Quadrant is more about the relational side of the quadrant. It's more like we liked how we relate with others. It's more about the passion we bring into it. It's about like you mentioned in one of our podcasts that for example, the red is very important because they tend to bring the team together and it's so even if sometimes people might think they're not really actually adding value, they are in the back scenes and they're really. Only the team together in a very efficient and effective way and even energising others to have better and more efficient results. George Yeah. Darren A. Smith You're absolutely right. You're absolutely right. And it's the Red Quadrant that largely gets to dismissed by people because it's emotional and particularly as a British man, I'm not supposed to show any emotion. I get that. The thing is, it's the red that drives us. You know, it chooses our career. We're passionate about retailing or engineering or whatever it is. It all comes from this Red quadrant. Let's move on to our last quadrant. Coming back to the left brain, now green, this is our project management. So this is feeling. George Planning. Darren A. Smith This is form. What do you remember around the green one? George So green is about planning. It's about structures, it's about systems. It's about like building systems, following structures, following rules, following guides. Being very like efficient on time, it's about time management. It's about all those like Stricker to the rules and very particular and very it's a box basically putting someone in a box. Darren A. Smith Perfect. Perfect. All right. So our four quadrants go blue, which is our fax based quadrant over to yellow, which is our future based quadrant. Red is our feelings quadrant and form structure is our green quadrant. Now just to reiterate, we can do all four, but the metaphor I use because I'm a yellow, I'm a creative, I talk in metaphors. I get that and it has its strength and its weakness as do all quadrants. The metaphor I use. Is that I can do yellow in fifth gear. Darren A. Smith It's quite easy for me. The idea's come to me quite a lot, whereas green I do it more like first gear. I can do it but it's hard and that's how we all should look at our profile. There are things that are easier for us to do and things that are harder for us to do. George Exactly. Darren A. Smith OK, so when you originally saw your profile, which was a few weeks ago now because we've done a few of these podcasts, what did you think in terms of that mirroring you or not? George Oh, it was spot on like, because basically when I did the test and I was asked the question where do you see like your own quadrants. I was more or less at 0.001 degree. Exactly where, where I got the results because I already knew. I know that I'm like my yellow and red are very prominent, the green is more when I'm at work and OverDrive and the blue is like I'd rather delegate it to someone else or. Darren A. Smith Fabulous. Now I get that I get that and also just for interest you've seen on your profile there's a solid black line showing where you prefer to think and also a dotted line. The dotted line is how we work, sorry, how we are under pressure. And normally pressure equals work in the modern day 'cause, there aren't many jobs now where you can sort of just not do a great deal. Unfortunately, like there were in the 80s. So you have two profiles and they don't always change, but they can do. So you have the profile of how I think normally and the profile of how I think when I'm under pressure and some people's change and distort others don't. George Like me. Yes. Yeah. Darren A. Smith Like yours so well, it's just on yours. They won't be able to see it on the camera, but what basically happens when you're under pressure is you actually go more green. You look for more structure and you do less red, so you are less emotional. How? How does that manifest itself in real life? Yeah. OK. George So usually when I when I'm at work, I really I love plan planning systems and I spend like lots and lots of time building the perfect system. Maybe it's the fear of whatever. So I build the systems and then I move to either the ideas or the facts and then like I the people or the red side, I leave it on really the very, very end. So yeah, this is how I would do it. Yeah. Darren A. Smith All right. And what we've talked about in other podcasts is how Herman and understanding your profile can help you in negotiation or in conflict. The way I like to understand the what I think is the biggest advantage of Herman is it enables us to talk with each other about each other in the third person. So, for instance, I might say, oh, I see why you need that meeting where you see the whites of my eyes because you're red or a green might say, OK, I see why you need a plan. I might say to agree, I see why you need a plan because you're agreeing you want to see, want to see all this in next steps. Darren A. Smith And it can help us avoid some of that conflict. But let's come back to the title of what we're talking about today. Prospects. So would you just bring to life? What do you think's going on in the real world? Why are people fed up with not being able to get hold of their prospects? George Well, my guess is as good as anyone, but I would say that. They're probably not using their own quadrant to their advantage. So for example, a rent when they I'm pretty sure that each quadrant has an advantage or a specific way that would make them convince a prospect in a better way. And it also goes to like in both ways, knowing the prosper which in which quadrant the prospect is helps a lot in order to help to like. Talk to them the way they want to be talked to and the way they want to be heard in order to give them what they want. That makes sense. Darren A. Smith Let me try and put you on the spot a little bit. I work on a Mac that's here. If I was trying to sell that over, let's say an e-mail marketing campaign and I was talking to a blue or I thought I'll try and connect with the Blues, what things might I share with them about this Mac that I'm trying to sell? Yes. George So since you're selling a Mac, you and you're talking about the blue Quadrant. You're probably going to emphasise on facts, so it's going to be like probably the pricing how much the Mac would cost, why it's better like you compare it to other to the, to APC, for example, why the Mac is better than the PC, what are the configurations? The like how many people bought the Mac versus how many people bought the PC. Those kind of things. So it's basically numbers. Darren A. Smith Yes, I could perfect. George You're putting all the good use of numbers, the good numbers that are better than like other competition. Yeah. Darren A. Smith

I Don’t Know How to Manage Conflict at Work | George Araham

Darren A. Smith — Thu, 26 Oct 2023 23:10:09 -0400

struUse HBDI to Manage Conflict at Work Looking to manage conflict at Work? Well, you can use HBDI, the Hermann Brain Dominance Instrument. Join us in this third instalment of this HBDI series with Darren Smith and George Araham. You Can Read the Full HBDI Transcript Below: Darren A. Smith: Hi, you're at the home of the world's stickiest learning. My name's Darren Smith, and this is George Araman. George, how are you? George: I'm great, Darren. Thank you. How are you today? Darren A. Smith: I am good. I'm good. I'm keen to share with our listeners about HBDI. This is the third in our series of podcasts and I'm just going to read the title out to make sure I get it absolutely right. It says I really don't know how to manage conflict at work. Use HBDI to manage conflicts at work, so that's the title of our podcast. And George has kindly allowed us to share his HBDI. Herman brain dominance instrument profile. So this is a profile. It's a bit like Myers Briggs is a bit like disc. It's a bit like insights. The reason we favour Herman is it's lovely and simple, simple to use and it really just has four colours and it's a it shows the thinking preference. Conflicts are a natural part of life Darren A. Smith: So there are blue, yellow, red, green and this shows almost the thinking preference of George's brain. So what this tells us is he likes to think in the big picture, creative. He likes to think in the people feelings area. But when it comes to facts, struggles a bit and when it comes to form and structure. Plan he struggles with that as well. Now the thing to say is we can do all four colours, we can do all of this. My metaphor is that George does yellow and red in 5th gear and maybe blue and green in second gear. George: Spot on. Darren A. Smith: All right. So that's a really quick summary and an overview of HPDI for anyone who hasn't seen it before. George, what have I missed on there? Your news HBDI, what have I missed that people would want to know? George: So far, like from what you mentioned, it seems great. We already talked a lot in our previous podcast like how we can overcome the differences and how we have like I think what would be really interesting for us to delve into is with regards to conflicts, how what is the best way to like manage conflicts from different perspectives. Darren A. Smith: OK. OK. Well, let's, let's start with conflict hard now. I've been doing soft skills as a training provider for 20 years and I've come to 11 absolute fact on conflict. It's hard. It really is. It's exhausting. It takes energy, it consumes our brain. It's those things that we lay down at night and think, oh, how did that happen? How did I get to that place? So conflict is not easy. And what I read a lot lately about is people. Let's avoid conflict. George: OK. Darren A. Smith: Just can't you imagine there's seven 8 billion people on the planet. With all these microcosms of banging together and they're gonna bang together, they're going to have conflict. They're not going to think all the same way. And do you know that's all right. We don't have to agree. George: Yeah. And it's a good thing, or else with the own robots. If I'm thinking the same way. Darren A. Smith: Well, we would, we would. Well, let me give you an example. So George, what's your favourite food favourite meal? George: Depends on the like. I would say sushi or pizza or. Darren A. Smith: OK, so you love sushi. I mean, I happen to as well, but let's say you love sushi and I didn't. And I liked only fish and chips. That's OK. Now we have a small conflict there. We don't have to disagree, but let's take that into the more passionate disagreements that we might have. It's still OK. It's still OK that you have a different perspective to me. And maybe that's a good thing that you have a different perspective to me. George: Yeah. Darren A. Smith: OK, so conflict is hard. George: I was just like, I was just wondering if you had like. In in your years of experience as a trainer, if you could give us an example of a conflict that you experienced or that you witnessed. That can maybe represent each of the four quadrants, the blue, the red, the like either on both sides or in the same side. So for example a red fighting a red, yellow, red or yellow and maybe like the opposite quadrants and how things were. Like we're actually diving deep into the practicality and things now. Darren A. Smith: Yeah, yeah, yeah, that's good. That's good. Well, let me do it in two ways. First, let's do it. Something close to home. Moving home, our house, our home. Where we all go back to. So let's take these, these four colours. So if a blue is buying a home, well, let me ask you. They're the facts. But fact based people, what do you think they're looking for in a home? George: OK. How much does it cost? How much can I sell it later on? Is the location prime? How can I improve? Sorry. Darren A. Smith: How far is go? George: Yeah, basically everything that's factored like how many square metres is the apartment? Do we have a garden? Do we have a terrace? Do we have, like, any secret chambers? Darren A. Smith: Yes. Yes, brilliant. And it might be. It's 3.1 miles to the school. That's an interesting fact. It costs £150 to heat it per month. OK, these are all facts. And the Blues are absolutely right. They're seeking information. George: True. Yeah. Darren A. Smith: Then then let's move over to our yellows. Our big picture people. What are they looking for, do you think? George: Actually the example I just gave, so they're looking for the Harry Potter kind of secret chamber, the big ideas, the beautiful. Villa that is hidden somewhere in the wander nurse or maybe in the middle of the like something beautiful. Big, inspiring something. When you wake up, you're like, whoa, this is my home. So it's more like it's a bit close. I think when it comes to home with Reds and yellow. But maybe the idea is bigger. You know, if it makes sense. Darren A. Smith: OK, OK. So these guys were looking for a home. They're looking for. How does it sit within my life? Can I live here comfortably? If we're a young family, will it allow us to have another child? Could I knock down that wall? Put that wall in and make a lovely Conservatory. These are the things that yellows are looking for. So they're, they're creative. They're big, picture their future. And then let's come to our greens. Our next steps. What do you think these guys are looking for in a house? George: So when how are gonna we do the installments? When are gonna we pay the installments? How many installments can we pay? Darren A. Smith: Yeah. George: How far is maybe the house from the office? Darren A. Smith: You're right. They're planning their day. They're planning their new. Yeah, they're planning weekends where they've gotta go and visit the in laws. They're thinking about all those good things. All right, fabulous. And then let's come to our Reds. Our feelings. People type people. What are they looking for? George: Planning and process and stuff like this. Yeah. The feelings I wanna live by the sea. I wanna live by the mountain. I wanna live here. This reminds me of that. This is. Oh, I'm nostalgic. I'm looking at there and like those kinds of things. Darren A. Smith: Brilliant. Brilliant. OK, so we understand our four quadrants and how they think. Now let me ask you a question. Are any of them wrong? Of course. So what we then have is, let's say these four people were buying a house together and the Blues pushing for the facts and the yellow for the creative, and you get the idea. But none of them are wrong. And what we've got to do is accept that people have different views to us and it might be using the Herm model that we can then talk about each other with each other as third party. So I might say to you, George, I want to buy this house. I'm a yellow. You're red. I can see why you feel that way. Darren A. Smith: That's important to you. It's important that it feels good because it's next to the sea and I'm, oh, I want to knock down this room and change it into three rooms. You might say, OK, I can see that vision. Thank you for helping me. George: That's easy part. Darren A. Smith: So none of none of these perspectives are wrong, and yet they all cause conflict. And the more conflict happens across because it's harder to understand. George: Yeah. Now this is like I was gonna ask like imagine you have a Philly like a red person versus a blue person. One is gonna talk about feelings, the other is gonna talk about facts like no, the investment is gonna cost like £500,000. The other is gonna be like be like. But I love this home with me. It's me. Feel nostalgic. It makes me feel. So how do you resolve that conflict? How can you like each one understands logically or in their mind. But like the their visions are like so far apart that. Darren A. Smith: Yes. Yeah. Yeah. It's tough, it's tough and it's not gonna be easy. Conflict coming back to what I said is hard. So the first step is accepting that everyone thinks the same way we do. OK, so I think, like this, I accept. You feel like that or think that or think this way. So that's the first part. The second part is we need to be able to articulate it. George: Yeah. OK. Darren A. Smith: So I'm articulating that because I'm yellow, I think like this, I see this and that will help with the communication because I'm a red. I feel this I'm going to try and expand all my feelings to help you understand him and then wouldn't it be great if we can put all those views together and buy the house that suits them all? George: Yeah. Darren A. Smith: Or agree a way that we might problem solve it together. Where we're what we're not going to do is take 4 coloured straws, pick one and that's who we go with.

My Team is Not Performing Well, What Can I Do? | George Araham

Darren A. Smith — Thu, 26 Oct 2023 14:42:31 -0400

Use HBDI to Build a High-Performing Team My team is not performing well, so what can I do? Well, you can use HBDI to Build a High Performing Team. Our second video in this HBDI series is all about building high-performing teams. Join Darren and George as they explore ways you can super-boost your team for success. You Can Read the Full HBDI Transcript Below: Darren A. Smith: Hi, my name's Darren Smith and I'm here with George Araham. George, how are you? George: Hi Darren, how are you? Darren A. Smith: Very good, very good. We're at the home of the world's stickiest learning MBM, and we're talking about HBDI now the 2nd in our podcast on HBDI. And I'm going to read out the title because it's taken George and I a while to get an absolutely cracking title. My team is not performing well. What can I do? And this is based on feedback we've had from other people, OK, what can you do? And the second part is use HBDI to build a high performing team. So this podcast is all about HBDI and teamwork. And high performing teams, George, why did we come up with this as our second in our range of HBDI podcasts? George: Today, there's a lot of problems around the world with Teamwork and team working together or not working together. So we found out like around 15 to 16 topics around that and we want to delve into them and discover how can we tackle each one of them using HBDI and how HBDI can take team performance to the next level. Love it. Yeah. Here's how to use HBDI if your team is not performing Darren A. Smith: Brilliant. Love it. So for a couple of minutes, let's do a recap on HBDI is, we'll share a profile just so the viewers can see what we're talking about in case they're new to HBDI. And then let's get straight into Team conflict, team dynamics and all that good stuff. All right, all right. So let's check in with you HBDI Hermann brain dominance instrument. That's all well and good, but what does it mean? What's your take on? What is HBDI? George: As in the title. Darren A. Smith: What does it mean to you? George: Well, it's a profile. An assessment profile type that helps you navigate into your like understanding or discovering your thinking style. If you're more left-brained right-brain conversion, divergent feeler or thinker, all those types of sorts of things and to help you to help guide you to use your best assets and your best tools as well as improve the areas that you need in certain circumstances to develop better work. And work better in teams as well. Yeah, indeed. Darren A. Smith: Brilliant. Brilliant. Brilliant. I put George on the spot of there a little bit because we did a podcast last time, and I'm just bringing back his memory of what he retained. I've been working with HBDI for about 20 years. George, you're relatively new to it. And we did your profile, didn't we? So you did. You did 80 questions and then this thing pops out. Is that right? Yeah. OK. George: Yeah, yeah. Darren A. Smith: And what George was referring to is the left half of the brain, the right half of the brain, which most people know. This is largely logical. This is largely creative, but what Ned Herman said was there's a top half and a bottom half of the brain as well, given US 4 quadrants. So the four quadrants, if I do it as four FS fax. So this is a thinking preference for retaining lots of facts. If you've got a mate who's good at pub quizzes, brilliant. Darren A. Smith: This is future, so this is me. It's not my profile, but I do have a tendency to think more in the yellow quadrant, which is big picture creativity type, then we've got. Darren A. Smith: It is. George: That's what we that's why we get along very well. I love yellow and red. Darren A. Smith: Yes. And we're gonna come back to that. That's why we make a good team. And the red is F, which is feelings. So these people make good nurses, good teachers, particularly vocational and the greens are our form. They like structure. They're like project plans. They're like next. They're like timelines. And each we can all do all four of these. But we have a preference for pretty, for pretty much one or another. So I have a preference up here in yellow. You have a preference for some yellow and some red. Darren A. Smith: Less blue. George: Yeah. Darren A. Smith: And less green. OK, so that's a whistle-stop tour of HBDI. The Herm and brain dominance instruments. What have I missed that we need to tell people about HBDI profiling? George: Well, actually, I'm very curious on how, since we're talking about teams, I would like to know the difference between an individual assessment profile and a team assessment profile. Like how do they defer and like, why would it be important for a team to do an HBDI assessment test? OK, no. That's the problem. Darren A. Smith: Imagine we haven't got one here just because of GDPR, but imagine this is your individual profile. Then we took that and we mapped it with thirty of your friends or teammates onto one of these, and so you probably come out as a red. Let's call you a red. I've been mapped as in yellow and then we put George and Bob and Ron and Julie and blah blah blah, we mapped them all up here. And then what we do is we say to them, what does that mean? Now imagine if all of them were thinking in the Red Quadrant and they didn't have any yellow, blue or green. George: Yeah. Darren A. Smith: So this is what happened when we did some work with the NHS. Now the NHS are largely about nursing about doctors, medical looking after people bedside manner and they were Reds all Reds, which has a strength of course as each quadrant does, but each quadrant also has a weakness. Now what was happening with the NHS? These guys were really looking after their patients. But the problem is they had no analysis on what was going on. They had no future and their processes were crap. Darren A. Smith: So that was the challenge for them as a team. Now the answer isn't to try and shift who we are. We can only be the best version of ourselves. The answer is to try and make up for the weaknesses of the other quadrants by forcing ourselves to think in the other ways, because we can do all four. George: That's super interesting and it leads me to follow up question. So let's say in this example most of the in of the people in the company are red. Would you recommend for example in this instance that HR managers hire people from different quadrants in the future to help balance it? Or is it more like no, no, we like we don't want to go to this extreme like how would you tack on this problem? OK. Darren A. Smith: Hmm. Hmm. We work with a lot of companies who use HBDI as a recruitment tool. But here's the warning, the health warning. Make sure it's one of a number of pieces of information you use to select the right candidate, not the only one. And if there was a first thing, it must be. Are they right for the job? Skills, capability, experience. Are they a good fit for our culture? And then second, we might use HPDI and 3rd. We might look at something else, but don't let your recruitment policy be driven by trying to put all the colours together. Darren A. Smith: It's part of building up a picture of people. George: Int. George: Yeah, I mean that is my question, yeah. Darren A. Smith: Alright, now if we've got 99% Reds and we've got to hire 100th person, should they be another red? Or if they are, then we know how to deal with Reds. That's good. If they're not on there a yellow, then they might become or let's say even a blue, because opposites are where they struggle. You might bring this one person in, then they feel like a lone wolf. Their voice is not heard because it's one against 99 and that's the problem. And then these guys over time go hold up. I've been talking about analysis for three years and you guys aren't doing it. George: Yeah. Darren A. Smith: We don't need analysis and then all of a sudden she goes and they go. Why'd you go? Well, I wasn't. You weren't doing any of that analysis stuff. We don't need it. So in the team we have to be very aware of our lone wolves, those people who aren't part of, let's call it the core, and we need to listen to them disproportionately because their voice can be very minimised. George: OK. That's super interesting. That's super interesting. And so OK. In general, like do you? Do you know which? So you said that opposing teams like red and blue are usually very much into opposition. Is it the same with green and yellow? Darren A. Smith: Yes, so it's the toughest communication and the toughest understanding is across the quadrants and this is because they're furthest apart from ourselves. So if I put that in the vernacular, the yellows can see the Greens as detailed monkeys. George: Hmm. Darren A. Smith: And the Greens see the yellows as we've got a head in the clouds, loads of ideas, but no clue what to do. And then if the Reds look at the Blues as sort of robots, they just want data and the Blues look at Reds as touchy feely, pink and fuzzy people. Now here's the thing. It's really easy to do that. It's really easy for me as a yellow to see a green as just someone who wants to fill out Gantt charts. George: Yeah. Darren A. Smith: But here's the crazy thing. A yellow and a green get together if they don't want to understand each other. Two and two make 1/2 because they just don't go on. This isn't going to work. We're never going to see each other's world. OK, now, what about if they were to see the strengths in each other? The yellow has the ideas, and the green can make them happen. Two and two. Can it 3? George: Mm. Darren A. Smith: And that's where the power of HBDI is. George: That's interesting. Interesting. So OK. OK. Yeah. I'm just thinking in processing. It's very interesting. I love it. Darren A. Smith: Here's the power of HBDI is, yes, understanding our profile.

My Negotiations Always Get to an Annoying Stalemate

Darren A. Smith — Fri, 20 Oct 2023 17:59:23 -0400

Use HBDI to Understand Your Opponent to Avoid Stalemates Does you constantly reach a negotiation stalemate? Well, today's podcast will explore using HBDI to avoid a negotiation stalemate. Join Darren Smith and George Araham as they tackle this exciting topic. You Can Read the Full Negotiation and HBDI Transcript Below: Darren A. Smith: Hi, my name's Darren Smith and you're the home of sticky learning. We are with George Harran. George, hello. George: Hello, how are you, Darren? Darren A. Smith: Hello. Hey, I'm good. I'm good. So I'm Darren, this is George. And we're here today to talk with you about HBDI and negotiation. In fact, the title of this podcast. I'll read out my negotiations. Always get to an annoying stalemate. Use HBDI to understand your opponent to avoid stalemates. So George, we're talking about negotiation and HBDI. The reason you're here is your what we would call naive results. You've just completed your HPDI profile, is that right? George: Yay, correct. Darren A. Smith: OK. Fabulous. Fabulous. So you're gonna ask me lots of probing, challenging questions, particularly around HPDI and how we can use it with negotiation. All right, all right, so let's do a couple of minutes on your understanding of HBDI and what this profile meant to you. The HBDI brain is split into four coloured sections George: Love it. Darren A. Smith: What did it mean to you doing your profile? George: It's interesting because I found a couple of like things. It was interesting. I discovered things I was aware of, some I wasn't really aware of. Darren A. Smith: Mm hmm mm. George: A couple of the so when I was asked to anticipate the results, I actually nailed it in a way I got all my 4 quadrants more or less precisely the same. I was surprised though, by stressful flow. What's it called? This. Yeah, exactly. The results were a bit different than I was expecting, but like, it is what it is, I guess. Darren A. Smith: That's not. OK, alright. Well, let me give you and the viewers a quick summary of my understanding of your profile here it is. I'm sure you don't mind me showing it. So what Ned Herman said was that we all know that the brain is split left and right. So let me ask you, George, what's the difference between left and right of the brain? George: Yeah. No. The conversion side of the brain and the right side is more like the creative, intuitive side of the brain, or the diversion. Darren A. Smith: Perfect, perfect, perfect. OK. And this was discovered now probably 50 years ago now. Not what Ned Herman said was actually left and right. Absolutely. But he also said there's top and bottom given US 4 quadrants to the brain. Now, Ned, Herman or HBDI, which is the Herman brain dominance instrument, measures how we prefer to think. And there are four quadrants in how we prefer to think we've got the blue Quadrant, which is all about facts. So if you've got a mate who's very good down at the pub quiz. Darren A. Smith: He's probably a blue loads of facts. The yellow. This is the creative, the entrepreneurial, entrepreneurial type. People who have got a million ideas and might be described as having their head in the clouds. We've got the red people. These are the touchy feely people. People what I love about the Reds is if you walk into a room they normally come over and touch your elbow and then we've got our greens, who are our structured plan. Next project managers. All right. So this just describes how you prefer to think. George: Interesting. Darren A. Smith: You can't get it wrong. You can't get it right. This is George. George: Hello. Darren A. Smith: So if having understood that you have a tendency to think more in the right side of the brain, your creativity, your big picture thinking's fairly high. George: Yeah. Darren A. Smith: Your people skills, your feelings fairly high, but your ability to do facts in the blue is quite low and your green is, let's say it's fairly low too. All right, so your right side of the brain thinker, nothing wrong with that. Nothing. Right with that, it's just who you are. And now what's particularly interesting is this solid line versus this dotted line is under pressure. Your green shrinks so you've become less structured, less planned, and you become more read, more emotional. George: Yeah. Darren A. Smith: So if you think back, how does that manifest itself in your life becoming less emotional? Sorry, more emotional and less planned? George: Well, that's actually the site that I really didn't understand in a way because like when I'm under pressure, what happens is I turn off people like my right side. Actually I turn it on off and I go full on left side and I go I could become very analytical and very plan-oriented in general. So this is like what my experience has been. Darren A. Smith: OK. So let me just rewind and make sure I've got this right. So your solid line, you are a right-brain thinker, that's where you're dominant. You like creativity, big picture people and then under pressure, the dotted line, I think I might have misspoke your structure. Your green goes out more right now. We've got it now. We've got it. So that ties in with what you actually do. All right, so let's come back to negotiation skills and stalemate. George: Yeah. Darren A. Smith: So let's say I'm a negotiation expert. What questions would you like to ask me? That would help you to avoid stalemate. Understand your opponent using this type of stuff. George: Mm hmm. Darren A. Smith: What questions do you have? George: OK, so first of all, I know that when you're negotiating with someone, it's important to bring in the facts. And since I do tend to have a low fact-based quadrant. How can I maximise it? How can I increase my blue quadrant or my unethical skills when I come across to this particular negotiation or negotiation. Darren A. Smith: OK, great question. So we can all do all four quadrants. It's just if I use a metaphor, you do yellow and red in 5th gear. If you were driving blue and green, you're probably doing in second gear, but we can all do all four. It's just where we feel more comfortable where our preferences. So you can do blue, it's accepting that it's going to be uncomfortable. It's going to take you a bit longer and you're probably going to procrastinate more to look for the facts. George: Yeah. No. Yes. Darren A. Smith: But you can do it. You can do it. So firstly it's accepting, we can do it. Secondly, it's accepting, it's going to be a bit harder than normal. It's not like doing the red or yellow stuff. And then thirdly, it's getting on doing it because you know the value of doing it. All right, now the other the second part in answering your question is remember that if you're negotiating, not everyone wants facts. Now I understand negotiation is a very logical piece that we do in the workplace. George: OK, OK. Darren A. Smith: But if you're up against a yellow negotiator, let's say they're probably going to want to understand the big picture. So the trick with HBDI and avoiding stalemates is to know who you're negotiating against. George: That was my next question. How do you know that? Like, how can you on on on the spot, know who your opponent, or who you're negotiating with? Darren A. Smith: That one is the first one. You're not going to like it. It will take years of practice to understand. All right, but OK, let's give you the silver bullet in most face-to-face negotiations. Don't start with a face-to-face negotiation. You've probably been probably been speaking to them or emailing them. So let me ask you a question. If you were to get an e-mail from someone like this, what would that e-mail look like? Bear in mind there are factors. George: OK. Yeah. Lots of numbers and stats and. Darren A. Smith: Perfect. So you're picking up now if you were to get an e-mail from a yellow-type person, what would it look like? This is big picture. George: Big ideas. Things that you want to do that are different, innovative, creative. Darren A. Smith: Very good, very good. OK, let's do the green. George: The green is more planned. So what are the steps to do this? What are the next steps et cetera, et cetera? It's more geared toward that and the red is more about like people who do, you know. Darren A. Smith: Yes. Lovely. George: Who do you know that can help me with this negotiation or et cetera? It's oh, who can you refer me to or? Who was your client? How those kind of things of questions? Darren A. Smith: Very good, very good. What we particularly look for in our red negotiators when we're identifying them over e-mail, they might share something they did at the weekend or something about their family. These guys are very sharing of what's going on in life. And also they're very warm and very enthusiastic people. So you can imagine the Reds on a call like this are like that, which is great. Like, you are the Blues are very much like this. George: Then. Darren A. Smith: Yeah, it is. And it's all good. They're right. We're right. It's just who you are. The trick here is if we can understand ourselves better and understand others better. And if I'm going to negotiation or you are and you're yellow to yellow, you're speaking French to French, right. Got that. But here. And it's hardest to communicate with people diagonally opposed to you. If you're going into a negotiation, you're talking to a green. You're talking French to Dutch. George: Yeah. Interesting. Yeah. Darren A. Smith: So what's going to happen if you're talking French to Dutch in that negotiation? George: Better speak English. Darren A. Smith: It's gonna be hard. It will be hard to communicate, hard to understand. The green is saying to where's the timeline? Where's some of the detail? How do we map this? And you're thinking? No, no, I just want to talk the big picture and say you're doing this. George: Yeah,

Personal Values Coaching Cards | Expert Interview – Clare Walker

Darren A. Smith — Wed, 23 Aug 2023 18:35:54 -0400

Discover the Personal Rule Book Join Clare Walker - a practise leader at Vodafone, an expert in personal values, and Darren Smith - the chief executive officer at MBM, as they explore the exciting topic of personal values. Discover the trick to finding your number one value with Clare using a special tool - personal values coaching cards. Our new addition to our set of cards is Personal values coaching cards. Unlike other cards, these are not questions, but rather one word. There are about 70 cards in this exciting new pack! Check out the podcast to learn more! You Can Read the Full Personal Values Share Transcript Below: Darren A. Smith: Hi and welcome to another podcast or video depending on whether you're watching on YouTube or on our podcast platforms. We're here with Claire Walker. Claire, how are you? Clare Walker: I'm very well. Thank you, Darren. How are you doing? Darren A. Smith: I'm good. I'm good. We're sitting here on Thursday afternoon. It's hot. Is it hot where you are? Clare Walker: It has clouded over a little bit, but I'm very fortunate. I've got an ever-changing view outside my window because I live in the Lake District. So yes, it may change to hot in a moment's time. It may rain. Darren A. Smith: Lovely. Lovely. I'm jealous. We're here talking with Claire because you are an expert on personal values and we have just collaborated on some coaching cards. So we have a bunch of coaching cards. I'll grab some here like this. But these are premium grow coaching cards and we've collaborated on some personal values and we want to talk to you about personal values and coaching cards. All right, so. More about our expert on values Clare Walker: Indeed. Darren A. Smith: Claire, what do you do at the moment? What's your day job? Clare Walker: My day job is that I am the coaching community of practise leader at Vodafone and I'm very fortunate with that. I have a wonderful team of internal coaching coaches who are both certified and credentialed. There's about 100 of them. And it's great and a coach will pull within Vodafone of probably in the region of about 80,000 people. So we have a lot of work to do here. Darren A. Smith: Wow. OK, alright. So you working for a very big company. You're doing coaching all day long and you've got a whole bunch of people who coach with you for you around you. Alright. Fabulous. Fabulous. So before we get started on personal values, would you tell us a little bit of something weird and about you? Clare Walker: Ohh gosh. It's gonna start with. I'm very modest, but that's really hard when you ask that question, isn't it? What do I what's where do wonderful about me? I'm a member of the local acting group and I recently played a 75-year-old woman who finds her neighbour's ecstasy tablets and proceeds to take them with some very interesting consequences. So I love doing that. That's really good fun. And I think actually I really enjoyed playing her because I think one of my life's quotes is that you don't stop playing because you get old, you get old because you stop playing and. And so I think I love playing her because of that. And I think that kind of leads to the fact that I love practical jokes. One of the things I really miss about working from home is that you don't get to do them quite similarly anymore. So yeah, probably the weird thing about me is my little practical joking. Darren A. Smith: Lovely. Lovely. Wow, wow, wow. OK. And in the nicest possible way I'm gonna ask this question, but particularly for our viewers. Why should we listen to you about personal values? What do you know about it? Clare Walker: I think because I can speak from experience about how values have changed my life and my relationships, but also about what I've witnessed within my coachees and colleagues and within teams that we run this session with as well. So I can tell lots of really good stories in confidence about those experiences of what I've seen and really bring to life, the values looking at them and looking at those around us as of those of people around us as well. Darren A. Smith: OK, OK, alright, cool. Cool. You and I got to know each other over LinkedIn. Great platform. We collaborated on some coaching cards. Would you share those coaching cards that you've got that we collaborated on? Clare Walker: I have them here. Darren A. Smith: OK, so we got these coaching cards, and each one just show us some of those cards and a bit about them. Clare Walker: Yeah. So each one of these cards, they're a little different because all that they have on them is a word and an icon and that's all that they have with them. So there is a lot of MBM cards are question stacks that you can either use. I used them very much too and I've got quite a few of them. I've got time management and leadership and Grow model and most recently the Imposter syndrome ones. They are great for being a Bank of cards, a Bank of questions that I read through and think that's a great question that I wonder where I could ask that one. They're amazing because they pop up every so often. You'll be coaching someone, you'll listen, you'll hear them say something and you think oh, that great question that I've read the other day on the cards. It pops into your head and you think this is really relatable and what they've just said. So using them as coaching prompts, certainly not ever going through them. And although saying that they do actually use them sometimes. If you've got a coach who is very nervous or a little bit sceptical about coaching, I will kind of fan the cards out, especially if I'm doing grow model or I'm doing you know those are coming useful and say to them pick a card and you answer on. Darren A. Smith: Yep, Yep. OK. Nice. Clare Walker: So I'm not asking the questions they get to then get what it feels like. To answer a question, I'll let them choose the question sometimes as well. I'll lay out 10 or 20 and they'll say I'm going to answer that question. It builds that confidence in being able to be a little bit more open than answering questions. So whereas a lot of MBM's cards are a stack of questions that are very useful, the personal value ones are very different because they're not questions. They are literally, as I say, one word. So we've got leadership, humour, punctuality, contribution, dependability, all of those. And there are about 70 cards. Always a value on them and an icon on them and each one of those values will mean something different to the person who's choosing it. So yeah, there it's a great, great set of cards in the way. The reason that I love them is because of people. It's that tactile thing. People look at them, feel them, and I have somebody who did this two weeks ago with me picked out one of the cards and just, well, burst into tears almost because the word on that card resonated with them so much that it was just so solid that they kind of. That was it. The tears came. So yeah, a great coaching moment where I can see there's some emotion there. What was it that came up then when you saw that word? So there a little bit different in that they're single words as opposed to questions. What makes people tick Darren A. Smith: Ohh wow. Okay. So these cards are not questions. They're more prompts. I think you and I called it when we were collaborating maybe team activity cards. Would you just bring to life for me, for the viewers, how do you use these things? You gather a bunch of people and give them some cards? What do you do? Clare Walker: Yeah, okay. So we've got within the culture, there is a 10-step exercise as to how to do this, but I'll walk you through how you do it. So really you get either an individual to get an individual coaching or you get a team together who worked together and might know each other and might not have done this with people who've known each other for a long time. I've done it with new teams and it works perfectly well with both. So you start off using it as personal values and you would give each member of the team a pack of these cards. So there's about as I say, 70 different values on them. I normally find 12 to 15 minutes for them to go through the cards. These 70. Wwhat they tend to do and it's very interesting when you watch people do it. Some people will do it this way up and they'll look at each the front of each card and go, yeah. There are other people who hold the cards this way up and they'll flip each card and then have a look and then layer it down. It's always very interesting to see. But what the purpose is for them to go through all of these cards and they tend to put them into three different piles. We'll say. Yeah. OK. This one really resonates with me. So that's gonna be in my top 10. And that's the point of doing this is that they find their top ten cards. That one's gonna be my top ten. They look at the next one and go, No, that doesn't resonate with me. They'll put it in probably a discard pile at the side because that's never going to be in my top ten. Might still be important. Might still be part of their life. But really what they will do is put on site. Darren A. Smith: I'm good. Yep. Clare Walker: Then there'll be other cards that they'll not be quite so sure at, so they can put those in the whole pile. Though it might be my top ten, I've not quite yet beside it. So what they will end up with after those sorts of 10 minutes? It is a line of 10 cards that are what they will say is up to 10 cards. We always get people who go Oh, can I have 18 and my answer to that is always as long as nonconformity is at the top of that list. But what they will do is then sort out those top ten cards and even by just doing that is an eye-opener because people go, yeah my values are honesty and trust but when they actually see them in front of them and they start laying them out there will be values in there that they've never thought of as being.

Andrew Stotts – How To Be a Better Negotiator | Expert Interview

Darren A. Smith — Tue, 08 Aug 2023 19:45:09 -0400

Expert Tips for the World of Negotiation Join Darren A. Smith, Dr. Anthony, and Andrew Stotts from the Weird Human podcast, as they tackle how to be a better negotiator. You Can Read the Full 'Better Negotiator' Transcript Below Andrew Stotts: So guys, so first of all, welcome to another edition of the Weird Human Podcast. Our 25th actually. So we've got some fantastic guests again today. Huge. As usual. I'm joined by the brilliant Dr Anthony, but also today, which I'm joined by the Fantastic Darren Smith. I've known Darren for many, many, many, many years. And we've worked together in different organizations around the world, which has been fantastic. Today's question, just to remind you guys, is really how can I be a better negotiator? Andrew Stotts: And before we kind of tackle the question I'd like to just remind you upon the mission statement, really for the Weird Human Podcast. That mission statement is really about exploring the extraordinary about the human beings who are around us. And that's a very, very important point. So it's about making you and really kind of bringing out the extraordinary of being a human being. So, Darren, perhaps it'll be helpful for the people who are listening, just to have a brief introduction from yourself. Darren Smith: So we are MBM, we're also known as the Sticky Learning Guys. We are the guys who want to achieve behavioural change with you because we know that most people go on a one-day training course, come back and do nothing different. So we're the guys that ensure by prodding, poking, doing everything we can, you come back and be the very best version of yourselves. That's me, Anthony. Learning that sticks Andrew Stotts: That's a great introduction. Dr. Anthony. I can't believe, we did a show last week. That show actually had had more than 11,000 views now. So again, massive thanks to Michelle. That was the one around kind of like wealth coaches and kind of like tips around kind of money. So if you want to go back and look at the catalogue that's an incredible episode. We also started to delve into the kind of relationships and kind of what made relationships. Then of course that kind of took us into the path around negotiating, particularly between couples. Dr Anthony's obviously married to Dr Michelle in the previous show. Andrew Stotts: The first time I met his beautiful wife. We obviously then started to explore kind of what made their relationship successful and that kind of brought us to our conversation today. So if I can go back. So Dr Anthony, love you, my friend. Dr Anthony: I hope that Darren can actually then teach me how to negotiate better because there's one thing for certain, every man is know how to negotiate better to be a good man. You start to seek love, that's for sure. Darren, how do you negotiate? Andrew Stotts: How do you? Darren Smith: Well, I'm starting to feel like I should have some awards on the wall like you've got because wow, they're very impressive. The first thing that we need to do in answering that question is understand the difference between haggling and negotiation. Now, there are eight ways to solve a conflict. Haggling is one, negotiation's another. So, Andrew, I know you do this. You've been to the bizarre market stores and you've haggled for the Ray-Bans, and you started at 40 Euros, didn't you? Andrew Stotts: That's just an obscene amount of money for those, the Ray. I'm kind of more in the two-euro range, to be fair. Darren Smith: So we've all been there, haven't we? We're trying to buy these Ray-Bans, we're on holiday and the guy behind the stool starts at 40 euros, we start at two, and you meet somewhere in the middle. A valid form of resolving a conflict. But don't kid yourself that it's negotiating. It is not. It is haggling. Now, if you get a chance, Andrew, look up on Google, a Monty Python sketch about haggling. It's really brilliant about how to do it. So I love that. But let's come back to negotiating. First thing is to know the difference between the two. Andrew Stotts: Yeah. It is fascinating because as soon as you talk about kind of the Friday market for me it was the Friday market. So we lived in Kuwait for a long time and brought my children up in Kuwait primarily. There was a fantastic location called the Friday market and there were lots of kind of Ray-Bans available and Oakley bonds and other kind of like sunglasses, let's put it that way. And other kind of curious merchandise, which is always quite fascinating. The challenge I always had was that my daughter was always too quick to kind of like share her position when she was negotiating. So she wanted to buy. She had in her mind a particular pair of Ray-Bans. Andrew Stotts: So she would kind of go into the market and she would find the Ray-Bans that she wanted and then obviously start to salivate around these Ray-Bans. And of course, my big concern around that was that as she was salivating, I was kind of watching the store owner who was also going, whoa. Now I've got dad by the short and curlies. Effectively I can charge my 40 kinds of euros as opposed to the two euros for the Ray-Bans. And it's a nightmare. So I would have to then come discreetly grab my daughter and sort of take her away and say, we're not going to have to find those Ray-Bans on another store. Andrew Stotts: Yeah, there were other stores, but it was often quite a pain finding them because she had a particular taste in Ray-Bans. So then we would eventually find them. But I would say when you go there, do not show your position. I think that's a really, really important point. So I'm kind of curious, Dr Anthony, to understand about kind of positional and why we shouldn't really be sort of showing our position when we're negotiating. Dr Anthony: Well, it's letting the cat out of the bag. I mean, no one actually goes in with a cat out of the bag up front. Negotiation is about getting to a point where both parties find an amicable agreement. And if you leave the cat out of the bag, then you have no back foot to actually reverse back onto. So it is a gift. It is a skill and it can be learned. That's why we're speaking to the master Darren himself. So Darren talking about negotiation, how do you negotiate with a five-year-old? They have their own way and they wanted their way. Is there any negotiation? You tell us. Darren Smith: Well, I'll tell you what I'm going to do. I'm going to give you some great advice here. Dr. Anthony, I've been negotiating and teaching for 30 years and I used to run a billion-pound portfolio and I've learned one thing. You don't negotiate with kids, you won't win. I don't win. I've never won with my kids. It's just not worth it. So what I do is I put all my energies into winning at work. Andrew Stotts: That's a great question. Dr Anthony: Brilliant. Andrew Stotts: So how do we get better then? As human beings, how do we get better at negotiating? So what are your kind of top tips, Darren? Darren Smith: So the first thing is, let's understand the difference between haggling and negotiation. Yeah. So once we've got those, we're then negotiating. Okay. The next thing on negotiation is preparation. Now, Andrew, what you do or others do for preparing for a negotiation is they normally open PowerPoint and start typing. Andrew Stotts: Yeah. Darren Smith: They create their slide and their images and the ooh, ah, blah. But here's the thing. PowerPoint is not a negotiation preparation tool. There I said it. Andrew Stotts: I agree because what I tend to classically see when we are putting people through you know, real playoff simulations around negotiation, which I think is quite fascinating. Is people tend to when you give them a scenario to negotiate 100% of the time, particularly if they've had no real exposure to professional negotiating, they tend to come only from their position. Yep. So they prepared their position and they're kind of like fairly fixed on that. It normally takes me about a day to knock out the idea that they're going to give their position away because they're kind of walking with their position. This is my position, this is what is what my boss has agreed, this is how much I'm prepared to pay for whatever it is, bang on the table. Andrew Stotts: For me, it's the biggest kind of no-no. When we're negotiating. I think we need to be, I always say to people, we need to try to start to. It's back to one of my Coveys, which is, you know, seek to understand before you seek to be understood. So if you understand, if you can be lucky enough to get Darren's position or Dr Anthony's position early part of the conversation, actually that's really useful to you as a negotiator. Because you've got basically then a very nice set kind of framework. So I know you have a really cool framework, Darren. Perhaps you could share that framework with us. Darren Smith: It's very simple. So there's a template available online because we realized a long time ago that people needed a preparation tool. Something simple, easy to understand, easy to use. I'll just draw a part of it here, Andrew so you can see. It's a downloadable free template and we call it the square dance. We've never quite understood why we call it that. But do see do and all that seems to conjure up people. The Squaredance Template Andrew Stotts: It kind of works for me, Darren. That kind of works for me. Darren Smith: Sort of does, doesn't it? I mean, you've done a band dance and so have I. Andrew Stotts: I'm not sure I like it. What are your thoughts on band dances, Dr Anthony? Any kind of thoughts on band dances? Have you ever been to a band dance in South Africa? Darren Smith: It took the wrong time to negotiate. Let Darren talk. Darren Smith: I'll do what the man said. So there's this A4 template we've created. Download it for free, it's all yours. And roughly it looks like this. What are you hoping for?

Simon Blake – Mental Health Questions & Answers Expert Interview

Darren A. Smith — Thu, 27 Jul 2023 16:29:05 -0400

Mental Health Expert Interview with Simon Blake CEO of Mental Health England by Darren A. Smith MBM Today's podcast features mental health questions and answers by our expert Simon Blake. Here's a quick overview of the questions: What is the definition of mental health? How has Covid-19 affected mental health? How accurately is mental health reported in the media? How does mental health affect physical health? How does mental health affect your life? Why is mental health important? - Why is mental health training important? Why is mental health on the rise? Please tell us about mental health month/week. When is mental health too much? What does mental health mean to you? Where can someone get a mental health diagnosis? You Can Read the Full Transcript on Mental Health Questions and Answers Below: Darren Smith: Welcome to Sticky Interviews. My name is Darren Smith, and I'm the Chief Executive Officer of MBM Making Business Matter, the Home of Sticky Learning. We are the soft skills training provider to retailers and manufacturers around the globe. The idea of these interviews is to bring to you the expert's inside knowledge of how you can be the very best version of you. Welcome to the show. Welcome Simon Blake. We are here at Sticky Learning, MBM, and we have the great honour of talking to you. Now, I know that you are the CEO of Mental Health England. I know that you ride horses and you've got a competition tomorrow. But what I'd like to do is, for the guys that are watching is say, why should we talk to you about mental health? Simon Blake: Simon Blake, on Mental Health Questions and Answers So, I mean, the first thing, of course is that everybody should be talking about mental health and talking about mental health properly and seriously. So great to be here talking with you. But I am Chief Executive of Mental Health First Aid England, which is an organisation that wants to train one in 10 of the adult population in mental health first aid England skills and knowledge because we think that will create a cultural tipping point in which enough people have the skills and understanding around mental health to make a real difference. Simon Blake: I also, of course, have lived experience in terms of live with a partner who has their own mental health conditions, friends, family, my own ups and downs in all sorts of things. So, yeah, I have some professional expertise and then some personal expertise. But just go right back to the first bit. We all need to be talking about it, and that's why you should talk to me because hopefully, I encourage some people too [inaudible1:47]. Darren Smith: Fabulous. Alright, we've got about 12 questions. Most of them are those that either come from people on LinkedIn or they are searching for them on Google. So we saw these questions and we thought, who better to ask than you? So we are going to go through these questions, ask you, we might go off a tangent, we might ask you to share a few stories. But for the viewers at home or at work, what we are really trying to do is get all those goodies that are inside your head around mental health out so we can help each other. Simon Blake: Cool. Darren Smith: So our first question is, what is the definition of mental health? Simon Blake: Sure. I mean, the World Health Organisation, I know Donald Trump's not their biggest fan. But the World Health Organisation defines mental health as a state of well-being in which individuals realise their own potential can cope with the normal stresses of everyday life, can work productively and fruitfully, which is obviously a good term for those working in supermarkets and be able to contribute to their own community. So that's the World Health Organisation definition. I guess the key bit in that is this is about well-being. Simon Blake: We often talk about mental health when we mean mental ill health, and it's really important to recognise. We talk about one in four people experiencing poor mental health each year. What we talk less about is that four in four of us have mental health and that we rely on that to help us get through every single day, 24 hours a day, seven days a week. Darren Smith: Right. Because you're right, I talked to my mum and dad, obviously, they're a generation of about 70, 80 years. And they talk about people, oh, he's got mental health. So they use it almost in that negative, which is wrong. And I guess they, and even I haven't wrapped my head around mental health actually. We're talking about either illness or well-being. Right. Simon Blake: Yes. And of course, it's a continuum, isn't it? That some of us will have a clinically diagnosed condition. Some of us might have highs and lows. We will have bad moments and experience bereavement or divorce or separation or whatever it is. So our mental health is a bit like our physical health. We don't either have pure physical health or an illness. We are all different parts and there is a similar sort of thing with our mental health. But we may not have a clinically diagnosed illness, but we may be operating 80% for a few weeks for whatever reasons, whether that's external or internal. Darren Smith: And that perfectly brings us onto our next question, which is what we're all going through right now. For some people, hell on earth, for others, even worse. So how has, I think I know the answer, but interesting for you to elaborate. How has covid affected people's mental health? Simon Blake: So, I think it's fair to say it have affected people in numerate different ways. And I just want to start by saying, of course, that there are some people who have been locked down, who have not been locked down in safe houses, in safe experiences. So maybe in violent relationships. Some people have experienced homophobia or transphobia or whatever it is within their home life. So I think there are some, some key things which we just have to acknowledge. Because I think sometimes people forget that we don't all have the luxury of a safe home. But also once you sort of acknowledge that, that even though lots of people have had awful experiences which may have include being bereaved and not being able to go to the funeral and grieve properly. Simon Blake: So some really bad things, most people have adapted incredibly well. That moment with an hour a day, whatever it is, notice that it's going to be different tomorrow. Whether it's going to be different tomorrow and you are going to still come to workplace, or it's going to be different tomorrow, you're going to stop coming to the workplace. Yeah, there's lots of things where we've adapted incredibly well. What we also know is that a much higher level of people have experienced anxiety during lockdown since Covid began. And whilst we don't have all of the information now, of course, as the restrictions, ease there is much, much more room for people to get anxious about all sorts of different things. About am I going to be forced back into the workplace? Am I going to have to get public transport and is that going to be safe? Simon Blake: What's happening with our borders? Am I able to do X, Y, and Z? The reality is that most of us are a little bit confused and, of course, being confused because the rules are not being as communicated as clearly as they could be, in my opinion. And the variation across the four countries, it doesn't help that. But what that means, of course, is that when we are not sure it can exacerbate worry and concern and anxiety. And for some people it is also important to say no commute, more time at home, an opportunity to slow down, an opportunity to not travel internationally as part of their job has brought some real positive benefits as well. So I think it is really important that we acknowledge the adaptability that as human beings, we've done incredibly well. However hard it's been, we've done incredibly well. Darren Smith: Yeah. Simon Blake: And that it has been difficult for some people and will continue to be, and that there have been some positives for some people, and that most people, of course, have gone back and forth. If you asked me last week how it was a very different answer than how it is today. Darren Smith: Very true. You're right, it's a very changing picture. I mean, we as a family, we went out on Saturday and the whole mask thing, it's just, I don't know. We wanted to go out and sadly, we went into a weather spring for lunch. There was no mask in there. Or we went into a clothes shop and it said, you must wear a mask, sanitise your hands. Absolutely. We went in, there were six assistants without masks and you're thinking this is all a bit confusing. Simon Blake: Yeah, yeah, yeah. Darren Smith: Well, we got it. Simon Blake: Yeah. And I think that that is, yeah, I've used public transport probably three times since March. On Sunday I got on [inaudible 8:49] railway, and there were probably similar six or seven people without their masks on and I was furious. I'm not a person who gets furious about much. And then I was like, just breathe. By the time I got home, I was like why were there so many people? Why weren't the people on the train saying to them that they should be doing it? Of course, yeah, actually I had my mask on. I was far enough away. But there's something about our interactions with each other, what's happened in this period and our own. Clearly, it triggered something in me. Simon Blake: I don't normally go from not 60 in quite the speed that I did in that moment, which suggests that it worried me rather than it made me angry, even though I felt fury. Then of course, I'm 45. No, I'm not 46-year-old Blake. So always sort of equipped like many of us with the nuance of emotion. So it took me a while to just step back and go, okay, what's happening? And that's what I think all of us are going to have to do a bit more of. Darren Smith: That's very true.

How to Become an Effective Negotiator

Darren A. Smith — Thu, 09 Feb 2023 07:00:29 -0500

Are You an Amateur Negotiator? Join Ben from Innovate Podcast and Darren A. Smith with their talk on how to become an effective negotiator. Learn useful tools like the squaredance for negotiating and disregard bad practices like running to PowerPoint first. Read on to discover the basics of effective negotiation that you can start using today. You Can Read the Full Transcript Below: Darren A. Smith: What else could we do? What could I explore? What do you want from me? Could we talk about a contract that's 50 years long? No, we can't, Darren. Alright, what about one's five years long maybe? Okay. Could we talk about improving the quality, and reducing the packaging? Could we work together on blah, blah, blah? There’re a million things we could talk about. Now. None of them might bridge the gap between a 10-pound case and an eight-pound case. But let's try. Ben: Welcome to the Innovate Podcast, a show where we discuss, dissect, and attempt to rebuild the world of product and category within consumer goods. Today I'm delighted to be joined by Darren a Smith a veteran of the grocery industry with over 3o years of experience, I think working either for retailers or advising manufacturers and brands. Darren and I briefly crossed paths as buyers and category managers at Sainsbury back in the very early naughts, which we may discuss in a moment. But Darren, welcome to the Innovate Podcast. Delighted you can join us. How are you? How are you today? Negotiating is a key business skill Darren A. Smith: Hey, Ben. I'm good. We're in process of moving house, not today, but in the next couple of weeks, so I am struggling with that process. There's a reason it's stressful. Ben: So yeah, you just thought you'd add another huge seismic life event onto the already kind of generational economic challenges that we're facing. Darren A. Smith: That's absolutely true. I think we just squeezed in for the interest rates went through the roof. Ben: Right. Yeah, yeah, yeah. That's not a joking matter actually. Yeah. Okay, cool. Good. So, Darren, just for the benefit of the listeners, I guess a natural place to start would just be to introduce yourself, talk through your kind of background from Sainsbury through to now and just talk about what you're focusing on with your current business MBM, if that's okay. Darren A. Smith: Of course. So I started Sainsbury in 1990 and at that point, I was the assistant. Now that's the important part. I was the assistant cottage cheese buyer. I wasn't even the real one. I didn't even know what cottage cheese was at the rightful age of 19. So that's where I started. Then I took on various buying roles for the next 13 years. My last real job was looking after the fruit team for Sainsbury, where I decided that actually I wanted to go and see if I could do something by myself, set up MBM, and ever since we've worked on soft skills training. Ben: Okay, awesome. Darren A. Smith: For the last past 20 years now. Ben: So soft skills training, I guess that could be quite broad. It's clearly focused on people. What are kind of the key areas that you focus on in terms of developing skills? Darren A. Smith: The key ones that people want are how do I get the most out of my time — time management. How do I get the most out of my people — people management, leadership skills, and how do I get the most out of my deals, particularly in the industry that you and I are in? So it's negotiation predominantly. It's time management and it's people management skills. They're the three. There are a number of other soft skills. The bit I really like is Jack Ma, recently the chairman of Alibaba said that with the progress of AI, soft skills is the only way forward. Love it. Ben: Right. Awesome. Darren A. Smith: Which is great. So we can try and process data really quickly and be analysts, but ultimately it's about how you and I interact about the teams we build and about how we lead people is the future. Ben: Yeah. That's very interesting. So we're recording this in mid-November. It is an incredibly challenging market both within grocery and food and drink specifically. But you know, generically we have just kind of western consumers, we've kind of lurched from the generational challenge of covid through to the kind of the latest generational challenge of the economic crisis. So you talked about negotiation skills there, clearly manufacturers, private label and brand. That's probably one of the main things that their commercial teams are doing at the moment. That process in terms of working with their retail partners, and their food service partners to effectively kind of reach a commercial position that can enable survival. Not to sound kind of too dramatic about it, but I think that's what many manufacturers and in fairness retailers are facing at the moment. So that's the topic that we're going to dig into today. It's looking at negotiation, negotiation skills, and how our listeners can kind of improve those skills from their own personal perspective and kind of bring some of those ideas into their businesses as well. Do you want to just give a little bit of background, I guess, to start before we kind of delve into some of the specific areas about how you know, what the kind of the key principles within negotiation that people should be thinking on? Then we'll move on to this kind of seven areas that we're going to discuss today. Darren A. Smith: I think it's firstly worth saying, Ben, I'm feeling for all those people Both account managers on this side, and buyers on this side. It's tough, it's hard. Yes, they get paid the big bucks as you and I did as buyers and as account managers, but it's hard. Conflict is hard. Anyone who says that they enjoy conflict, or they don't mind conflict, they're lying. Conflict is tough. It's mentally gruelling. You go home at the end of the day and it's still spinning around in your mind. So it's really tough for these guys at the moment. Now here's the real crux of this. It's harder to negotiate with an amateur negotiator than a professional one. The reason for that is amateur negotiators tend to do fight or flight or sanctions. If you don't give me that, I'm off to find someone else. That's really hard because they're not working with this art form. They're not dealing with the complexities of the negotiation. It's just fight or flight. So what we aim to do is try and help the buyers and the account managers to be more, let's call it professional or we prefer effective negotiators because they're easier to work with. They understand the science, the art, the game, and they understand that a win-win must happen. Ben: Yeah, that's interesting. The empathy piece I think is quite important because the buyers that I still know in the industry, they've had a pretty miserable 18 months actually. I know it's on both sides, but the amount of kind of requests coming into them from a cost and commercial perspective has been unremitting. That's pretty much certainly the ones that I talk to. That's all they've dealt with. That's not a particularly kind of joyful thing to do at all. You and I know as former buyers, that actually the much more kind of positive elements of a buying role are looking at kind of category strategy and how you increase the size of the pie, not how you kind of shrink margins and all that, all that type of thing. There's very little of that. I think it is just unremitting. So I do think that empathy is a good place to start. Yep. Darren A. Smith: It is. It is very tough for them on both sides. They both want to get through this. They don't want a fourth or fifth or sixth round of price increases on either side. Unfortunately, it's the way the world is. They've got to get through it and they've got to try and be friends at the end of it. Ben: From your dealings across the industry, do you see the retailers giving their buyers a lot of support at the moment in terms of kind either negotiation skills, training or just general kind of support for what they're going through? Darren A. Smith: I think there is a lot of support out there. It's also not forgetting that it's damn tough. I think no matter what support you give, ultimately, you've got to go up against that cold face and you've got to face into every day, 3, 4, 5 price increase requests. Yeah. That you just don't want to deal with. You'd rather deal with the other stuff that grows the category; not just makes you stand still. It's a bit like getting service on our car at times, isn't it? You go to the garage, you get your service, you pay your 500 quid, get back in your car, and nothing's different. Price increases can feel a little bit like that. A lot of hard work for not a lot. Ben: Yeah. And there's certainly the benefit to the consumer is not obvious. It's not front of mind, is it? There's no real kind of change to shelf price in many of these instances. So yeah. Difficult times. Darren A. Smith: No one's going to thank you for it. The shop is not thanking you for higher increases. Ben: No. Darren A. Smith: The buyer's not thanking you, and so forth. Let's see if we can help some of these guys to be more effective negotiators and make their life maybe 1% better. Ben: Yeah. Indeed, indeed. So, on that note, there are seven areas that we're going to talk about today that you work with on a daily basis in terms of the work that you would or the kind of approaches that you would advise people to adopt when it comes to improving negotiation skills. So I guess in terms of the obvious first one to start with is preparation. I've heard you reference this term of the squaredance before. How do you kind of work with people when they're preparing for a negotiation, first of all? Darren A. Smith: So it's worth providing some context first of all. There are roughly four stages of negotiation. If you were to Google it, there are four or 5, 6, 7.

British Drinking Culture – The Elephant in the Wellbeing Room

Darren A. Smith — Wed, 08 Feb 2023 07:00:18 -0500

Is Drinking No Longer an In-crowd Kind of Thing? Join Janet Hadley and Darren A. Smith in an all-new podcast episode on the British drinking culture. Hear why the British drinking culture has changed in the 21st century and its impact on how leaders encourage inclusivity in the workplace. Learn other cool things like the origin of beer and statistics on the leading cause of absenteeism and fights in the workplace. You Can Read the Full Transcript Below: Darren A. Smith: Welcome to S***s and Giggles with HR. We are with the lovely Janet Hadley. How are you? Janet Hadley: I'm very well, thank you. Darren A. Smith: We've entitled this podcast or video if you watch it by video — this was Janet's idea — the Elephant in the well-being room. Is that right? Janet Hadley: That's correct. Okay. Darren A. Smith: I'm intrigued and I'm going to ask you more about that. But firstly, before we move on, why should we talk to you about British drinking culture? Because that's what I know our topic's about. Janet Hadley: So the reason why you should talk to me about British drinking culture is because I am on a mission to create a drink-safe workspace without killing the boss and that is what we do here at Choose Sunrise. I guess what brought me here is my own personal experience. I've worked in large corporations since all my jobs apart from my pay ground have been in large corporations basically. Darren A. Smith: Right. Janet Hadley: I've always been a big drinker. Those two things go very nicely together actually as it turns out. So I was a big drinker at school actually, from the age of 14. A big drinker through sixth form, a big drinker through university. I thought, do you know what? I'm going to have to calm this down a bit when I get my first proper job. I was wrong. I had to dial it up a bit because when I joined the trading floor of a large supermarket whose head office is based in Leeds, I was quite shocked actually. It was such a boozy culture. So it suited me down to the ground at the time. We would be out from 4:00 PM till 4:00 AM on a Friday. Darren A. Smith: Oh. That's heavy. Janet Hadley: It's probably heavy, isn't it? I never saw anything wrong with it. It was almost a culture where you had to be part of that in-crowd in order to be considered for promotion. Darren A. Smith: Right. Okay. Janet Hadley: I do remember there being a couple of pregnant, well, not pregnant women. Well, there were pregnant women or people who were recently back from maternity leave who I feel so guilty for now knowing I was in this. But they weren't part of the in-crowd. They weren't ever out in the pub with us, and they were passed up for promotion. There was a real culture of, well, they're only part-time and they're not really serious about their careers. It's a horrible toxic culture actually for someone to work in who has a young child. I actually do feel incredibly guilty now looking back on it and thinking about how I was part of that. Actually, I mean, fast forward to a couple of years ago when I decided to stop drinking, which I've obviously missed out on. It's a huge amount of story. I really only saw for the first time how much British drinking culture in the workplace had influenced me. I would never say it was my employer's fault that I developed a problem with my drinking. But it certainly didn’t hurt. If you wanted to create a culture where someone would develop a drinking problem, that would be it. Many people develop drinking problems due to the drinking culture in the workplace Darren A. Smith: Okay. So there's a hell of a story there from heavy drinking. Now, you haven't had a drink for two years. Janet Hadley: Two and a half years. Nearly three. Darren A. Smith: Okay. You were by no means an alcoholic. You were just part of the drinking culture. Janet Hadley: Well, this is a very interesting question because there is no formal definition of an alcoholic. So I don't really use the term alcoholic. People tend to think that there are normal drinkers and there are alcoholics and there's not a lot in the middle. And the truth of the matter is that most drinkers are somewhere in that grey area in between those two ends of the spectrum. Actually, sometimes what happens is, like, in my case, I had some really devastating news. So people do face death and bereavement and trauma and serious illness and things like that as they get into the forties generally. Darren A. Smith: Yeah. Janet Hadley: It can really, be for someone who's always turned to alcohol at the end of every stressful day or at every Friday night, or for every celebration and commiseration ever for their whole life. When you get some news like that, you end up drinking. My relationship with alcohol really changed, became much darker and it started to be a kind of drinking-to-forget relationship with alcohol rather than a drinking-to-have-fun relationship with alcohol. I think that's, well, it is very common. There are all kinds of reasons why people find themselves in trouble with alcohol. And there doesn't have to be a reason, let's face it, it's an addictive substance that we are subjected to marketing on a daily basis. Active marketing, passive marketing, it's just everywhere. It's no wonder really that some people find that they're having trouble controlling it. So I'm not sure about the word alcoholic. I'd almost argue that anyone who drinks regularly probably is something of an alcoholic because they keep drinking. Darren A. Smith: Okay. Alright. I'm intrigued by something particularly you said so far. So you said drink safe workspace. Janet Hadley: Yeah. Darren A. Smith: I've heard that before. Janet Hadley: Yeah. So that's a phrase that I've coined to describe what we do here at Choose Sunrise. I'm not in the business of telling people to stop drinking and to have teetotal workplaces. I am in the business of making the workplace a place where people can find support if they need it. I'm in the business of making the workplace more inclusive for people who choose not to drink. I'm in the business of making the workplace somewhere that is psychologically safe for people to speak the truth about how they feel about their drinking and their relationship with alcohol. I run a peer support group called the Sober Curious Society in the workplace. Darren A. Smith: So Curious. Yep. Janet Hadley: Yep, yep. That is a safe space where people can explore their relationship with alcohol, with no judgment in the workplace, with all the people who are their colleagues and peers, perhaps, you know, there'll be some senior leaders in there, there'll be some very junior people in there. Everyone's in there for the same reason. They're interested in exploring their relationship with alcohol and potentially doing something to change it. They get all the resources that they need to do that if they wish to. There is no pressure for them to go sober or do anything other than turn up and listen and chat. Darren A. Smith: So, it's not as if you're a vegan society trying to stop the meat eaters. Janet Hadley: Exactly. It's about giving people a different perspective. When I was growing up, my heroes were people like Zoe Ball and Sarah Cox. I was a proper nineties ladette drinker, and all my role models were drinkers. My parents were big drinkers. All my relatives, like my friends, my everyone was a drinker. I never ever had any sober role models. I think that's true of a lot of people my age. I think going into the workplace and being a sober role model and actually sharing stories about the journey to deciding to stop drinking in a workplace setting can be so important and inspiring for people. I get emails on a fairly regular basis saying, I saw one of your talks six months ago, nine months ago, two years ago, and it's only now that I've decided to stop, but I just wanted to say thank you because you were the first person I'd ever come across who like just told their story about stopping drinking. It's so relatable for so many people, but it's become quite a taboo subject and people find it very difficult to say, I need some help with my drinking. Darren A. Smith: I get that. Well, we're seeing more and more sober October, Dry January. Janet Hadley: Yeah, February. Yeah. Darren A. Smith: I read the other day something like, there's a high percentage of millennials who don't drink. I got that right? Janet Hadley: Yeah, that's right. Yeah. There really are. One of the big factors that affect that is the rise of social media. So there is a real fear amongst younger people of drunk photographs appearing on social media and that has been an important change. You know, let's face it, if there'd been social media when I was that age, I don't think I would've had a career. Darren A. Smith: I would've gone out. Yeah. Janet Hadley: No, exactly. So there's that enough, but also you can't get served under 18 anymore. You need ID to get served everywhere. That certainly wasn’t the case when I was that age. Young people are much more health conscious. I've got teenage daughters and they go climbing and bouldering, they go to coffee shops, they go into town, they go shopping, but I don't stop them from drinking. They're allowed to drink. They just choose not to. Darren A. Smith: That generation, they seem much more aware than we were. They're aware of the planet, they're aware of what they're eating, aware of diet, that they're drinking water. I don't think I drank water until I was 35. Yeah. They seem much more educated. They know what they want. Janet Hadley: Yes, I agree. I think they've got the heads screwed on better than certainly I did at that age. Darren A. Smith: Feels like it. I've got a list here of questions. So we're going to do a quick fire round if that's alright. There're questions that people type into Google and they want to get the answer from an expert.

Recruitment Industry: What is Right Could Be Written on a Stamp!

Darren A. Smith — Fri, 04 Nov 2022 08:21:52 -0400

Shits and Giggles with HR Episode #1 What is Right About the Recruitment Industry Could Be Written on a Stamp! Join Lisa Haggar and Katrina Collier to discuss what is wrong with the recruitment industry. The horror stories of people going through 6 rounds to get a job and then getting no reply, or how people receiving job offers then leave their job, only to be told that the job they applied for & won, has been made redundant before they even start! Sharing Resources Mentioned By Katrina in the Podcast Katrina's Website The Robot-Proof Recruiter Getting back to people: https://circlebackinitiative.com/ https://end-ghosting.com/ Places to feedback: https://www.glassdoor.co.uk/interview/ https://indeed.com https://www.kununu.com/ https://www.reddit.com/r/recruitinghell You Can Read the Shits and Giggles with HR Episode #1: What is Right About the Recruitment Industry Could Be Written on a Stamp! Transcript Below: 0:0:0.0 --> 0:0:0.600 Darren A. Smith Let's start. 0:0:10.10 --> 0:0:13.970 Darren A. Smith Welcome to the Shitz and Giggles with HR podcast. 0:0:14.760 --> 0:0:17.830 Darren A. Smith We're here with Lisa. Haggar, Lisa. Say hello, please. 0:0:18.750 --> 0:0:20.20 Lisa Haggar Good evening. Hello everybody. 0:0:20.820 --> 0:0:23.690 Darren A. Smith And we're also here with Katrina Collier. Hello, Katrina. 0:0:24.330 --> 0:0:25.220 Katrina Collier (Guest) Hello. 0:0:25.690 --> 0:0:46.420 Darren A. Smith Hi I'm your host, Darren Smith. We'll come back to these lovely ladies in a moment. Our topic for tonight and I'm going to blame Lisa for this is what is right about the recruitment industry could be written on a stamp. Katrina, I'm just gonna come to you and ask what's your name in this game? What do you do? 0:1:6.690 --> 0:1:7.510 Darren A. Smith Let's stop listening. 0:0:47.140 --> 0:1:11.40 Katrina Collier (Guest) So I am best known as the author of the Robot Proof Recruiter that I have been in the recruitment industry for nearly two decades, and I spend most of my time delivering design thinking workshops to fix candidate experience and recruitment. And I also have a coaching and mentoring group that's probably me in a nutshell, but plenty plenty of experience in their recruitment and talent acquisition space. 0:1:11.700 --> 0:1:18.200 Darren A. Smith Brilliant. Brilliant. But we wanna get into that and ask you what's wrong with this industry. Let me just come to Lisa for first. Lisa, what do you do? 0:1:19.730 --> 0:1:28.920 Lisa Haggar It's a good question. I tell people I knit Jelly for a living because when you tell them the work in HR, it switches people off quicker than if you're the tax man. So I knit Jelly Darren. 0:1:29.530 --> 0:1:30.210 Darren A. Smith Yeah. 0:1:30.280 --> 0:1:30.540 Darren A. Smith Yeah. 0:1:33.520 --> 0:1:33.750 Darren A. Smith It's. 0:1:36.800 --> 0:1:37.350 Darren A. Smith OK. 0:1:37.770 --> 0:1:38.270 Darren A. Smith That's good. 0:1:31.270 --> 0:1:39.940 Lisa Haggar Or otherwise known as the ******** from HR Queen of HR on LinkedIn, the opinionated small 5 foot blonde who has a lot to say about most things. 0:1:40.670 --> 0:1:42.580 Darren A. Smith Lovely. And how do you guys know each other? 0:1:44.250 --> 0:1:44.940 Katrina Collier (Guest) LinkedIn. 0:1:44.200 --> 0:1:48.510 Lisa Haggar Uh, Katrina's fabulous, and I know everybody who's fabulous on LinkedIn. Simple. 0:1:48.490 --> 0:1:52.860 Katrina Collier (Guest) Is it LinkedIn? I don't know how we know each other. That's hilarious. Yeah, LinkedIn. 0:1:50.890 --> 0:1:58.40 Lisa Haggar It is, yes, yes, I remember. I remember the day we met Katrina. Do you mean you? You can't remember that wonderful time? I don't know. 0:1:58.610 --> 0:1:59.110 Katrina Collier (Guest) Yeah. 0:2:0.410 --> 0:2:1.420 Darren A. Smith Well, thank you both. 0:2:0.760 --> 0:2:1.500

Presenting with Impact to Etihad at the World Class Webinar

Darren A. Smith — Wed, 27 Apr 2022 08:23:26 -0400

Presenting to Make an Impact Join Darren Smith in this webinar where he discusses 10 top tips using the mnemonic 'presenting' on how to make a presentation that has an impact. Find out more about how you can change the way Learners deliver impactful presentations, whether they are internal or external. Also, help learners develop their knowledge and understanding of how to convey key messages, fully engage an audience, and deliver maximum influence. Significantly increase your impact and influence when presenting with our Presentation Skills Training Course. 10 Top Tips Procrastination Have you ever put a job, a task, anything off until the last minute? Maybe you are too busy because the presentation is going to take so much time and effort that you just can’t find the time to do it this week. STOP! Many people put presentations off because of what we like to call ‘the tinkering effect’. This is because, if you start a presentation early, you will keep changing it, adding new images, better content, and changing the font. DON’T DO THIS! Create the presentation until it is ‘Good Enough’. Don’t overspend time on it. Rewarding Stories You can show content in a table or a graph but this can be seen as offputting, boring. If you were to talk about a rewarding story, the chances are, that these will be remembered because no one wants to sit and read graphs and tables. After all, research shows that rewarding stories are remembered 22 times more because we can all relate to a story. Think of a time when someone has told a story while presenting. You remember it, right? Now that same presentation, what graphs and tables did they show? Not so easy. This is presenting with impact. Tell rewarding stories. It doesn’t need to be a 20-minute story, just let it flow. End in Mind Stephen R. Covey, author of First Things First once said, “everything is created twice”, once in the mind and then in reality. The aim is to create an end in mind within your presentation. He called this Future Thinking meaning what do you want to see, feel and hear when presenting. Mohammed Ali, when he was training, saw Joe Frazier on the Canvas. He said in an interview that Joe Frazier would go down in round 5 with a left hook and Joe Frazier heard. This embedded in Joe Frazier’s mind and he went down in round 5. The moral of the story, share your end in mind with your audience at the start of your presentation. This will help with presenting with impact. Sir Aristotle Sir Aristotle had a technique for presenting. Tell them what you’re going to tell them, tell them then tell them what you have told them. Also known as the Army Technique. When presenting, tell your audience what you are going to be doing. During the presentation, you will tell them the content and at the end tell the audience what you have just told them. Start by explaining your objective, then deliver your objective and finally remind them of the objective. Embed the objective in their minds. Use the Army Technique. Engaging Headlines You head to a presentation. You see 4 headlines. 1. Total UK Population. 2. Total UK Population 1962 – 2022. 3. Total UK Population Growth Over 60 Years. 4. Better Health Care Doubles UK Population in 60 Years. Which one grabs your attention? It’s number 4 right?. You read a newspaper and the thing that drawers your attention is the headline. Why? Because they are not ‘boring’ and they give an insight. Don’t just label your presentation because every part of your presentation has to earn its place. Use engaging headlines. Nerves Nerves will always show up when you don’t want them to. You’re about to do a presentation, you have prepared for this, you know your content, you know your stuff. You’re ready to start presenting with impact. You step out in front of your audience and bam, nerves hit you. What do you do? You have high energy, you want to calm down but you can’t because you can’t go from a high state of energy to calm in seconds.

Weekly Training Booster #10: What is the HBDI Assessment?

Darren A. Smith — Tue, 17 Aug 2021 10:53:19 -0400

Explore the HBDI Assessment Tool Join Andy Palmer and Sarah Garratt in the tenth episode of the Weekly Training Booster. This episode is about ‘What is the H.B.D.I. Herrmann Brain Dominance Instrument assessment’. Exploring a number of questions to understand this assessment tool. Andy and Sarah discuss the HBDI assessment tool You Can Read the HBDI Assessment Episode Transcript Below: Andy Palmer: Welcome to MBM's Weekly Training Booster. We are Weekly Training Booster number 10. This week we're going to talking about what is the HBDI, Herrmann Brain Dominance Instrument. Today I'm joined by my colleague, Sarah, who's going to ask me some questions to help bring this to life, and I'll do my very best to answer them. Sarah, thanks for joining us this week. Great to have you here. Let's start, what's your questions for me on the HBDI assessment? Sarah Garratt: Okay. Thanks, Andy. First question, what is the HBDI assessment? Andy Palmer: Good stuff. All right. So the HBDI assessment, or the Hermann Brain Dominance Instrument, is a psychometric test that allows people to understand their thinking preferences. And once they can understand their different individual thinking preferences, they can then start to understand and value, become more tolerant of others. So what we've really got here is a metaphoric model of how our brain works, taking into account the left and right hemispheres and the upper and lower parts of our brain. And what the HBDI profile [inaudible 00:01:06] and says is that, each of these four quadrants is responsible for different thinking, decision making and communicating preferences. Now the thing with the HBDI profile is there's no better or worse profile, there is no right or wrong. What it does, is allow us to start to understand why we have differences and similarities between different people and using this model can be truly powerful for many, many reasons. Sarah Garratt: Okay, thank you. And would you say that it was a personality test or not? Andy Palmer: No, not at all. So the HBDI profile unlike others, does not measure personality. It also doesn't measure temperament, it doesn't measure intelligence, it just purely looks at our preferences to these four different quadrants. And we can use our whole brain and that's absolutely critical to remember, we just have preferences. Now we can have a preference to what is referred to as the, A quadrant or the blue quadrant and that's about facts, it's about understanding logical, analytical, factual, here and now information. If we then continue round and I'll bring each of these quadrants to life. So that's our blue quadrant. If we move down into the green quadrant or the B quadrant, this is about organization, it's about sequence, it's about steps and stages. So people with a high degree of preference here, super organized and they can see the steps and the stages required in terms of understanding their individual thinking processes. We continue around and we move round into the C quadrant, which is the red quadrant, this is about feelings, it's about people's interpersonal skills, their communication skills, understanding the needs and the wishes of others is super important to those with a high preference here. And then lastly, we've got that D quadrant, the upper right or yellow quadrant. That's about holistic, conceptual thinking. It's not about the here and now, but it's about synthesizing and integrating with other people in the future and understanding the why of what those thinking preferences are like. So not about personality, more about preferences to thinking and decision-making styles. Sarah Garratt: Okay. Thank you. And HBDI profile, in terms of the quadrants, are we able to utilize every quadrant or are we just limited to one specific? Andy Palmer: Yeah, it's a very good question. It's a very good question because more often than not, when we are introducing the whole brain thinking model,

Grocery Guru Episode #39: Russian Supermarket Discounters

Darren A. Smith — Mon, 02 Aug 2021 07:30:00 -0400

Russian Supermarket Discounters Join Andrew Grant and Darren A. Smith in the thirty-ninth episode of the Grocery Guru. They discuss the Russian Supermarket Discounters Opening Stores in the UK. How it will affect the UK's supermarkets. Particularly Aldi and Lidl. Plus, supermarkets like the 'X5 Retail Group' and their innovative approach and different model. Russian supermarket discounters to be opened in the UK You Can Read the Full Russian Supermarket Discounters Transcript Below: Darren A. Smith: Hello, and welcome to Grocery Guru. This is episode 39 and we are here with that grocery guru. Andrew, how are you? Andrew Grant: Morning Darren. Yes, very good. Thank you. Darren A. Smith: So, this week we're going to talk about the introduction into the UK of the Russian supermarket discounters, and I've got some information here, but I probably haven't got the experience you've got. What's your recollection of Russian supermarket discounters coming to Britain? Andrew Grant: Well, they haven't. So this is... Yeah, this is really interesting actually. They're called Mere and they want to open 30 stores in the next year, sorry 300 stores in the UK in the next year. The first one is opening towards the end of this month. Darren A. Smith: Yes. Now, I do remember when discounters came before, and you probably do, Europe Tesco. What's your recollection of that? Andrew Grant: Yeah, well this is the interesting thing, because I can remember being at Tesco, the first Aldi opened, and we'd already seen, I'd already seen Aldis in Germany and I still got this vivid recollection of going into an Aldi in Germany and in the chiller cabinet, the deli cabinet, there was a rusty knife hanging from a string and people were cutting their own lengths of salami. I'd never seen anything so unhygienic in my life. And so, the minute we found out that the first Aldi was opening, we thought, there's no way British shoppers are going to be picking knives up out of cabinets and cutting their own lengths of salami and sausage. They won't shop in those sorts of conditions. And then of course, well everybody knows the history, Aldi and Lidl landed, just touched something within the British psyche for a quality bargain, and I think quality is the important thing, a quality bargain and together they've now got a share bigger than Asda and Sainsbury's. Darren A. Smith: And I've got something similar on my recollection as a very junior buyer in, I think, it was the early 90s was, there was a guy called Tom Viner, who I think was probably CEO at the time. His initials were RTV, which I never quite understood, and then I realized his first name was Rudolph, but no one was allowed to call him Rudolph because they started doing red nose jokes. Anyway, so Tom was at a conference at the front and he was saying, he read out this clip from newspaper. It said the discounters are coming. And his point was, we all went, "Yeah, that's bad, Tom." He went, "No, this was written in 1902." He was trying to say to us that it comes every few years, it's cyclical that the discounters come and not to worry, but actually I think he was wrong because to your point, they've got a hell of a market share. Andrew Grant: Yeah. But I think my take is that this is actually really good news for the likes of Tesco and Sainsbury's, because it's going to give Aldi and Lidl one major pain in the whatsit to have to sort out. So this Mere group, they're planning to undercut Lidl and Aldi by 20% to 30%. I mean that is cheap, that is cheap as chips. But when you look at the pictures of the stores and anybody that's interested should have a look, there's an article of the Leipzig store that Mere recently opened. I mean, their model is quite interesting. All the stores are leased. On the cheapest possible buildings that they can find as long as it's near a main road. But the most interesting thing about the model is, suppliers own the stock until it's sold to a customer.

Grocery Guru Episode #38: Kantar Market Share

Darren A. Smith — Mon, 02 Aug 2021 07:09:02 -0400

Have Morrisons and Asda Taken Their Eye Off the Ball? Join Andrew Grant and Darren A. Smith in the thirty-eighth episode of the Grocery Guru. They discuss the latest Kantar market share showing 12 weeks to 20th July 2021. Asda and Morrisons losing share, Tesco gaining, and Aldi & Lidl showing flat growth. You Can Read the Full Kantar Market Share Transcript Below: Darren A. Smith: Hello, and welcome to your weekly episode with The Grocery Guru. This is episode 38 and we are here with that guru, Andrew Grant. Andrew, how are you? Andrew Grant: Good morning. Darren A. Smith: Now, Andrew. I know that the market shares have just been published and you've got a unique take on what you think is happening. Andrew Grant: I'm not sure about a unique take, but yeah, we always wait for Kantar data that comes out 20th-ish of every month, because I think it's the most comprehensive view of what's happening in the market. I think we've covered it maybe two or three times since the pandemic started. And yeah, there's some subtleties in the figures for me. I mean, overall, total multiples are still up 11% on two years ago. So as we said, a few episodes ago, with the pandemic technically ending, people are going to go back out to pubs and restaurants. They're not going to do as much home shopping and therefore, the multiples are probably in a fairly rough ride during the summer. Yeah, I wouldn't say it's a rough ride, maybe a few little bumps. I mean, they're down 4.6% on the year. Tesco down 3.7, Sainsbury's down three, so that's probably not too bad. So probably expecting worse. Darren A. Smith: Let me just put that back in people's heads. So year on two years ago for the last, what, 12 weeks to 23rd of July, the multiples are up 11%. That's right, isn't it? Andrew Grant: On two years ago. Darren A. Smith: On two years ago. So up 11%, but on a year ago they're down 5%, give or take. Andrew Grant: And obviously a year ago was the peak of the pandemic. So yeah, if you take a two year view, the grocers have been really successful at riding this pandemic. But within the numbers, a few interesting things. Co-op and Iceland are the worst performers, not surprisingly, a Co-op is on every street corner. They don't have many big superstores, so they were the big winners of the pandemic when people just literally didn't want to shop at a big store where there were those other people who could potentially pass on the virus, they popped to the local Co-op. And to a lesser extent, I guess, Iceland being sort of city center or town center location. So I can understand why Co-op figures don't look brilliant, although they're us still up in double digit from two years ago. Darren A. Smith: So they're up 12% on two years but they're down 15% year on year? Andrew Grant: Yeah. But what's for me is I think a little bit of the slightest star of some blue water between Tesco and Sainsbury's and Asda and Morrisons is starting to appear. So Aldi and Lidl have come back, they're flat on last year. So probably something in there about they don't have home shopping, and home shopping is down. I forget the numbers. You may have them more to have. Oh yeah. So online groceries dropped by 2.6%. Darren A. Smith: Yep. Andrew Grant: So I think Aldi and Lidl have picked that up. So Aldi and Lidl are flat. Tesco seems to be doing really well. Tesco's put on 4.4 points of market share is almost unheard of in the last 10 years, but Asda are losing market share as are Morrisons and twice the decline of Tesco and Sainsbury's on a year. Darren A. Smith: So we've got Tesco hitting the high of 27% market share. Andrew Grant: Yep. Darren A. Smith: They're doing well. And you think they're stealing that predominantly from Asda and Morrisons? Andrew Grant: No, no, actually. I think it's a bit more complex than that. I think Tesco in particular, and we've said it before, have found a way to neutralize Aldi and Lidl. Darren A. Smith: Okay,

Grocery Guru Episode #37: Ultra Fast Groceries

Darren A. Smith — Tue, 20 Jul 2021 04:39:11 -0400

Ultra Fast Groceries Join Andrew Grant and Darren A. Smith in the thirty-seventh episode of the Grocery Guru. They discuss the rise of rapid groceries, also known as ultra fast groceries. These start-ups are being discussed by JP Morgan and Credit Suisse as having the ability to take serious market share in the UK. This week Darren and Andrew discuss ultra fast grocery deliveries You Can Read the Full Ultra Fast Groceries Transcript Below: Darren A. Smith: Hello, and welcome to the Grocery Guru. We are episode 37 and we are here with that Grocery Guru, Andrew Grant. How are you? Andrew Grant: Very, very warm, Darren. Darren A. Smith: Yes. It's 31 here in town. It's hot. Andrew Grant: Well yeah, the official temperature is 31, but I think in this office, it feels like 40. So yes. Darren A. Smith: Now, if I was very smart, I'd make the link between hot weather and ultra-fast groceries, but I'm not that smart. So would you tell us about an ultra-fast grocery? Andrew Grant: Well, I think you could say that their share prices are on fire. Darren A. Smith: They're going like hotcakes? Andrew Grant: Something like that, yeah. So no, we spoke about it a few weeks ago, didn't we? This rapid grocer I think is going to be the term that is used. So people like Getir and what have you, where they promise to deliver in 10 minutes. And I think both you and I are a little bit cynical, where to say okay, it's a nice thing to have and the odd person in a city center might run out of crisps or something, but the reason I've brought this back today is J.P. Morgan, the investment house, I read an article last week where they reckon, and the headline of the article was Rapid Grocery Will Create an Existential Threat to Mainstream Grocery. They're predicting, wait for this, that the rapid delivery grocers could capture 50% of the UK grocery market worth 200 billion a year. Darren A. Smith: And for someone like J.P. Morgan to make that forecast, we're putting a lot of stead by that, and so we should. Andrew Grant: Well, I don't know. It depends how cynical you are. I know both you and I have healthy doses of cynicism running through our veins, but I've always thought don't brokers come up with stories in order to pump up a share price and then come up with another story to deflate the share price that they make money on the up and the down? Isn't that what they do? Darren A. Smith: Well, a bit like Elon Musk with Bitcoin or Dogecoin. Andrew Grant: Yeah. So whether it's one of these things, let's just pump the hype so that we can make even more money out of the shares that we've hedged, or leveraged, or whatever they do. But they were reckoning, and this is the bit that got me is whether you believe they'll get 50% of the market or not, but they're [inaudible 00:02:39] these startups, this says why so much money is going into them and why the share prices have gone crazy is they're making net returns of 10 to 15%. Now, we've spoken on here many times about UK grocers being the most profitable in the world, but they still only make about two and a half P net profit in the pound, which is a lot of hard time, effort, and energy for two and a half P for every pound you sell. They reckon these guys, because they're operating out of dark warehouses on industrialist estates and under railway arches, they're using transient labor, are getting 10 to 15% returns. Now, just do the maths, Tesco worth what? 80 billion, 100 billion, making 4%. If these guys suddenly carve out 200 billion making 12%, whoa. Darren A. Smith: That is staggering. Now, on top of what you said, so one of these guys is Gorilla. Andrew Grant: Yeah. Darren A. Smith: Gorillas, excuse me. Gorillas. And I had a look, and these guys are already in ... Don't know if you're able to see that, but this many countries. So we're not just talking about a UK phenomenon here, we're talking about eight European countries that they're already in.

Weekly Training Booster Episode #9: How to Tell Stories at Work to Improve Your Presentation Skills

Darren A. Smith — Mon, 19 Jul 2021 08:59:24 -0400

Telling Stories at work Join Andy Palmer and Darren A. Smith in the ninth episode of the Weekly Training Booster. This episode was about telling stories at work and how to improve your presentation skills. Using stories to achieve greater engagement with your audience. Everyone can tell stories - Tell me about an accident you had, or a time you were embarrassed. Telling stories at work will help to improve your presentation skills You Can Read the Storytelling Episode Transcript Below: Darren A. Smith: Hello and welcome to week nine with Andy Palmer. We're talking about the Weekly Training Booster. And this week, Andy, we're going to talk about storytelling and how to tell stories at work. Andy Palmer: Yeah, absolutely. So I think for me, this is one of those learned skills that actually become incredibly useful because the majority of us spend a lot of time influencing, persuading, communicating, ultimately presenting to people. And what we're ultimately looking to do is to improve that ability by becoming far more persuasive. And storytelling can just be a super powerful way of doing that. Darren A. Smith: And my understanding of storytelling is it comes from when our ancestors sat around a cave, where we can sometimes see Dances with Wolves with Kevin Costner. And they're telling stories around the campfire and they're really intriguing. And partly, there's no telly to distract them or mobile phone, but the storytelling, that's how it was passed on for years and years and generations. Andy Palmer: Absolutely. So, I mean, way before recorded history, at any time before recorded history, it's the vehicle in which humanity passed information from generation to generation. And yeah, I think it still plays out true now. And yes, there's all those influences, but actually, if we all think back, we can probably remember that story our grandmother told us when we were a kid. Maybe, that cartoon that we saw on the TV when we were five, maybe the thing we learned in school about how the telephone was invented by Alexander Graham Bell. And they're the things that stay with us because we have such strong emotional connections to stories, as opposed to just simple information gives. Darren A. Smith: And one of the stories that I remember was back when I was in corporate and this guy was doing a training course on time management. Now, I got intrigued by time management, as you know for the last 20 years. But, the story that stuck with me from that whole day was this guy said, "I want you to remember, I've got tickets." Now, he started with that and that was intriguing. I have no idea what he was on about, he's a mad American. And then, he told this story about how he had tickets for a baseball game. And did I know that during that day, he was the most productive he's ever been? Because at five o'clock he had to leave the office because he had tickets. And were we surprised how productive he was? No, we weren't, because he had a goal. And it was brilliant, loved it. Andy Palmer: For me, that is the power of bringing stories to life by having a single central clear message. His clear message was, "I have tickets." Now, there was a whole load of other stuff going on, but that's the bit that stuck with you. When we can come up with that simple clear message and that could be as much as, "I've got tickets," or, "I want to launch a new line," or, "I want to run a promotion, I want to negate," whatever that thing may be, if we're absolutely crystal clear on what it is, and then we can surround it with an appropriate narrative, we become so much more engaging in the way in which we're delivering that thing, whatever that thing may be. Darren A. Smith: And I agree. I was at a workshop, a different workshop some years later, with a guy called Richard White. God bless him, he's now passed on. But, we were in a storytelling workshop. There was 30 of us there and most of us started moaning as people, I think,

Weekly Training Booster Episode #8: The Urgent & Important Matrix

Darren A. Smith — Mon, 19 Jul 2021 08:39:00 -0400

The Urgent and Important Matrix Join Andy Palmer and Darren A. Smith in the eighth episode of the Weekly Training Booster. This episode was about understanding the urgent and important matrix. Also known as the Eisenhower matrix. A tool for helping you to understand how to improve your time management. Understand and utilise the urgent and important matrix You Can Read the Urgent and Important Matrix Episode Transcript Below: Andy Palmer: Welcome to week number eight of our MBM weekly training booster. Good afternoon, for those that are watching it live, and hello to anyone else. It's a hot Friday afternoon here for us. Today, Darren, we are going to talk about the Urgent versus Important Matrix of helping to support a time management system, sometimes called the Eisenhower model. So I'm going to ask you to give us a brief overview and then we'll get in and explore it further. Darren A. Smith: Cool. This is a cracking tool, the Urgent versus Important, or Important versus Urgent Boston Matrix. So imagine a Boston Matrix. I'm going to flash one up, but I don't think everyone will be able to see that quickly. And what it says is, there's two axis. Urgent, and there's another axis of important. And once you cross check those and you get your four windows, you end up with what you can do and how you can think about time management, and whether a task is urgent, or whether it's important and how it overlaps with each other. Andy Palmer: That makes great sense. And I keep referring to situational base needs. Whenever I'm doing training of late, whether it's people management, situational leadership, or whether it's category management and talking about situational category management, adapting to the situation. And I think this is just another good example of, based on a situation that you've got and your situation be dictated by urgent and important allows, and that then, of course, dictates the options that you've got. So from what you've just said about those four quadrants, what sits within those four quadrants? How would you bring that to life? Darren A. Smith: So let's roll through. The reasons it's called the Eisenhower Matrix, is supposedly, President Eisenhower came up with it. Whether that's true or not, I don't know. I guess it doesn't matter. So you can either call U and I Matrix, or the Eisenhower Matrix, or the Urgent and Important Matrix. If we take that Matrix, and we say something is neither urgent, so we look at this axis, or important, then it's right down here. So we've got a time demand or a task that's neither urgent or important. Now this is the crazy space you get into. You say, "Well, if it's not urgent and it's not important, what should I do with it?" What do you think? Andy Palmer: What should you do with it? Well, it's actually probably not do anything with it, but again, you don't need it slipping through your system. So I'm going to hazard a guess that some sort of reminder, some sort of park it somewhere, put a date on it, come back to it. That type of [crosstalk 00:02:32]. Darren A. Smith: It could be that. I mean, if it's not urgent and it's not important, you probably shouldn't do it now. Now if you get some JFBI's in your business, we all know what that acronym stands for. And sometimes, you've just got to get these things done. "That's okay. The boss wants it, the customer wants it. I'll just get it done. Fine. Not particularly urgent, it's not important, but over the next couple of weeks." So what we ought to do with this, is try and do as few of these as possible, because you can imagine, if you and I are operating in a space where it's neither urgent or important, what the hell are we doing? We can't be being productive. Andy Palmer: Yeah. Absolutely. All right. That makes sense. So we can either dismiss that, get rid of it. If then we were to dial up one of those axis, and let's say, something becomes more important, what does that look like? Darren A. Smith: Yeah.

Grocery Guru Episode #36: Football Bonus, Groceries, & A Tough Autumn

Darren A. Smith — Tue, 13 Jul 2021 04:57:11 -0400

Football Bonus, HFSS, Morrisons & A Tough Autumn Join Andrew Grant and Darren A. Smith in the Football Bonus episode of the Grocery Guru. They discuss England being in the Euro 2020 final which gives a football bonus & stress on the supply chain, driver shortage, labour shortages for frowers, rapid groceries - Wheezy, HFSS, Morrison's bids and a tough Autumn Ahead for the grocers and their suppliers. England football team being in the final have meant a football bonus and driver shortages You Can Read the Full Football Bonus Transcript Below: Darren A. Smith: Hello, and welcome to the Grocery Guru. This is episode 36, and we are here with that guru, Andrew Grant. How you doing? Andrew Grant: Morning Darren. Yes. Pretty good. Thank you. Darren A. Smith: Lots going on at the moment. I know we've got a few things we want to share with our audience, but we can't not mention the football. Andrew Grant: What's that? Sorry, Das, I missed it. Darren A. Smith: It's a sort of football-like brown thing we might win. Andrew Grant: Oh, yes. There's a small match on Sunday evening, I believe. Darren A. Smith: There very much is. And I know you're a big football fan. Andrew Grant: Yeah, no, exactly. I mean, it's one of those weekends, obviously putting aside the sort of, the passion for the national team, but as an [inaudible 00:00:48], we all remember these weekends. They don't come around very often, but a Royal wedding, a Brit winning Wimbledon, England football team getting through to the semifinals and now the finals; it's not in your budget. You weren't expecting it. You've spent this whole week ordering in gazillions of whatever it might be; crates of beer, burger buns, barbecue briquettes, whatever. And it's all froth on the top of your budget, I mean, happy days. Darren A. Smith: It's like getting a football bonus, isn't it? You didn't know it was coming and there it is. Lovely. Andrew Grant: Yeah. And then obviously the trick is by this time next year, make sure you've moved categories because you're going to have the mother of all spikes to try and overcome. Darren A. Smith: Can't you still just blame COVID? Can this not go on for years? Andrew Grant: Yeah, but it doesn't get taken out of your budget, unfortunately. I'm not sure finance directors know that there's things such as football and COVID, it's just next year's budget is. Darren A. Smith: So we've got lots of people planning for this bonus weekend. It gives them extra on top of their budget. Fabulous. All right. That makes sense. And what about taking that forward? What does that look like? Andrew Grant: Well, it's an interesting time, isn't it? Because we spoke, I think a few episodes ago, about the challenges the grocers are going to have this year. Obviously they got a massive pandemic boost when everybody... when all the other shops were shut. And they're now obviously in the... they're now lapping that fantastic performance. And I saw some stuff from NielsenIQ this week, which said that actually sales in supermarkets fell 2.4% in the four weeks to the 19th of June, which actually probably isn't bad. If you think, they got something like 10% bonus, only to be 2.4% now a year later, is pretty good. Darren A. Smith: Well, that's much better than I would have thought. The average was 10% up in sales, so now we're saying only 8% up, minus two. Okay. [inaudible 00:03:10]. Andrew Grant: We had Sainsbury's quarterly update performance. They increased their profit expectations, I think; doing pretty well, growing market share. And interestingly, the takeout I took from it, was their online business, their online grocery business, as opposed to Argos, is now steadying out. The growth rate is steadying out, but at 20% of their overall business. Darren A. Smith: Oh, one in five. Okay. Andrew Grant: So if you remember a year ago, we said it had doubled to 20%. So it doubled in a year, sort of five years worth of growth in a year,

Weekly Training Booster Episode #7: How to Use the GROW Coaching Model to Coach Your Employees

Darren A. Smith — Tue, 06 Jul 2021 05:41:02 -0400

Use the GROW Model For Your Employees Join Andy Palmer and Darren A. Smith in the seventh episode of the Weekly Training Booster. This episode was about the GROW Coaching model; Goal, Reality, Options, and Way Forward. An overview of this coaching model to help you to begin coaching. Learn how to use the GROW coaching model You Can Read the GROW Coaching Model Episode Transcript Below: Andy Palmer: Welcome to our next MBM Weekly Training Booster. We're at number seven. Today, we're going to be talking about the GROW Coaching Model and how to use the GROW Coaching Model. So Darren I've got, and as I've said before, in previous videos, I've got issues. Another one that I've identified is my inability to manage time. So you said you would kindly sit down with me, use something called GROW to make me better. Can you give us an overview of what this GROW thing is you keep pushing at me? Darren A. Smith: I can, there are a number of coaching models out there, like Oscar, GROW, a bunch of others. The one I really want to focus on because it's the most popular is G-R-O-W, the four stages of GROW. It was designed by a guy called Sir John Whitmore, who was originally a racing driver, not many people know that. And he came up with this four stage model for helping someone to coach someone else. G is the goal, where do I want to get to? R is for reality. Where am I right now? O is for options. What things could I do? A way forward is basically choose the options before I'm going to go into. Andy Palmer: Brilliant. So if we decided that I do need to resolve my time management issues, how would you be using each of those stages with me, to help unlock this? Darren A. Smith: So the first question we'd ask you around the first stage, which is goal. So one of my questions would be where do you want to get to on your time management? And you might say, where I want to get to, Darren, is... What you say? Andy Palmer: Finishing on time more often, being able to prioritize my workflow, because I tend to work on all the wrong stuff at the wrong times. And ultimately, maybe to try and manage when stress, cause I'm just incredibly busy. [inaudible 00:01:49] I've got a job. Darren A. Smith: And they will be great answers, because I would then follow up that with some subsequent questions to try and get you to define that goal. What does it look like when you're there? How were you feeling? What does it look like? What does it smell like? How euphoric would that be? Andy Palmer: Good stuff. All right. So once we've got our goal, we know what we're aiming for. We can then move into our reality stage of trying to figure out maybe what's not working so well right now. Is that right? Darren A. Smith: It could be. So we've got our bit over here. Where does Andy want to get to on time management? But now trying to establish, how far is he away? That's his reality. So I might say to you, considering your goal, how would you compare that to your reality? If this is nine out of 10, what score would you give yourself now? Andy Palmer: And I guess flushing out with a number of different questions coming at it from multiple different angles just helps that we're, [inaudible 00:02:43] classes that kind of conscious incompetence. I now know what I didn't think I knew before. I know with the view to help understand that differential between where I want to get to and actually the real reality of where I am now. That then moves us into our options. And again, we're looking to explore things that can help solve it, I guess? Darren A. Smith: They are, so again, GROW and coaching's all about the answers within you, all I'm trying to do is ask you the right questions to pull it out your head. What I'm not doing is giving you the answers, because we move into more mentoring, which is very different. This is all about, I should be able to coach you to do anything, as a coach. I don't need to be a subject matter expert. So I might say to you,

Weekly Training Booster Episode #6: How to Use Edward De Bono’s Six Thinking Hats & Their Sequences

Darren A. Smith — Tue, 06 Jul 2021 05:28:32 -0400

How to Use the Six Thinking Hats Theory Join Andy Palmer and Darren A. Smith in the sixth episode of the Weekly Training Booster. This episode was about the six thinking hats. Designed by Edward De Bono, these 6 hats help teams to solve problems with this incredible problem-solving tool. You can choose how you sequence the hats to get the best results. Find out how to apply the 6 thinking hats theory with this training booster You Can Read the 6 Thinking Hats Episode Transcript Below: Andy Palmer: Okay, good afternoon or good morning, depending on when you're watching this. Welcome to MBM's weekly training booster. This is number six; how the time flies when you're having fun. Okay. Today is about how to use, and how to understand the Six Thinking Hats, the tool that's been developed by Edward De Bono. For me, Thinking Hats is a super powerful way of helping unlock the potential and to support team thinking. So Darren, give us an overview of De Bono's Six Thinking Hats. Darren A. Smith: It's a way of problem-solving as a team. That's its best application, I think, having used it for the last 20 years. It can really help a team to focus, without having to worry about being sidetracked on positioning themselves in the discussion, my opinions here, your opinions here. So it can really help a team to focus and solve a problem. And the Six Hats are various colors, they were created by, as you said, Edward De Bono, and I'd like to share them all with you. Andy Palmer: All right, good stuff. So what I'm going to ask you to do then is pick a hat, give us an overview of any one of them, anyone that comes to mind for you? Darren A. Smith: Well, let's do the one that people would most heard of, which is the black hat. Andy Palmer: Okay, and what's the black hat? Darren A. Smith: The black hat is being a naysayer or a negative Nellie as some people would call it. So you're in a discussion, and the idea is that the team together wear each hat at a time, a metaphorical putting on a colored hat. So at this point, each member puts on the black hat altogether, and we have a problem to solve. And the problem might be that project XYZ isn't working. And then what we do on a flip chart is write down all the problems with this project, "Well, it doesn't work because Bob's not engaged, the client doesn't like it, we're going to run out of money." And we'd list all the problems, all the things that are going to go wrong, all the negativity. Andy Palmer: Good stuff. And I guess that then allows people to get those thoughts out of their head and, at the same time, manage their own perception that maybe they're not being negative. They're actually just trying to spot stuff that can happen, the risks that are going to be associated with the project, to then figure out if we need to accept, mitigate, transfer them, or whatever we need to do with them. So it's a good way of unlocking that thinking where naturally the majority just don't want to go to that black hat thinking. But this helps us to take us there. Darren A. Smith: And you can also imagine Bob and Ron in a room, and maybe Bob's negative and Ron's saying, "Oh, but we don't want to be negative." You can see the tussle going on. Whereas if we'd all agree to put on the black hat and we're all negative together for a few minutes, great. Andy Palmer: All right, absolutely. Good stuff. All right. Pick another hat, what other colors and what [crosstalk 00:02:54]? Darren A. Smith: Okay, we'll go opposite and we'll talk about the white hat of the six thinking hats. Or, as we call it an MBM terms, the detective hat. And this is saying, "What do we not have? What facts and information should we go and seek in order to solve this problem?" So we don't understand enough about the customer on this project, or we don't have enough data, or we need to find out what the shopper thinks. That's our white hat. Andy Palmer: Good stuff. And it'd be particularly useful when we're trying ...

Grocery Guru Episode #35: How to Become a Supplier to a UK/European Supermarket Using S.E.L.L.I.N.G.

Darren A. Smith — Mon, 05 Jul 2021 05:41:58 -0400

Become a Supermarket Supplier with S.E.L.L.I.N.G Join Andrew Grant and Darren A. Smith in the thirty-fifth episode of the Grocery Guru. They discuss how to become a supplier to a UK/European Supermarket using their acronym of S.E.L.L.I.N.G. that helps you to get 'a foot in the door'. Use S.E.L.L.I.N.G. to help you become a supermarket supplier You Can View the Full S.E.L.L.I.N.G Transcript Below Darren A. Smith: Welcome to episode 35 of the Grocery Guru. We are here with that guru. Andrew Grant, how are you? Andrew Grant: Morning Das, yes, very good, thank you. Darren A. Smith: All right. Good, good. You're off to buy a house soon. So we're going to make it snappy and grab a bit of your time. Andrew Grant: Yeah, maybe we should do negotiate. I think whether it's all about selling, maybe you should do negotiation based on what I'm up to today. Darren A. Smith: All right. You and I were together yesterday at the Algerian trade conference. How was that? Andrew Grant: Well, virtually. I don't think we were actually in Algeria. I didn't notice, but yeah. Darren A. Smith: We were. We were. And what came out of that was there was an audience of about 200. There was the minister of trade on the top table. You and I were virtually there as well, offering advice on suppliers who want to become suppliers to UK and European supermarkets. And you and I found a whole bunch coming out of that from the questions they asked. So I'm going to drill into your head and see if we can bring some of that back for viewers today. Andrew Grant: Yeah. Well, what struck me was just how desperately keen overseas buyers are to get into Brexit Britain. Darren A. Smith: Yes. Andrew Grant: They really see us as a land of new opportunity and yeah, they're desperate to do trade with the UK. Darren A. Smith: So thinking about your years in supermarkets, what made you want to select this supplier as a supplier and not this one? Andrew Grant: Yeah. Now that's a good question. Because I still remember. Particularly when I did produce and a lot of those Algerian suppliers were produce suppliers. I'd get faxes every week with, "Oh, we can supply your melons for X." And it was always half what I was currently paying, but I never did business with them. Because you've got to be able to trust the supplier. And you've got to know that they do the basics in terms of technical and logistics. So can they get the stuff to you? And is it not going to be full of harmful chemicals and stuff when it gets out? Are the two most important things. But what always struck me and I know I've used the analogy before is very often new suppliers, particularly those from abroad would just not do their homework. Darren A. Smith: Yeah. Andrew Grant: And I would sit there thinking I was almost like a travel agent. "How may I help you today? Yes. Let me guide you through the process of S.E.L.L.I.N.G to me and let me write the tickets out for you and the itinerary. And here's your seat number. And would you like a drink before your meal?" Honestly, it was... Some of the basics they didn't do was scary. Darren A. Smith: It was. And when we work with current clients and some are suppliers... Who want to become suppliers to supermarkets. One of the things we're trying to share with them is they've got to do their homework. And that's blindingly obvious, yet we are still surprised by how many that don't. How many that don't know how many depots Tesco have or Sainsbury's have and how the supply chain works. Andrew Grant: Well. That's... I think it's common courtesy, especially in this day of the internet, to know how many stores a supermarket group has, what fascias they operate on, what their advertising timeline is. That is really basic stuff. If you or I have gone for an interview, you actually bother to find out who your prospective employer is, what they make, how they operate. And it just stick in me because effectively a new supplier is going for an inte...

Sticky Learning Lunch #61: Feedback – ‘What Elephant? – How to Give Feedback’ P4

Darren A. Smith — Wed, 30 Jun 2021 03:49:01 -0400

How to Give Feedback Part #4 Need to have ‘That’ conversation but don’t know how, worried how it’ll be received, or just believe that if you ignore it for long enough it’ll go away? This 4-day training will dispel every belief you have about feedback, that you’ve been previously taught or learned by yourself along your leadership journey. Learn how to give effective feedback with this sticky lunch Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2

Sticky Learning Lunch #60: Feedback – ‘What Elephant? – How to Give Feedback’ P3

Darren A. Smith — Wed, 30 Jun 2021 03:42:46 -0400

How to Give Feedback Part #3 Need to have ‘That’ conversation but don’t know how, worried how it’ll be received, or just believe that if you ignore it for long enough it’ll go away? This 4-day training will dispel every belief you have about feedback, that you’ve been previously taught or learned by yourself along your leadership journey. Learn how to give effective feedback with this sticky lunch Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2

Sticky Learning Lunch #58: Feedback – ‘What Elephant – How to Give Feedback’ – Part #1

Darren A. Smith — Wed, 30 Jun 2021 03:30:00 -0400

How to Give Feedback Part #1 Need to have ‘That’ conversation but don’t know how, worried how it’ll be received, or just believe that if you ignore it for long enough it’ll go away? This 4-day training will dispel every belief you have about feedback, that you’ve been previously taught or learned by yourself along your leadership journey. Learn how to give effective feedback in this sticky learning lunch Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2

Sticky Learning Lunch #57 HBDI Model & Whole Brain Thinking – Part #3

Darren A. Smith — Wed, 30 Jun 2021 03:21:00 -0400

HBDI Model & Whole Brain Thinking #3 Find out more about the HBDI Whole Brain Thinking ®.

Sticky Learning Lunch #56 HBDI Model & Whole Brain Thinking – Part #2

Darren A. Smith — Tue, 29 Jun 2021 10:38:00 -0400

HBDI Model & Whole Brain Thinking #2 Find out more about the HBDI Whole Brain Thinking ®.

Sticky Learning Lunch #55 HBDI Model & Whole Brain Thinking – Part #1

Darren A. Smith — Tue, 29 Jun 2021 10:29:00 -0400

HBDI Model & Whole Brain Thinking #1 Find out more about the HBDI Whole Brain Thinking ®.

Sticky Learning Lunch #54: The Leadership Upgrade #4 ‘Create’ – Leadership coaching model E.V.O.C

Darren A. Smith — Tue, 29 Jun 2021 10:21:00 -0400

The Leadership Upgrade #4 "Worried if you change you won’t know what to expect? – Part #4 of the Unique Leadership Coaching model ‘EVOC’ Create. Reflected, dreamed, seen the problems now it’s time to Create actions. Improve your leadership skills with this sticky learning lunch Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3

Sticky Learning Lunch #53: The Leadership Upgrade #3 ‘Obstacles’ -Leadership coaching model E.V.O.C.

Darren A. Smith — Tue, 29 Jun 2021 10:13:00 -0400

The Leadership Upgrade #3 "Worried if you change you won’t know what to expect? Part #3 of the Unique Leadership Coaching model ‘EVOC’ Obstacles, If you always did what you’ve always done. You’ll always get what you always got. Get prepared, get aware and plan for a better future. Improve your leadership skills with this sticky learning lunch Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Lande...

Sticky Learning Lunch #52: The Leadership Upgrade Part #2 ‘Vision’ leadership coaching model E.V.O.C

Darren A. Smith — Tue, 29 Jun 2021 09:54:00 -0400

The Leadership Upgrade #2 "Worried if you change you won’t know what to expect? Part #2 of the Unique Leadership Coaching model ‘EVOC’ Obstacles, If you always did what you’ve always done. You’ll always get what you always got. Get prepared, get aware and plan for a better future. Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3

Sticky Learning Lunch #51: The Leadership Upgrade #1 ‘Self Evaluation’ EVOC leadership model

Darren A. Smith — Tue, 29 Jun 2021 09:37:00 -0400

The Leadership Upgrade #1 Got promoted and wish someone showed you how to Lead? – Part #1 The Unique Leadership Coaching model ‘EVOC’ (Self) Evaluate, take a deeper dive into your leadership style and capability. Take a look at your leadership style with this sticky learning lunch Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3

Sticky Learning Lunch 48: Increase Category Opportunities Landed P7

Darren A. Smith — Tue, 29 Jun 2021 09:18:00 -0400

Increase Your Category Opportunities 73% of your Category Opportunities Never Make it to Store. You will learn: - Each of the 7 parts of the MBM Category Management Funnel. - How each part is essential to creating an effective Category Management approach. - Various tools and techniques to support each stage of the process. Improve your category opportunities Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category...

Sticky Learning Lunch 48: Increase Category Opportunities Landed P6

Darren A. Smith — Tue, 29 Jun 2021 09:09:00 -0400

Increase Your Category Opportunities 73% of your Category Opportunities Never Make it to Store. You will learn: - Each of the 7 parts of the MBM Category Management Funnel. - How each part is essential to creating an effective Category Management approach. - Various tools and techniques to support each stage of the process. Improve your category management opportunities Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2

Sticky Learning Lunch 48: Increase Category Opportunities Landed P5

Darren A. Smith — Tue, 29 Jun 2021 08:52:00 -0400

Increase Your Category Opportunities 73% of your Category Opportunities Never Make it to Store. You will learn: - Each of the 7 parts of the MBM Category Management Funnel. - How each part is essential to creating an effective Category Management approach. - Various tools and techniques to support each stage of the process. Improve your category management opportunities Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2

Sticky Learning Lunch 47: Increase Category Opportunities Landed P4

Darren A. Smith — Tue, 29 Jun 2021 08:46:00 -0400

Increase Your Category Opportunities 73% of your Category Opportunities Never Make it to Store. You will learn: - Each of the 7 parts of the MBM Category Management Funnel. - How each part is essential to creating an effective Category Management approach. - Various tools and techniques to support each stage of the process. Improve your category management opportunities Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2

Sticky Learning Lunch 46: Increase Category Opportunities Landed P3

Darren A. Smith — Tue, 29 Jun 2021 08:39:14 -0400

Increase Your Category Opportunities 73% of your Category Opportunities Never Make it to Store. You will learn: - Each of the 7 parts of the MBM Category Management Funnel. - How each part is essential to creating an effective Category Management approach. - Various tools and techniques to support each stage of the process. Improve your category management opportunities Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2

Sticky Learning Lunch 45: Increase Category Opportunities Landed P2

Darren A. Smith — Tue, 29 Jun 2021 08:31:58 -0400

Increase Your Category Opportunities 73% of your Category Opportunities Never Make it to Store. You will learn: - Each of the 7 parts of the MBM Category Management Funnel. - How each part is essential to creating an effective Category Management approach. - Various tools and techniques to support each stage of the process. Increase your category opportunities with our sticky lunch Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3

Sticky Learning Lunch 44: Increase Category Opportunities Landed P1

Darren A. Smith — Tue, 29 Jun 2021 06:46:46 -0400

Increase Your Category Opportunities 73% of your Category Opportunities Never Make it to Store. You will learn: - Each of the 7 parts of the MBM Category Management Funnel. - How each part is essential to creating an effective Category Management approach. - Various tools and techniques to support each stage of the process. Increase your category opportunities with this sticky learning lunch Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3

Sticky Learning Lunch #43: My Time Management is Excellent! I Don’t Need to Attend this Webinar P7

Darren A. Smith — Tue, 29 Jun 2021 06:32:00 -0400

Think You Don't Need to Attend This Webinar? This 7-part model will help you to find out what is wrong with your time management. You will learn: - Each of the 7 parts of the time management system. - How each part is essential to creating an effective time management system. - The holes that are exposed in your time management system by not having any one of the 7 pieces. - Practical tips to incorporate any one of the 7 parts of the time management system. Improve your time management the these 7 hurdles Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - P...

Sticky Learning Lunch #42: My Time Management is Excellent! I Don’t Need to Attend this Webinar P6

Darren A. Smith — Tue, 29 Jun 2021 06:06:00 -0400

Think You Don't Need to Attend This Webinar? This 7-part model will help you to find out what is wrong with your time management. You will learn: - Each of the 7 parts of the time management system. - How each part is essential to creating an effective time management system. - The holes that are exposed in your time management system by not having any one of the 7 pieces. - Practical tips to incorporate any one of the 7 parts of the time management system. - The strengths and weaknesses of your time management system. Improve your time management skills Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Op...

Sticky Learning Lunch #41: My Time Management is Excellent! I Don’t Need to Attend this Webinar P5

Darren A. Smith — Tue, 29 Jun 2021 05:58:00 -0400

Think You Don't Need to Attend This Webinar? This 7-part model will help you to find out what is wrong with your time management. You will learn: - Each of the 7 parts of the time management system. - How each part is essential to creating an effective time management system. - The holes that are exposed in your time management system by not having any one of the 7 pieces. - Practical tips to incorporate any one of the 7 parts of the time management system. - The strengths and weaknesses of your time management system. Improve your time management skills with these 7 hurdles Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1

Sticky Learning Lunch #40: My Time Management is Excellent! I Don’t Need to Attend this Webinar P4

Darren A. Smith — Tue, 29 Jun 2021 05:50:00 -0400

Think You Don't Need to Attend This Webinar? This 7-part model will help you to find out what is wrong with your time management. You will learn: - Each of the 7 parts of the time management system. - How each part is essential to creating an effective time management system. - The holes that are exposed in your time management system by not having any one of the 7 pieces. - Practical tips to incorporate any one of the 7 parts of the time management system. - The strengths and weaknesses of your time management system. Improve your time management skills with these 7 hurdles Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1

Sticky Learning Lunch #39: My Time Management is Excellent! I Don’t Need to Attend this Webinar P3

Darren A. Smith — Tue, 29 Jun 2021 05:42:00 -0400

Think You Don't Need to Attend This Webinar? This 7-part model will help you to find out what is wrong with your time management. You will learn: - Each of the 7 parts of the time management system. - How each part is essential to creating an effective time management system. - The holes that are exposed in your time management system by not having any one of the 7 pieces. - Practical tips to incorporate any one of the 7 parts of the time management system. - The strengths and weaknesses of your time management system. Improve your time management with these 7 hurdles Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1

Sticky Learning Lunch #38: My Time Management is Excellent! I Don’t Need to Attend this Webinar P2

Darren A. Smith — Tue, 29 Jun 2021 05:33:58 -0400

Think You Don't Need to Attend This Webinar? This 7-part model will help you to find out what is wrong with your time management. You will learn: - Each of the 7 parts of the time management system. - How each part is essential to creating an effective time management system. - The holes that are exposed in your time management system by not having any one of the 7 pieces. - Practical tips to incorporate any one of the 7 parts of the time management system. - The strengths and weaknesses of your time management system. Find out the 7-part time management model and whether you need to attend this webinar Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 ...

Grocery Guru Episode #34: HFSS – High in Fat, Salt or Sugar Foods – UK Law from 1st April 2022

Darren A. Smith — Mon, 28 Jun 2021 08:49:09 -0400

New UK HFSS Laws on High in Fat, Salt or Sugar Foods Join Andrew Grant and Darren A. Smith in the thirty-fourth episode of the Grocery Guru. They discuss HFSS New Laws: High in Fat, Salt, or Sugar Foods. These are products that will be stopped from being sited on secondary spaces in-store, and cannot be volume promoted. The HFSS New Laws will affect all stores over 2,000 feet and including symbol stores, like Spar. There will be HFSS New Laws commencing in April 2022 for HFSS foods You Can View the Full HFSS New Laws Transcript Below: Darren A. Smith: Hello, and welcome to episode 34 of the Grocery Guru. We're here with that guru, who is Andrew Grant. Andrew, how are you doing? Andrew Grant: Morning, Darren. Yes, very good. Are you well? Darren A. Smith: I'm very well. It's Friday. What's in our postbag? What's on your mind? What's the world talking about today, in the world of grocery? Andrew Grant: Yeah. It's, I think, yesterday, all you could hear about, other than England playing Germany next week, was HFSS. It doesn't exactly slip off the tongue. It's nothing to do with a train line about to go past your house, but I think it's a pretty big deal, actually. Darren A. Smith: All right. So, HFSS. Let's treat me like an idiot. No comments invited. HFSS, what does that mean? Andrew Grant: Okay. I won't get you to guess. High fat, salt, and sugar foods. For people in the industry, the impulse category, basically. Some pretty serious legislation coming down the tracks, and actually, potentially will be enforced on the 1st of April 2022, which by my reckoning is 279 days away. Darren A. Smith: It is, [inaudible 00:01:23]. Andrew Grant: If the legislation goes through as I've read it, seismic changes to all those foods that will be classed as high fat, sugar, and salt. We're talking fizzy drinks, we're talking soft drinks, cakes, biscuits, chocolate, crisps, snacks, even processed ready meals, and stuff like that. Darren A. Smith: Wow. All right. Let's do what our Americans say, let's unbox this with you, [inaudible 00:01:55]. Andrew Grant: Ooh. Darren A. Smith: Let's unbox it. So HFSS is about salty, sugary foods. I think I do know a little bit about this. You said it's the biggest change in enforced dietary changes since the World War, the Second World War? Andrew Grant: Yeah. If you think about it, I'm sure we all remember Jamie Oliver on the Turkey Twizzlers. The government, over the last 10 years, has made a lot of changes encouraging, and in some regards forcing, manufacturers to change formulations. Darren A. Smith: Yeah. Andrew Grant: To reduce the amount of salt, to reduce the amount of sugar. There's obviously been the watershed advertising bans. Darren A. Smith: Yep. Andrew Grant: Not allowed to advertise these products to kids, or in schools. Darren A. Smith: Yep. Andrew Grant: Sort of round the edges, but what they're proposing for next April, as far as retailers and suppliers are concerned, goes one hell of a step further. That is to ban the siting of those foods anywhere other than on the shelf, their home shelves. So you can't have sweets on checkouts. A lot of the retailers have made that decision themselves, but that will be illegal. No siting of sweets or these HFSS products anywhere near the checkouts, within two meters of the entrance. Then probably the biggest, you won't be able to volume-promote these products. So you'll be able to price-promote, I believe, but you won't be able to do BOGOFs, extra-frees, twofers. If you think of the impulse category, certainly back in my day, something like 70% of a brand's volume in those categories went through on deal. Darren A. Smith: Let's bring that to life. If I'm walking through the central aisle of a Tesco or a Sainsbury's, and I see the gondola end and it's packed with M&M's, with the little round man with the funny hands- Andrew Grant: Yep. Darren A. Smith: No more? Andrew Grant: From April the 1st 2022,

Weekly Training Booster Episode #5: How to Deal with Conflict/Managing Conflict

Darren A. Smith — Mon, 28 Jun 2021 08:17:41 -0400

Improve How You Deal With Conflict Join Andy Palmer and Darren A. Smith in the fifth episode of the Weekly Training Booster. This episode was about how to deal with conflict, or manage conflict. We discussed how important tone is to the situation, the use of irritators, and the Thomas-Kilman conflict behavioural model. Improve how you deal with conflict with this week's WTB You Can Read the How to Deal With Conflict Episode Transcript Below: Andy Palmer: Okay. We're back here again with an MBM Weekly Training Booster. This is number five. Today we're talking about conflict resolution. So Darren and I had a huge disagreement this morning over something that felt quite trivial at the time, but it's caused us quite a bit of friction between the pair of us. Now, we're both going head to head and yet we're trying to figure out if we had our time again, how could we manage our conflicts better? How could we get conflict resolution faster? So Darren, if we had our time again, what would you and I have done differently? Darren A. Smith: I think what I read about conflict is that everyone says, "Just calm down, listen, do it properly." But actually, when you're in conflict, you basically want to beat the other person to a pulp. I get that. So telling us that we need to calm down and it shouldn't matter, I get why people are saying that. Actually, I'm not sure that achieves the behavioral change that we're looking for because what we're really looking for is to understand that it happens. The adrenaline's pumping, we're in conflict and I think what we need to know is what's going on more in our heads at that time. And I want to share a couple of models that hopefully will help people understand what is going on in their heads, which I think then will calm them down rather than just telling them, "You need to be calmer." Andy Palmer: All right, good stuff. I think the calming down a bit's important just to take the heat out of the situation. And yet the psychology that sits behind the reason why we're already in that place and then what we can do is where the true value and the importance comes from. So let's hear about this first model that's in your mind right now. Darren A. Smith: Okay. So it's Thomas Kilmann. These guys came up with a model many years ago and it says that we have five ways of dealing with conflict and we have a default, one of them. So if we can understand which one we are defaulting to, that will help us understand how we deal with conflict normally because that's our default behavior. Now, once we understand that stuff and we understand it well and we're trained in it, we can then move into using other behaviors, because the challenge isn't to stop having conflict, the challenges to manage conflict using other behaviors. So as an example, one of the behaviors is avoid. Now everyone sees that as the weak one, but it's not because sometimes you just need to walk away. So one of the five default behaviors is avoid. And if we can plant that in people's heads, then maybe one in 100 arguments, if they're really in conflict, they might just walk away because they'll live to fight another day. Andy Palmer: Yeah, absolutely. I think depending upon the level of conflict and of attention of where that could then go, being mindful of actually making a conscious effort to avoid escalation can be super powerful and why some people will have an avoiding mode just by default. It allows them to at least select it or be aware of where they're at. Darren A. Smith: It does. And avoiding isn't the weak one, all five are exactly equal. Andy Palmer: Good. Okay. So, that's avoiding. Tell us about one of the other styles. Darren A. Smith: Well, I'll go right to the other end, the one that I am. And again, each of these has their strength and weakness. So on our Kilmann model, there's competing. And the phrase that people would use to describe competing is might is right.

Weekly Training Booster Episode #4: How to Work from Home Effectively/ Remotely

Darren A. Smith — Mon, 28 Jun 2021 08:17:01 -0400

Make Working From Home More Effective Join Andy Palmer and Darren A. Smith in the fourth episode of the Weekly Training Booster. This episode was about how to work from home effectively. Also, known as remote working. We discuss the M.I.N.D.S.E.T. mnemonic that will help you to work from home more productively. Learn how to work from home effectively with Darren and Andy You Can Read the How to Work From Home Effectively Episode Transcript Below: Andy Palmer: Okay. Good morning or good afternoon, depending on when you're watching this video. Welcome to this week's MBM Weekly Training Booster. So we're running these 10-minute videos all of you to help boost your training, with lots of top tips, useful techniques that you can apply, whether you're working from home or back in the office, which I know a number of us are starting to return to. Mentioning that, that's exactly what this week's about. It's about how to work from home effectively. It's about managing role, remote working, and bringing to life some of that stuff that we've all got going on, and how to overcome some of those challenges. So, Darren, good morning to you. Let's hear your first top tip about how to work remotely. Darren A. Smith: All right. So we've got an infographic on this and also a mnemonic. Mnemonic is just the Greek word for remember. And I'm going to offer this mnemonic, which is MINDSET. So imagine those seven letters and each one represents something. That's how we can help these guys work remotely better. Andy Palmer: All right. We won't talk through all of those letters, but if you were to grab one or two, which ones come to mind from MINDSET? Darren A. Smith: I think I'm going to go right over to here, to the S, S for sierra, but in this case, it's S for space. A lot of people struggle with working from home, and they've got used to it, but they're still now in a place where they're probably at the kitchen table. They might have the kids running around or the husband's coming in or it's the husband working and the wife's there. And it's a space. Now I get not everyone's got a place where they can have separate spaces, and I didn't for a long time. But if you can have a separate space, even if you make it a part of the living room or part of another room, it's much better, because otherwise, you're always at work and over time, you'll resent it. Because if you're at the kitchen table working, but then you're there eating, but then you're there doing the kids' homework, you're always working. So separate space is what S is for. Andy Palmer: Good. I like that one. I think you're right. It's that differential between, that's my home space and that's my work space. As lots of people are now embracing a hybrid way of working, whether that's being in the office for a couple of days a week. I think I heard the phrase TWaTs mentioned not so long ago. So just to clarify that, Tuesday, Wednesday, and Thursday. People maybe are in the office for those days, home for the Monday and Friday, or vice versa. But important to have that space. All right, good stuff. Good. I could grab a letter, but I'll let you pick one. Darren A. Smith: Okay. All right. So the next one I'd like to talk about is the N, N for November, but in this case, N stands for neat. I [inaudible 00:02:46] that a bit to make the MINDSET work, but I'm sure they'll let us off. Neat is about making sure... Again, that mindset is so important, which is why the mnemonic is MINDSET. We need three separate wardrobes. Now, I can only imagine anyone's bedroom, certainly not in mine. [inaudible 00:03:02] three separate wardrobes. In my head, I've got work clothes. This is what I wear when it comes to work. I've got clothes when I actually go into the office, and then I've got clothes where I'm just chilling. I try and make sure they're different; otherwise again, we blur the lines between work and home and all goes a bit crazy on our heads. So when you go to work,

Sticky Learning Lunch #37: My Time Management is Excellent! – I Don’t Need to Attend this Webinar P1

Darren A. Smith — Wed, 23 Jun 2021 09:40:43 -0400

Think You Don't Need to Attend This Webinar? This 7-part model will help you to find out what is wrong with your time management. You will learn: - Each of the 7 parts of the time management system. - How each part is essential to creating an effective time management system. - The holes that are exposed in your time management system by not having any one of the 7 pieces. - Practical tips to incorporate any one of the 7 parts of the time management system. - The strengths and weaknesses of your time management system. Find out the 7-part time management model and whether you need to attend this webinar Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1

Sticky Learning Lunch #36: Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off P3

Darren A. Smith — Wed, 23 Jun 2021 07:01:12 -0400

Keep Putting Off Your To-Do List? Find out why you procrastinate, how to avoid it, and simple tips to start doing the tasks that you are putting off. Work on your procrastination and be more productive Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4 5: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Proc...

Sticky Learning Lunch #35: Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off P2

Darren A. Smith — Wed, 23 Jun 2021 06:52:47 -0400

Keep Putting Off Your To-Do List? Find out why you procrastinate, how to avoid it, and simple tips to start doing the tasks that you are putting off. Figure out your procrastination and be more productive Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4 5: Significantly Increase the Number of Category Opportunities Landed with this 7 Step P...

Sticky learning Lunch #34: Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off P1

Darren A. Smith — Wed, 23 Jun 2021 06:43:00 -0400

Keep Putting Off Your To-Do List? Find out why you procrastinate, how to avoid it, and simple tips to start doing the tasks that you are putting off. Work on your procrastination and get your to-do list done Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4 5: Significantly Increase the Number of Category Opportunities Landed with this 7 Ste...

Sticky Learning Lunch #33: No Flaming Idea How to Prepare Effectively for a Negotiation Step 2

Darren A. Smith — Wed, 23 Jun 2021 06:29:06 -0400

Learn How to Effectively Prepare for a Negotiation - Step 2 Use this 3-Step Template to Effectively Prepare for a Negotiation. Prepare for negotiation with this 3-step model Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4 5: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Pa...

Sticky Learning Lunch #32: No Flaming Idea How to Prepare Effectively for a Negotiation Step 1

Darren A. Smith — Tue, 22 Jun 2021 10:44:58 -0400

Learn How to Effectively Prepare for a Negotiation - Step 1 Use this 3-Step Template to Effectively Prepare for a Negotiation. Learn how to prepare for a negotiation Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4 5: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #5

Sticky Learning Lunch #31: Working from Home – I Feel like I am Always Stuck in the Office

Darren A. Smith — Tue, 22 Jun 2021 10:35:12 -0400

Feel Like Your Constantly Stuck in the Office? When working from Home I Feel like I am Always Stuck in the Office. Discover ways to separate home & work, and be much happier in both. Find out how to break the cycle of working from home Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4

Sticky Learning Lunch 30: Virtual Team Could be More Effective Part #2

Darren A. Smith — Tue, 22 Jun 2021 10:18:00 -0400

How to Make Your Virtual Team More Effective Exclusively to help line managers to discover ways to build a more effective virtual team. How to make an effective virtual team Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4 5: Significantly Increase the Number of Category Opportunities Landed with this 7 Step ...

Sticky Learning Lunch 29: Virtual Team Could be More Effective Part #1

Darren A. Smith — Tue, 22 Jun 2021 09:31:07 -0400

How to Make Your Virtual Team More Effective Exclusively to help line managers to discover ways to build a more effective virtual team. How to make your virtual team more effective Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4 5: Significantly Increase the Number of Category Opportunities Landed with this ...

Sticky Learning Lunch #28: They Come Back from Training Courses and Do Nothing Different Part #2

Darren A. Smith — Tue, 22 Jun 2021 09:19:41 -0400

Making Learning Stick & Making a Difference Discover 7 ways to help your people to achieve behavioural change, and make learning stick after a training course. Make learning stick with our sticky learning lunch Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4 5: Significantly Increase the Number of Category Opportunities Landed ...

Sticky Learning Lunch #27: They Come Back from Training Courses and Do Nothing Different Part #1

Darren A. Smith — Tue, 22 Jun 2021 09:10:19 -0400

Making Learning Stick & Making a Difference Discover 7 ways to help your people to achieve behavioural change, and make learning stick after a training course. Make your learning stick with our sticky learning lunch Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4 5: Significantly Increase the Number of Category Opportunities La...

Sticky Learning Lunches#26: Your Online Presentations Lack Oomph – Part #2

Darren A. Smith — Tue, 22 Jun 2021 08:51:54 -0400

Give Your Presentations Oomph Use the 'ONLINE POWER' mnemonic to be a more powerful you online and a great online presenter. Improve your online presentations with our sticky learning lunch Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4 5: Significantly Increase the Number of Category Opportunities Landed with this...

Sticky Learning Lunches#25: Your Online Presentations Lack Oomph – Part #1

Darren A. Smith — Tue, 22 Jun 2021 08:42:54 -0400

Give Your Presentations Oomph Use the 'ONLINE POWER' mnemonic to be a more powerful you online and a great online presenter. Give your presentations back their oomph Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4 5: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #...

Sticky Learning Lunches#24: Having a Mental Health Conversation Bothers Me – Part #4: Direction

Darren A. Smith — Tue, 22 Jun 2021 08:32:00 -0400

Having a Mental Health Conversation Bothers Me Use this 4-part model of M.I.N.D to have an effective mental health conversation. This is especially important when working from home. Improve your mental health when working from home Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4

Sticky Learning Lunches#23: Having a Mental Health Conversation Bothers Me – Part #3: Network

Darren A. Smith — Tue, 22 Jun 2021 08:24:00 -0400

Having a Mental Health Conversation Bothers Me Use this 4-part model of M.I.N.D to have an effective mental health conversation. This is especially important when working from home. Importance of having a mental health conversation when working from home Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4

Sticky Learning Lunches#22: Having a Mental Health Conversation Bothers Me – Part #2: Importance

Darren A. Smith — Tue, 22 Jun 2021 08:14:00 -0400

Having a Mental Health Conversation Bothers Me Use this 4-part model of M.I.N.D to have an effective mental health conversation. This is especially important when working from home. Master having a mental health conversation with this 4 part model Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4

Sticky Learning Lunches#21: Having a Mental Health Conversation Bothers Me – Part #1: Mindset

Darren A. Smith — Tue, 22 Jun 2021 07:07:00 -0400

Having a Mental Health Conversation Bothers Me Use this 4-part model of M.I.N.D to have an effective mental health conversation. This is especially important when working from home. Mental health conversation - it's all about the mindset Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4

Sticky Learning Lunches#20: The Cunning 4 Stage Sales Plan – Geoff Burch Part #4

Darren A. Smith — Tue, 22 Jun 2021 06:51:00 -0400

Part 4 of The Cunning 4 Stage Sales Plan The Cunning 4 Stage Sales Plan by Geoff Burch - Part #4. What would you do to improve your performance? Use your time working from home to become the very best version of yourself. Improve working from home with The Cunning 4 Stage Sales Plan Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step ...

Sticky Learning Lunches#19: The Cunning 4 Stage Sales Plan – Geoff Burch Part #3

Darren A. Smith — Tue, 22 Jun 2021 06:34:00 -0400

Part 3 of The Cunning 4 Stage Sales Plan The Cunning 4 Stage Sales Plan by Geoff Burch - Part #3. Did I achieve my chosen goal for this visit? Use your time working from home to become the very best version of yourself. Improve working from home with The Cunning 4 Stage Sales Plan Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step...

Sticky Learning Lunches#18: The Cunning 4 Stage Sales Plan – Geoff Burch Part #2

Darren A. Smith — Tue, 22 Jun 2021 06:21:00 -0400

Part 2 of The Cunning 4 Stage Sales Plan The Cunning 4 Stage Sales Plan by Geoff Burch - Part #2. What am I learning about this person, this Company, and this situation? Use your time working from home to become the very best version of yourself. Improve working from home with The Cunning 4 Stage Sales Plan Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunit...

Sticky Learning Lunches#17: The Cunning 4 Stage Sales Plan – Geoff Burch Part #1

Darren A. Smith — Tue, 22 Jun 2021 06:11:00 -0400

Part 1 of The Cunning 4 Stage Sales Plan The Cunning 4 Stage Sales Plan by Geoff Burch - Part #1. Did I achieve my chosen goal for this visit? Use your time working from home to become the very best version of yourself. Improve working from home with The Cunning 4 Stage Sales Plan #Part 1 Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with th...

Sticky Learning Lunches#16: Personal Development Plan Not Sure What to Start – Part #5

Darren A. Smith — Tue, 22 Jun 2021 05:54:00 -0400

Create Your Own Personal Development Plan Understand the 5 simple steps to create your personal development plan in Part 5 of this PDP series. Improve working from home with the reflection tools Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4 5: Significantly Increase the Number of Category Opportunities Landed...

Sticky Learning Lunches#15: Personal Development Plan Not Sure What to Start – Part #4

Darren A. Smith — Tue, 22 Jun 2021 05:33:00 -0400

Create Your Own Personal Development Plan Understand the 5 simple steps to create your personal development plan in Part 4 of this PDP series. Improve your goals with a 30-day plan - personal development plan part 4 Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4 5: Significantly Increase the Number of Categor...

Sticky Learning Lunches #14: Personal Development Plan Not Sure What to Start? Part #3

Darren A. Smith — Tue, 22 Jun 2021 05:16:00 -0400

Create Your Own Personal Development Plan Understand the 5 simple steps to create your personal development plan part 3 of this PDP series. Improve your goals with this 12-month plan - create your personal development plan part 3 Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction Your Online Presentations Really Lack Oomph and Engagement – #Part 1 Your Online Presentations Really Lack Oomph and Engagement – #Part 2 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 My Virtual Team Could be Much More Effective – Help! Part #1 My Virtual Team Could be Much More Effective – Help! Part #2 Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4

Grocery Guru Episode #33: Clayton, Dubilier & Rice Bid for Morrison’s Supermarket – Amazon May Bid?

Darren A. Smith — Mon, 21 Jun 2021 08:21:50 -0400

The Bid For Morrison's Supermarket Join Andrew Grant and Darren A. Smith in the thirty-third episode of the Grocery Guru. They discuss the bid from United States private equity firm Clayton, Dubilier & Rice, of which Terry Leahy is a Board Member, to buy Morrison's Supermarkets. But will Amazon now make a bid too? You Can View the Full Bid For Morrison's Supermarket Transcript Below Darren A. Smith: Welcome to episode 33 of the Grocery Guru. And we are here today with that guru, Andrew Grant. How are you? Andrew Grant: Yeah, morning Darren. Yes, very good. Thank you very much. Darren A. Smith: Now, we've both had the lurgy, but that's not why we're on video, to tell everyone we've had the lurgy. Andrew Grant: No, I think you're right. As I think you put it, we've done so little social interaction in the last 15 months. At the minute, you actually come near anybody else, you catch something. Darren A. Smith: Does seem that way, does seem that way. But more interestingly, for our viewers out there, what's in our postbox, mail bag, on your lips, on your mind today? Andrew Grant: Well, there's only one big news in the world of grocery today, I'm sure nobody's missed it. But it's the possible bid for Morrisons. Interestingly, we're doing this a couple of days late. It's Monday morning. The news broke Friday, that... What are they called? Clayton Dubilier & Rice? American venture capital group. Best known for floating B&M, Home Bargains. Darren A. Smith: Oh! I didn't know that. Okay. Andrew Grant: And have got ex Tesco CEO Terry Leahy on their board. So, they've got a bit of knowledge and a bit of experience. But yeah, that news broke Friday evening. And this morning, Morrisons' shares have gone up over 30%. Darren A. Smith: So, the news is that this venture capitalist, what do they want to do? I know you know this. Andrew Grant: Well, interestingly the supermarkets are incredibly good value. We've talked so many times in these sessions of how well we did over the pandemic, et cetera. But that hasn't been reflected in their share prices. Darren A. Smith: No. Andrew Grant: And there was an article I read yesterday, to say that Morrisons' share price prior to today, was the same as it was 20 years ago. Darren A. Smith: Wow! Okay. Andrew Grant: So, all that effort, hard work by 115,000 people who work for Morrisons has added effectively no value in 20 years. Darren A. Smith: And just remind anyone who hasn't seen the previous episodes, we've talked about the pandemic, that supermarket sales have gone up roughly 10%. So they've done very well, if one believes. But as an example, it's cost Sainsbury's 468 million in COVID costs, which means their profits went down by about 40%. So, they seemingly have done well, but they haven't. Sorry, back to you. Andrew Grant: Yeah. And obviously that's what shareholders are most interested in, are they making profits? And yeah, Tesco had its Q1 results out on Friday. Sales flat, if not slightly declining. Because as we've talked about, they're now like for like with the massive boom last year, and everybody's going out to restaurants and pubs again. Darren A. Smith: Yes, yes. Andrew Grant: So yeah, the share prices of all the quoted retailers are really struggling. And they're saying that this might create a feeding frenzy, even Tesco is not too big to be taken over. Darren A. Smith: Well, that's very true. So this venture capitalist comes in, so what are we thinking? They might buy Morrisons? Morrisons are currently number four, their market share's about 11%. Have I got that right? Andrew Grant: Yep. Darren A. Smith: But we've also got in the wings here, Mr. Bezos and Amazon. What's your take on that? Andrew Grant: Yeah, your mind is thinking the same way as me, yeah. Morrisons have a pretty huge distribution agreement with Amazon. So, if you want Amazon Fresh, a lot of it is actually Morrisons' product. Now that a bid process has been initiated,

Grocery Guru Episode #32: Discussing Preliminary GSCOP Survey Results and Sainsbury’s Range Reset

Darren A. Smith — Tue, 15 Jun 2021 06:45:51 -0400

Preliminary GSCOP Survey Results & Sainsbury's Range Reset Join Andrew Grant and Darren A. Smith in the thirty-second episode of the Grocery Guru. They discuss the preliminary results of the latest GSCOP supplier survey, whilst the announcement of the Groceries Code Adjudicator's concern about Sainsbury's range reset and how they are dealing with their suppliers. Preliminary GSCOP survey results You Can View the Full Preliminary GSCOP Survey Results Transcript Below Darren A. Smith: Hello, and welcome to episode 32 of The Grocery Guru. We are here with that guru. That is Andrew Grant. Andrew, how are you? Andrew Grant: Morning, Darren. Yes, very well. Enjoying this lovely, lovely weather we're having. Darren A. Smith: We are having lovely weather. So now lovely weather, moving on to regulatory stuff. There's a lot going on in the media right now, The Grocer and others, and I think you're going to tell us more about it. Andrew Grant: Yeah, no, we're always trying to keep up with what's happening out there in grocery world. And this week, it is quite interesting, you feel sorry for the politicians sometimes, or maybe you shouldn't, but they go from hero to zero in a flick of a finger. I think with this government it's been the other way around; they go from zero being blamed for the whole pandemic, even though I don't think it was quite their fault, to now suddenly being heroes because of the success of the vaccine rollout. And the flip of that is the grocers, as we've been reporting for the last 30-odd episodes, I mean they really pulled out every stop during the pandemic; they kept the nation fed, they've kept us safe, they've spent gazillions on repurposing their stores, et cetera. And what happens the minute we're now seeing light at the end of the tunnel of the pandemic, Morrison shareholders veto David Potts's bonus, I'm sure a very well-earned bonus. So yesterday 70% of the shareholders vetoed his bonus for all the hard work that they praised him for during the pandemic and then the Grocery Code Adjudicator, Mark Davis, the new kid on the block- Darren A. Smith: Mark White? Andrew Grant: Sorry, Mark White, sorry. Yes. Mark White. Where did Mark Davis come from? Mark White. Yeah, he published his Annual Supplier Survey, praising Sainsbury's for topping Aldi to the top of the tree. So ever since the survey has been done, Aldi had been top of the tree. Sainsbury's number one this year; 97% compliance, according to suppliers, with the code. So well done, Sainsbury's. Darren A. Smith: That's very good to top Aldi, as you say, they've been top of the tree for a very long time. I sense a "but" coming. Andrew Grant: I was just to say but Mark has now, with the same breath, almost the same press release, announces he's concerned about Sainsbury's range reset, having heard from a number of suppliers about allegedly non-code compliant practices. So yeah, Sainsbury's are doing a range reset, most of the retailers have post-pandemic, because, as we've been talking about, shopping habits have changed. Darren A. Smith: Yes, [inaudible 00:03:11], of course they have. Andrew Grant: But yeah, he's been approached by a number of Sainsbury's suppliers alleging that Sainsbury's are giving very short notice of D-lists and, I can't quite believe this number but it's in the press, it's black and white, asking for up to 20% of a supplier's sales turnover as a range reset or business fee. Darren A. Smith: And I read that too; 20%. So if you are a 5 million pound supplier end-sales, you need to hand over 1 million pounds as a lump sum to keep your business? Andrew Grant: Well, it's more than that. If you think of some of Sainsbury's biggest branded suppliers and you can name those as well as me, they will have 100 million pound businesses. Are they really going to hand over 20 million quid? I don't think so. Darren A. Smith: They're not. They don't make the profit of 20 million quid on it.

Weekly Training Booster Episode #3: How to Improve Your Communication Skills (HBDI)

Darren A. Smith — Tue, 15 Jun 2021 03:16:45 -0400

Improve Your Communication Skills Join Andy Palmer and Darren A. Smith in the third episode of the Weekly Training Booster. This episode is about how to improve your communication skills using HBDI. Know someone that you just can't seem to communicate with effectively? I bet you are speaking a different 'language'. Episode 3 discusses how to improve your communication skills You Can Read the How to Improve Your Communication Skills Episode Transcript Below: Darren A. Smith: Hello, and welcome to the Weekly Training Booster. We're week three and our booster this week is Andy. Andy, how you doing? Andy Palmer: I'm good. Thank you. Yeah, I'm good. So we're talking about how to improve your communication skills. Darren A. Smith: We are. So how to improve your communication skills. I'm interviewing this week. I'm asking Andy because it's his specialist topic, and we're particularly talking about it around HBDI, a psychometric test, but let's come back to that. Andy, how to improve your communication skills. Where would you start? Andy Palmer: Good opening question. Where would I start? I think I would start with understanding the simplicity of communication. I think all too often people are far too motivated to complicate stuff and say too much when actually just sometimes that whole principle of less is more, getting to the point and being absolutely clear on the message you're trying to deliver. Darren A. Smith: Yep. Absolutely agree with that. You hear people influence and communicate by repetition. Ah, it drives me nuts. They keep telling you the same thing. All right. So let's build into communication. You're an expert in HBDI. What the hell is that? Andy Palmer: All right. HBDI, so the HBDI is the Herrmann Brain Dominance Instrument. It's a psychometric tests. You will have heard of many of the Myers-Briggs, Belbin. There's a whole host of them, all particularly good in their own individual way. For me, I favor the Herrmann profile, the HBDI profile because it's incredibly easy to understand. And once you've understood it, it's incredibly powerful and simple in how you then apply it. So the understanding and the thinking behind it is that we have four quadrants of our brain. So it's a metaphoric model. It's an incredibly complicated pieces of kit that we've got upstairs. But actually where it starts to understand these, the differences between our left-hand and our right-hand hemispheres and then our upper and lower parts of our brain. So we're talking about our limbic motor at the bottom, our cerebral motor at the top. And then the thinking behind the whole brain thinking of HBDI is that each of these quadrants are responsible for different thinking preferences. So it's about how we prefer to think, how we prefer to communicate and how we prefer to make decisions. It's why we as individuals have differences and it's why we can start to appreciate and understand what we have ourselves and then that of others. Darren A. Smith: Okay. All right. Got it. So it sounds a little bit like the L'Oreal advert. There's the sciencey bit over here. All right. So let's see now if we can get into, if I understand this HBDI thing, I've got four quadrants type of thinking preference, how does that help me improve my communication skills? Andy Palmer: Sure. Okay. So each of these quadrants, and we're not going to do it any justice within our 10 minute video here today, but actually the value comes through understanding what those different quadrants deliver. So a very, very top-line level. We've got our upper left quadrant, our blue quadrants. These are the people that are very factual and logical and want precise facts. So when we're either being communicated to or from a blue, it's going to be here and now. It's going to be matter of fact, it's going to be precise and very logical and very rational. If we then come down into the lower left-hand side. This is our green quadrant. This is more about how.

Grocery Guru Episode #31: Increasing Costs -Plan Your Request for a Supermarket Cost Price Increase

Darren A. Smith — Fri, 04 Jun 2021 06:22:00 -0400

Supermarket Cost Price Increase Join Andrew Grant and Darren A. Smith in the thirty-first episode of the Grocery Guru. They discuss increasing costs for suppliers. From diesel to cargo costs, to minimum wage labour. Whilst the supermarkets slug it out in a potential price war. And, all of this whilst everyone in the supply chain tries to recover Covid costs. Whilst covid costs are still here, suppliers are increasing their costs You Can View the Full Supermarket Cost Price Increase Transcript Below: Darren A. Smith: Hello and welcome to Episode 31 of the Grocery Guru. We're here with that guru, Andrew Grant. Andrew, how are you? Andrew Grant: Good morning, Darren. Yes. Very good. Thank you very much. Darren A. Smith: Good. Good. All right. Short week, this week. We're Friday. What's been happening in the world of grocery this week? Andrew Grant: Yeah. Something that I picked up on through the various news feeds we get access to, the nasty word inflation. Darren A. Smith: Oh, okay. All right. Andrew Grant: And a bit of a perfect storm brewing, I think, for grocery suppliers in that just about everything seems to be going up in price or is in severe shortage. Darren A. Smith: Okay. If I take you back to the '80s, there were price increase negotiations every year and they always went up about 3%,4%, 5%. The supplier asked for 11, we got it down. Okay. Now, what's happening is we got inflation coming again, but it's not the typical round that used to happen, is it? Andrew Grant: No. It's going to be really awkward, I think, for the poor old suppliers out there. Remember, everybody's trying to recover from this pandemic. Not only if you look at global food commodity prices, whether it's wheat or soya bean or whatever, they're in orbit. Well, actually, what worries me is, it's all those ancillary costs that buyers are really, really good at swiping away are going up like nobody's business. The price of a shipping container from China, $1,700 to $8,000. Darren A. Smith: Wow! Andrew Grant: That's a six fold increase. Darren A. Smith: Yeah. 100% increase. Wow. Andrew Grant: All of us have probably had to fill our car up for the first time in a year. That's gone up from what, about $1.08 for diesel to $1.28 plus? Darren A. Smith: Yeah. I think there was a point where Morrisons got it below a pound. But yeah, it's up now. I think I saw it yesterday, $1.38. Yeah, diesel's up. Andrew Grant: 25% plus rise in your transportation costs. If you can get minimum wage labor, you're having to compete with the restaurant sector and everybody else. If you need somebody for your factory or to pick stuff in your fields, the shortages of labor and the cost of that labor is going up. Obviously, you've also got the COVID costs. You're probably having to run your factory with safe distancing rules and all sorts of various extra costs as a result of COVID. All of those costs will now be building up and building some severe pressure on supplier's cost bases. And unfortunately, it's those costs that buyers are so, so good at batting away. Darren A. Smith: Yes. Andrew Grant: I know you and I will have done it. It's very easy to say, "Well, you need to break down exactly what your make up of cost is." You say, "Shipping costs have gone up from 1,700 to 8,000," and I'll say, "Oh yeah, but you're using a spot price based in Shanghai. I've got the three month Singaporean index in my hand and that's flat." You're just then in a world of pain. Darren A. Smith: Very true. We've got costs going up in the supply chain of [inaudible 00:03:36] ancillary costs. Plus we've also got supermarkets that are trying to recover from what was a good increase in sales. We talked here a few weeks ago about the average increase was let's say 10% across the supermarkets. The but is that Sainsbury's for instance, I think it was 468 million pounds worth of costs on COVID. Andrew Grant: Yeah. Yeah.

Weekly Training Booster Episode #2: How to Improve Your Time Management Skills

Darren A. Smith — Fri, 04 Jun 2021 06:03:33 -0400

Improve Your Time Management Skills Join Andy Palmer and Darren A. Smith in the second episode of the Weekly Training Booster. This episode was about how to improve your time management skills with frogs, badgers, and woolly mammoths. Plus, the 7 hurdles of time management. Episode 2 discusses how to improve time management skills You Can Read the How to Improve Your Time Management Skills Episode Transcript Below: Andy: Good stuff. Okay. Welcome to this week's MBM weekly training booster. Good afternoon, or good morning, depending on when you're watching this video. I'm Andy from MBM here with my colleague Darren. Today, we're talking about how to improve your time management skills. So for me, this is certainly the skill that unlocks all others. If we get this stuff right with a solid foundation to our core time management principles, everything else just magically falls into place. So let me throw that out there. Darren, how would you more better define time management? Darren A. Smith: Time management for me is the king of skills. It's the key that unlocks the door. If you can get this one wrong, you can be a great influencer, a great negotiator, all those things, but if you haven't got any time managed, then A, you don't really know what you're here trying to achieve ultimately, and B, you probably can't do it because you're all over the place. And you don't look like a credible confident leader. You're not really prepared for your negotiations. Your [inaudible 00:01:05] is done, but it's natural, it's not prepared, it's not improved. So for me, it's the key that unlocks all the doors. And it's the one that a lot of people chase and never get right. Andy: Okay, cool. And if I was to throw it out there, just because I find it a little bit contentious. You can't manage time, but you can manage the things that you do within that time. What's your view on that kind of thinking? Darren A. Smith: Well, I love the phrase that goes time flies, but the good news is you're pilot. Which is quite nice and that suits my right brain thinking. If I had my way I'd call it stuff management, not time management. Because you cannot manage time, you can only manage all the stuff. And when I say all the stuff, in our head, we don't have work and home, we have things. So you have to manage both the home and the work stuff together. So when you've got a to-do list, it has a home and work on it. It's not like, I'm at work, I'm at home. And particularly now that we're all mostly working from home, although we might go back, it's stuff, you've got to manage all the stuff. Andy: I think it makes good sense. I kind of liked the term stuff because actually it doesn't matter if it's big or it's small, where that that can then take us then is how we then prioritize that stuff. And one of the best things I learned over the years was then how to prioritize the important stuff first, because I think we've seen it so often, people just tend to get the quick fun and easy done first. If we were to look about how you can improve your time management skills, not you personally, but how people can improve their time management skills, what for you would be that single simple, but yet powerful suggestion? Darren A. Smith: What I see, and particularly we're pretty good on Google, is I see a lot of people searching for time management tips. They're looking for the really small, easy win that makes the bigger difference. And here's the bit that they're going to hate me for, it doesn't exist. Now for someone who used to be rubbish at time management that had to learn it over 15 years, I know it doesn't exist because I've tried them all. So unfortunately this stuff is about mindset. And the one I'd like to share with people is eat that frog. So it came from a phrase of, if you do the biggest horriblest thing first, the frog, then the rest of the day is going to be easy. And as someone who does it, the euphoria of getting that big,

Weekly Training Booster #1: How to Improve Your Negotiation Skills

Darren A. Smith — Wed, 02 Jun 2021 06:37:56 -0400

Improve Your Negotiation Skills Join Andy Palmer and Darren A. Smith in the first episode of the Weekly Training Booster. This episode is about how to improve your negotiation skills with better preparation. Darren and Andy discuss using the squaredance, being more ambitious, and knowing that there are 8 methods of resolving conflict. The first episode of the Weekly Training Booster with Andy and Darren You Can Read the How to Improve Your Negotiation Skills Episode Transcript Below: Andy Palmer: All right. Good morning. Welcome to MBM's Weekly Training Booster. Over the next few weeks, we are going to be covering a whole host of soft skills. Here at MBM, the home of Sticky Learning, we are looking to improve those soft skills that you've got, very practically and pragmatically in the workplace. I'm Andy from MBM. My colleague here is Darren, and today we are going to talk about how to improve your negotiation skills. So our Weekly Booster is how to improve your negotiation skills. Darren, let's kick off. For you, what is negotiation skills? Darren A. Smith: Negotiation skills. Yeah, it's a question we get asked a lot and we have over the last 20 years of training. Most people think that when they haggle, they're negotiating. They're not. They're not. There are eight ways of resolving conflict. The one I'm going to talk about right now is haggling versus negotiation. So, you know when you go to a market, a foreign market, and you buy a pair of Roy-Bans. And Roy-Bans, you got them for €5 and they're worth about €900; they're not. Haggling is you start here, I start here, we meet in the middle. That is not negotiating. That is one valid form of resolving a conflict, but haggling and negotiating are different. Negotiation is where we are discussing and we have more than one variable. So haggling is one variable, price, negotiation is one, two, three, four, five variables. Andy Palmer: Awesome. Brilliant. Great overview. You mentioned eight stages, eight stages to negotiations and how you can improve those negotiation skills. Can you give us a flavor for some of them? Darren A. Smith: Okay. There are eight methods of resolving a conflict. So we've got haggling, negotiation, surrender, where you just give in, normally with the kids, we've got problem solving, we've got unilateral action, and so on. So there are eight, but the one we're really talking about today is negotiation. And we have to be careful when we think we're "negotiating" ... hate doing that ... where it's normally we're either haggling or we're problem solving. They're both absolutely valid, but we're not negotiating. Negotiating has four stages to it. And those four stages, so we prepare, which most people don't do. Then we go in and we ask a bunch of questions; we poke around. Then we propose, and then we count the winnings, right? So really four stages. And the one that most people miss is the prepare one. Andy Palmer: Cool. And if we were to kind of just talk about preparing for a moment, what one thing in your mind and the experience that you've got stands out to being the best way you can prepare for a negotiation? Darren A. Smith: Okay. So when most people prepare for a negotiation, they do one of two things. They either have a bit of a think about it and then they go into a negotiation, hit a brick wall, wonder how they got there. Or they do the dreaded PowerPoint. You open up PowerPoint, start typing away, and present. Actually, that's not negotiation either. We created a Squaredance, a simple template, A4 template of how you can prepare for your negotiation with competence. So it's a Squaredance, and we named it something rather apt, silly, so you can find it on the web. So if you just search Squaredance Negotiation, you get a free template, please use and abuse it as you wish. Andy Palmer: Good stuff. All right, so maybe we can include that template in the video and we'll certainly put the link around somewhere towards the end....

Grocery Guru Episode #30:Rapid Groceries |10-minute Window Deliveries

Darren A. Smith — Tue, 01 Jun 2021 07:01:28 -0400

The Rise of Rapid Groceries Join Andrew Grant and Darren A. Smith in the thirtieth episode of the Grocery Guru. They discuss Rapid Groceries - The Rise of 10-minute Window Deliveries by 8 Start-Ups. Plus, the moves by Tesco and Sainsbury's with 'Whoosh' and 'Chop-Chop', to compete. The rise of 10-minute window deliveries You Can Read the Rapid Groceries Episode Transcript Below: Darren A. Smith: Hello, and welcome to Episode 30 of the Grocery Guru. We're here with our guru, which is Andrew Grant. Andrew, how are you? Andrew Grant: Morning, Darren. Happy, happy new week. Darren A. Smith: Yes. A new week twice. We've just had a bank holiday. Andrew, what's in the press at the moment around the world of grocery? Andrew Grant: Well, let me throw some words at you, Darren. See if they spark anything. Gorillas, fancy, wheezy, deja, zap. Darren A. Smith: Is that them calling? Andrew Grant: Jiffy. It was them calling, yeah. Zap, jiffy, deja, wheezy, gorillas, get here. Darren A. Smith: Okay. So what's in my mind is animals with asthma. Andrew Grant: Oh, okay. Aren't they all plays on fast, nippy, quick? I think that's what they're supposed to conjure up. But yeah, the world of rapid groceries. Darren A. Smith: Oh, okay. So we talked about this a few episodes ago, around there was one that Justin King had put some money into. Am I right? Andrew Grant: Snappy. Darren A. Smith: Snappy, right? Remember. Yeah, cool. Andrew Grant: I know a couple of weeks ago you were gently chiding me about getting a prediction wrong about Jack's stores and Tesco Metros. Darren A. Smith: I certainly was. Andrew Grant: But I'm quite pleased that I picked up this trend, I don't know how many episodes ago, and all of a sudden it's like double feature in the Sunday Times. Darren A. Smith: Oh, okay. Okay. Yeah, you picked up on snappy and Justin King made an investment, I think of a hundred thousand pounds, and we talked about short windows, weren't we? Narrow windows. Andrew Grant: Yeah. But the crazy thing is 19 billion of venture startup money has gone into these businesses in the last five years. Darren A. Smith: Wow. Andrew Grant: This blew my mind away. Have you any idea? You used to work there. What's the market capitalization of Sainsbury's? Darren A. Smith: Gosh. Now you're asking. Andrew Grant: I know. Darren A. Smith: It's start of the week. No idea. Andrew Grant: Okay, it's 5.9 billion. Darren A. Smith: Oh, okay. I was going to say 12. I don't know why 12. All right. Andrew Grant: Okay. Share price times the number of shares, basically what the business is worth. Darren A. Smith: Yeah, it's expected. Okay. Andrew Grant: Gopuff, which is a American rapid delivery service, just arriving in this country. What do you think their market capitalization is? Darren A. Smith: Oh, I don't know. But they sound like they're new. They sound like they're not worth much. 10 million. Andrew Grant: Well, 6.3 billion. So bigger than Sainsbury's. More valuable than Sainsbury's. Darren A. Smith: Wow. Andrew Grant: GetHere, that's already over here, five billion. Morrisons is only 4.3. So these businesses, literally only just starting, are worth more than our second and fourth biggest supermarket chains. Darren A. Smith: Wow. So let me just get this right. These start up speedy delivery companies have a worth at the market. The stock market believes these things will be worth more than Morrisons and Sainsbury's. Andrew Grant: Are worth more [crosstalk 00:03:07]. Darren A. Smith: Are worth more because basically they have potential of what's possible. Andrew Grant: Yeah. Now it's got all the hallmarks of a bubble that's going to burst big time at some point. Because I don't know how many I read out, one, two, three, four, five, six, seven, eight players are in the market. There can't be that many people who want a 10 minute delivery service to keep that many businesses going. Darren A.

Grocery Guru Episode #29: The Demise of Tesco Metro and What is Happening to the Tesco Jack’s Format

Darren A. Smith — Tue, 25 May 2021 10:41:41 -0400

Tesco Metro's Demise and Fewer Formats for Tesco Join Andrew Grant and Darren A. Smith in the twenty-ninth episode about the demise of Tesco Metro, what is happening to the Tesco Jack's format, and maybe the start of Tesco managing fewer formats. Darren and Andrew discuss Tesco Jack's format and the demise of Tesco Metro You Can Read the Demise of Tesco Metro Episode Transcript Below: Darren A. Smith: Hello, and welcome to episode 29 of the Grocery Guru. We're here with Andrew Grant. Andrew, how are you doing? Andrew Grant: Morning, Darren. You well? Darren A. Smith: Yes, I'm very good. I'm very good. We'll ignore all the technical issues we've just had, because no one cares, but we've just had a few. What are we talking about this week? Andrew Grant: Well, I picked up the news. We often try and bring the most topical items in the grocery world. So yeah, I picked up this week, didn't get a lot of press, but the demise of the Tesco Metro. It will be no more. Darren A. Smith: Oh really? Okay. Tell us more. Andrew Grant: Yeah, so I've got to do some very quick math here. 147 Tesco Metros, all being rebranded either as Tesco Express or as Tesco Superstores, which I find interesting. I can understand 89 of them becoming Expresses. Darren A. Smith: Yeah. I can. Andrew Grant: 58 Superstores, god, there must be some big monsters out there forgotten about. Darren A. Smith: That seems odd, so just remind us what is a Tesco Metro? Andrew Grant: Well, originally it was a reason to take... So if you think back to what Tesco's original heyday of operation check-out and Green Shield Stamps, all their stores were in bustling town centers. Darren A. Smith: Yep. Very true. Andrew Grant: So, you and I are probably old enough to go back that far, but your quintessential high street with your Woolies, your Marks & Spencer, your Boots, and your Tesco. [crosstalk 00:01:46] So Tesco ended up in the 80s as it was starting to build their out of town estate, which was the making of them, left with all of these city and town center stores on a high street, and they thought, "What the hell do we do with them?" And they came up with a Metro format. But essentially all they did was took an existing small supermarket and stuck a camp sandwich cabinet and some soft drinks chillers at the front, and still to this day most metros have far more range probably than the shoppers need. And it was interesting in the press release, Tesco said that 70% of the shopping missions in Metros are for top-up shops. Darren A. Smith: Oh okay. All right. So we've got a good understanding of Tesco Metro. All right. So these guys are saying, they're going to take 80... How many was it? 89? Andrew Grant: 89 into Tesco Express format, and I'm 58 into the Superstore format. Darren A. Smith: Okay. So does this mean that Tesco Metro format will be gone completely? Andrew Grant: It's like the proverbial parrot. It is no more. It is dead. Darren A. Smith: All right. Okay. Okay. So do you think this is about head office trying to manage fewer formats, or the other format's more popular? What's your take on this? Andrew Grant: No, I think, again, it shows the power of shopper insight and club card. They know precisely what every single one of their shoppers is buying in every single store, every single minute of the day, and it's fine tuning a very, very well honed engine. Darren A. Smith: Okay. All right. So I get that. I get the insight into shoppers, but why remove Metro? What does it add, or what does it add by removing it? Andrew Grant: Well, no, I think you said it as you said that first, what does it add? Express is a phenomenally successful C-store concept, the out of town extras again phenomenally successful. Why do you want a Metro stuck in the middle, which is neither one thing or the other. It's not a full on c-store, and it's definitely not a full range, weekly supermarket shop store. And of course we know,

Sticky Learning Lunches#13: Personal Development Plan Not Sure What to Start – Part #2

Darren A. Smith — Thu, 13 May 2021 09:35:00 -0400

Create Your Own Personal Development Plan Understand the 5 simple steps to create your personal development plan in Part 2 of this PDP series. Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction 1. Your Online Presentations Really Lack Oomph and Engagement – #Part 1 2. Your Online Presentations Really Lack Oomph and Engagement – #Part 2 1. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 2. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 1. My Virtual Team Could be Much More Effective – Help! Part #1 2. My Virtual Team Could be Much More Effective – Help! Part #2 1. Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4 5: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part ...

Sticky Learning Lunch #12: Personal Development Plan Not Sure What to Start – Part #1

Darren A. Smith — Thu, 13 May 2021 09:19:00 -0400

Create Your Own Personal Development Plan Understand the 5 simple steps to create your personal development plan in this next episode of the Sticky Learning Lunch. Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction 1. Your Online Presentations Really Lack Oomph and Engagement – #Part 1 2. Your Online Presentations Really Lack Oomph and Engagement – #Part 2 1. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 2. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 1. My Virtual Team Could be Much More Effective – Help! Part #1 2. My Virtual Team Could be Much More Effective – Help! Part #2 1. Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4 5: Significantly Increase the Number of Category Opportunities Landed with this 7 ...

Sticky Learning Lunch #11: Frustrated Because You Know You Need to Coach Your People #4 Way Forward

Darren A. Smith — Thu, 13 May 2021 09:04:00 -0400

Use Our G.R.O.W Model to Coach Your People with 'Way Forward' Learn How to Coach Your People with the 4 Steps of the G.R.O.W. Model - Part #4: Way Forward. Coach your people with Way Forward- Step 4. Use your time working from home to become the very best version of yourself. This is a Virtual Classroom of 20-minutes, followed by a 10-minute Q&A. Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction 1. Your Online Presentations Really Lack Oomph and Engagement – #Part 1 2. Your Online Presentations Really Lack Oomph and Engagement – #Part 2 1. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 2. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 1. My Virtual Team Could be Much More Effective – Help! Part #1 2. My Virtual Team Could be Much More Effective – Help! Part #2 1. Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3

Sticky Learning Lunch #10: Frustrated Because You Know You Need to Coach Your People: Part #3 Options

Darren A. Smith — Thu, 13 May 2021 07:13:00 -0400

Use Our G.R.O.W Model to Coach Your People with Options Learn How to Coach Your People with the 4 Steps of the G.R.O.W. Model - Part #2: Reality. Coach your people with Options - Step 3. Use your time working from home to become the very best version of yourself. This is a Virtual Classroom of 20-minutes, followed by a 10-minute Q&A. Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction 1. Your Online Presentations Really Lack Oomph and Engagement – #Part 1 2. Your Online Presentations Really Lack Oomph and Engagement – #Part 2 1. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 2. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 1. My Virtual Team Could be Much More Effective – Help! Part #1 2. My Virtual Team Could be Much More Effective – Help! Part #2 1. Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3

Grocery Guru Episode #28: Morrisons Q1 Trading Statement 2021 – Back to Work or Not Back to Work?

Darren A. Smith — Thu, 13 May 2021 06:54:41 -0400

Morrison's Q1 Trading Statement and Their Wholesale Performance Join Andrew Grant and Darren A. Smith in the twenty-eighth episode about Morrisons Q1 trading statement for 2021 (14 weeks to 9 May 2021) - 'On track for strong future profit growth and low debt'. Their partnership with Amazon, predicting the new working patterns, and strong wholesale performance. You Can Read the Full Morrisons Q1 Trading Statement Episode Transcript Below: Darren A. Smith: Welcome to the Grocery Guru. This is episode 28 and we are here with your grocery guru, Andrew Grant. Andrew, how are you doing? Andrew Grant: Morning, Darren. Yes, very well. Thank you. Darren A. Smith: Good. You're sporting a hoodie today. Andrew Grant: Yeah, it's still early in the morning. Darren A. Smith: Fair enough. All right, let's talk about Morrison's quarterly statement. I think is what's in our postbag today. Andrew Grant: Well, that was the news that sort of sparked some thoughts, I guess. Morrison's 12 week trading statement came out, I think Tuesday. Always really, really useful because, we've talked about the annual results of all of the big four. The only problem with those are they're up to a year out of date, whereas this is only 12 weeks out of date. So it's a real snapshot of what's happening out there. I think I've said it before, I'm really glad I am not facing some of the conundrums these supermarkets are facing, because what struck out to me, it's a good performance, they're now lapping the start of the pandemic. Darren A. Smith: Yeah. Andrew Grant: So they're lapping all that bulk buying of toilet rolls and water and all the panic buying. They're like for like. Andrew Grant: Yeah. Their like for like's down to 1.6%. Down from a peak of 11.1. But the good news for them is on a two year basis, their like for likes are up 8.7. Now a lot of that's driven by their wholesale business, which is growing like Topsy. But what stood out for me, is they put a couple of graphs into the trading statement. Their fuel volumes are back to pre-pandemic levels. Darren A. Smith: Okay. Andrew Grant: Their three pound meal deal, their food to go offering, is ahead of pre-pandemic levels. We read all this stuff about, the new normal is working from home, town centers are going to be dead, but on the face of it, these figures... And just anecdotally, when you go on the roads at the moment, the rush hour is back. Darren A. Smith: Yeah. Andrew Grant: The M-25 is gridlock at 4:30 every day. So, is everybody back at work or the flip? And you probably noticed it, Pret a Manger opening sandwich shops in Tesco supermarkets, because their high street business has been destroyed. Who was right? Darren A. Smith: It's a real tough one. There might be a third scenario in this, which is we all go back to work type thing to normal for a couple of months because we're desperate to get to see people, engage, and go back to where we work to feel like normal people. Then we decided actually that thing, that home wasn't so bad and we do this for a bit until we figure out, we need to balance that maybe is somewhere here in the middle. Andrew Grant: Or you become a twat. Darren A. Smith: Go on, tell us what the twat is. Andrew Grant: It's nothing personal, Darren. It is a proper scientific term. It is not a swear word. A twat is somebody who works in the office Tuesday, Wednesday, and Thursday. Darren A. Smith: Okay. Andrew Grant: I think this is what the new normal will be. They say there's a million, again, another piece of news this week, they surveyed the UK's 50 largest employers. Over a million workers will be allowed to work in a hybrid home or office scenario. I think some of the banks have already said it, some of the big investment houses in London. When you look at what's happening with home purchases, Devon and Cornwall, the cop was just manic, manic, house buying. I think you're going to see the rise of the twat,

Sticky Learning Lunch #9: Frustrated Because You Know You Need to Coach Your People Part:#2 Reality

Darren A. Smith — Wed, 12 May 2021 05:34:00 -0400

Use Our G.R.O.W Model to Coach Your People with 'Reality' Learn How to Coach Your People with the 4 Steps of the G.R.O.W. Model - Part #2: Reality Coach your people with Reality - Step 2. Use your time working from home to become the very best version of yourself. This is a Virtual Classroom of 20-minutes, followed by a 10-minute Q&A. Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction 1. Your Online Presentations Really Lack Oomph and Engagement – #Part 1 2. Your Online Presentations Really Lack Oomph and Engagement – #Part 2 1. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 2. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 1. My Virtual Team Could be Much More Effective – Help! Part #1 2. My Virtual Team Could be Much More Effective – Help! Part #2 1. Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3

Sticky Learning Lunch #8: Frustrated Because You Know You Need to Coach Your People Part #1 Goal

Darren A. Smith — Wed, 12 May 2021 05:15:00 -0400

Use Our G.R.O.W Model to Coach Your People with 'Goal' Learn how to coach your people with the 4 steps of the G.R.O.W. Model - Part #1: 'Goal'. Coach your people with Goal - Step 1. Use your time working from home to become the very best version of yourself. This is a Virtual Classroom of 20-minutes, followed by a 10-minute Q&A. Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction 1. Your Online Presentations Really Lack Oomph and Engagement – #Part 1 2. Your Online Presentations Really Lack Oomph and Engagement – #Part 2 1. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 2. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 1. My Virtual Team Could be Much More Effective – Help! Part #1 2. My Virtual Team Could be Much More Effective – Help! Part #2 1. Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3

Sticky Learning Lunch #7: T: The Tech You Use Whilst Working From Home is Holding You Back

Darren A. Smith — Wed, 12 May 2021 04:54:00 -0400

Get the Right Tech You Need When Working From Home For You and Your Productivity Identify the tech you need when working from home and how to make it work, so that you can be more productive. Use your time working from home to become the very best version of yourself. This is a Virtual Classroom of 20-minutes, followed by a 10-minute Q&A. Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction 1. Your Online Presentations Really Lack Oomph and Engagement – #Part 1 2. Your Online Presentations Really Lack Oomph and Engagement – #Part 2 1. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 2. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 1. My Virtual Team Could be Much More Effective – Help! Part #1 2. My Virtual Team Could be Much More Effective – Help! Part #2 1. Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3

Sticky Learning Lunch #6: E: It is Hard to Know How People Feel When They Work From Home

Darren A. Smith — Wed, 12 May 2021 04:39:00 -0400

Get to Know Your Employees and How People Feel Whilst Working Remotely Use these two simple methods to find out how people feel because happy employees are productive employees. Use your time working from home to become the very best version of yourself. This is a Virtual Classroom of 20-minutes, followed by a 10-minute Q&A. Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction 1. Your Online Presentations Really Lack Oomph and Engagement – #Part 1 2. Your Online Presentations Really Lack Oomph and Engagement – #Part 2 1. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 2. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 1. My Virtual Team Could be Much More Effective – Help! Part #1 2. My Virtual Team Could be Much More Effective – Help! Part #2 1. Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3

Sticky Learning Lunch #5: S: Working From the Kitchen Table and the Sofa Will Drive You Nuts

Darren A. Smith — Wed, 12 May 2021 04:25:00 -0400

Finding Your Own Space and Stop Working From the Kitchen Table Find out what space you need to create when you work from home, to avoid working from the kitchen table. Use your time working from home to become the very best version of yourself. This is a Virtual Classroom of 20-minutes, followed by a 10-minute Q&A. Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction 1. Your Online Presentations Really Lack Oomph and Engagement – #Part 1 2. Your Online Presentations Really Lack Oomph and Engagement – #Part 2 1. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 2. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 1. My Virtual Team Could be Much More Effective – Help! Part #1 2. My Virtual Team Could be Much More Effective – Help! Part #2 1. Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3

Sticky Learning Lunch #4: D: Working from Home – Lots of Time – Not Sure Where to Start?

Darren A. Smith — Tue, 11 May 2021 09:43:00 -0400

Use Your New-Found Time Productively Whilst Working From Home Get the secret to having laser-like on your productivity with episode 4 of the Sticky Learning Lunches. Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction 1. Your Online Presentations Really Lack Oomph and Engagement – #Part 1 2. Your Online Presentations Really Lack Oomph and Engagement – #Part 2 1. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 2. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 1. My Virtual Team Could be Much More Effective – Help! Part #1 2. My Virtual Team Could be Much More Effective – Help! Part #2 1. Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #4 5: Significantly Increase the Number of Category Opportunities Landed with this...

Sticky Learning Lunch #3: N: Confused About What to Wear When You are Working from Home?

Darren A. Smith — Tue, 11 May 2021 09:26:00 -0400

3 Principles to Know What to Wear When You Are Working From Home Understand the ‘3 Wardrobe Principles’ to make it easy to know what to wear when you are working from home. Use your time working from home to become the very best version of yourself. Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? I: Help! Cabin Fever is Starting to Take Hold D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction 1. Your Online Presentations Really Lack Oomph and Engagement – #Part 1 2. Your Online Presentations Really Lack Oomph and Engagement – #Part 2 1. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 2. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 1. My Virtual Team Could be Much More Effective – Help! Part #1 2. My Virtual Team Could be Much More Effective – Help! Part #2 1. Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #...

Sticky Learning Lunch #2: I: Help! Cabin Fever is Starting to Take Hold

Darren A. Smith — Tue, 11 May 2021 05:35:00 -0400

How to Overcome Isolation When Cabin Fever is Starting to Take Hold Understand the 3 stages of isolation and how to overcome them, when cabin fever is starting to take hold. Use your time working from home to become the very best version of yourself. Sticky Learning Lunch Videos M: Struggling to be Productive Because You're Working from Home? N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction 1. Your Online Presentations Really Lack Oomph and Engagement – #Part 1 2. Your Online Presentations Really Lack Oomph and Engagement – #Part 2 1. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 2. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 1. My Virtual Team Could be Much More Effective – Help! Part #1 2. My Virtual Team Could be Much More Effective – Help! Part #2 1. Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opportunities Landed with this 7 Ste...

Sticky Learning Lunch #1: M: Struggling to be Productive Because You’re Working from Home?

Darren A. Smith — Mon, 10 May 2021 09:59:00 -0400

How to Be More Productive Whilst Working From Home Improve your soft skills with our sticky learning lunch videos Find out how to manage yourself better with 'M' - The first of 7 best practices from the M.I.N.D.S.E.T model for working remotely and how to be more productive whilst working from home. Sticky Learning Lunch Videos I: Help! Cabin Fever is Starting to Take Hold N: Confused about What to Wear When You are Working from Home? D: Working from Home – Lots of Time – Not Sure Where to Start? S: Working from the Kitchen Table and the Sofa will Drive You Nuts E: It is Hard to Know How People Feel when they Work from Home T: The Tech You Use whilst Working from Home is Holding you Back G: Frustrated Because You Know You Need to Coach Your People – Goal R: Frustrated Because You Know You Need to Coach Your People – Reality O: Frustrated Because You Know You Need to Coach Your People – Options W: Frustrated Because You Know You Need to Coach Your People – Way Forward 1: Personal Development Plan – Not Sure What to Start? Part #1 2: Personal Development Plan – Not Sure What to Start? Part #2 3: Personal Development Plan – Not Sure What to Start? Part #3 4: Personal Development Plan – Not Sure What to Start? Part #4 5: Personal Development Plan – Not Sure What to Start? Part #5 1: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #1 2: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #2 3: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #3 4: The Cunning 4 Stage Sales Plan by Geoff Burch – Part #4 M: Having a Mental Health Conversation Bothers Me – Part #1: Mindset I: Having a Mental Health Conversation Bothers Me – Part #2: Importance N: Having a Mental Health Conversation Bothers Me – Part #3: Network D: Having a Mental Health Conversation Bothers Me – Part #4: Direction 1. Your Online Presentations Really Lack Oomph and Engagement – #Part 1 2. Your Online Presentations Really Lack Oomph and Engagement – #Part 2 1. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #1 2. They Come Back from Training Courses and Do Nothing Different – Arggh! – Part #2 1. My Virtual Team Could be Much More Effective – Help! Part #1 2. My Virtual Team Could be Much More Effective – Help! Part #2 1. Working from Home I Feel like I am Always Stuck in the Office 1: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #1 2: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #2 3: No Flaming Idea How to Prepare Effectively for a Negotiation? Step #3 1: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 1 2: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 2 3: Are You Annoyed by the Tasks on Your To-Do List that You Just Keep Putting off? – #Part 3 1: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #1: Capturing 2: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #2: Listing 3: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #3: Emptying 4: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #4: Deleting 5: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #5: Storing 6: My Time Management is Excellent! – I Don’t Need to Attend this Webinar – Part #6: Scheduling 7: My Time Management is Excellent! - I Don't Need to Attend this Webinar - Part #7: Acting 1: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #1 2: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #2 3: Significantly Increase the Number of Category Opportunities Landed with this 7 Step Process - Part #3 4: Significantly Increase the Number of Category Opp...

Grocery Guru Episode #27: What is Nett Revenue Management? And How Does it Relate to Supermarkets?

Darren A. Smith — Mon, 10 May 2021 08:33:00 -0400

Nett Revenue Management and How it Relates to Supermarkets Join Andrew Grant and Darren A. Smith in the twenty-seventh episode which is about What is Nett Revenue Management? And how it relates to supermarkets. Plus, where did NRM come from, and how can it be used. They also share their NRM Pyramid model. Our Net Revenue Management Training Course covers a model and process for effective day to day NRM. You Can Read the Full What is Nett Revenue Management Episode Transcript Below: Darren A. Smith: Welcome to episode 27 of the Grocery Guru. We're here with Andrew Grant. Andrew, how are you doing? Andrew Grant: Morning Darren. Are you well? Darren A. Smith: Hey, I'm very well. There's a lot going on in the world, but let's focus on grocery. And let's focus on a trending topic, NRM. Andrew Grant: Oh, got me there. Is that a rapper? An '80s rapper? Darren A. Smith: What, like Run-DMC? Andrew Grant: Well no, I was thinking more, as we're talking grocery, maybe a confectionary wrapper. Darren A. Smith: Oh, I see. I was thinking you mean [inaudible 00:00:35]. So NRM. Not really managing? No, what's it stand for? Andrew Grant: Could be. Could be. I think it's net revenue management. I'm taking a wild guess there. Darren A. Smith: It is. So we're going to talk about what is nett revenue management now. Net, N-E-T or N-E-T-T? Andrew Grant: Oh. Oh that's a very [inaudible 00:00:56]. I don't think it matters, does it? Darren A. Smith: I don't know [crosstalk 00:00:58]. Andrew Grant: I'd go with N-E-T-T, because that's a bit more accountancy and finance-y. Darren A. Smith: It is supposed to be the right way is N-E-T-T, but I'm sure no one really cares. The Google searches have been going up and up over the last three years, because we can track what people are searching for, what volume. So it's going up and up and up. It's getting more and more popular. Net revenue management, or NRM, or optimizing revenue, what the hell is it? Andrew Grant: Well, I think it is actually very topical. And if you are watching the Google stats it's probably not surprising it's starting to peak again, because I think it's going to become incredibly important the next six months. Do you know the background? Where it came from? Darren A. Smith: I know it's about the airlines, but I'm going to leave that to you. Go on. Andrew Grant: Yeah. So as most of these things, I think it's American derived. Basically grew up out of the low cost airlines in the States, whose sole purpose is obviously to fill planes as profitably as possible. If you're running an easyJet or a Ryanair model and selling seats at 7.99, you've got to maximize the revenue from every single bum on every single seat. And that's where, I mean Ryanair is the classic. Some of the more outrageous revenue raising tricks occur. Was it Michael O'Leary was going to charge for using the toilet at one point on Ryanair flights? But you charge for your baggage, you charge for refreshments, you charge for meals. You're charged if you want to sit in the first 10 seats. That is effectively net revenue management in action, but possibly at its worst. Andrew Grant: I think, well, it's going to become incredibly in vogue the next few months. If you think about it, the economy is going to open up fully on May the 17th, is it? Darren A. Smith: Yep. Andrew Grant: You're going to have the hotels back open, you're going to have restaurants open for indoor dining, and you're going to have the airlines flying again. And they're all, after a year in limbo, they're all going to be desperate to be maximizing the revenue from every single customer. Now something, there's supermarkets coming onto the grocery trade obviously have done very, very well during the pandemic, and they seem to have done it without any perception of the customers being overcharged or stung. Your worry is with, or you're already seeing it with holiday lets in Cornwall and Devon twice the price of last ...

Grocery Guru Episode #26: Discussing Sainsbury’s Preliminary Results

Darren A. Smith — Tue, 04 May 2021 09:12:02 -0400

Discussing Sainsbury's Preliminary Results with Covid Costs of £485m Join Andrew Grant and Darren A. Smith in the twenty-sixth episode of the Grocery Guru Discussing Sainsbury's Preliminary Results with Covid Costs of £485m, digital sales doubling, and 1,900 innovative products to be launched. You Can Read the Full Issa Brothers Episode Transcript Below: Darren A. Smith: Welcome to episode 26 of the Grocery Guru. We're here with Andrew Grant. Andrew, how are you? Andrew Grant: Good morning. Very good thank you Darren. Darren A. Smith: Cool, and I think we're continuing our series of looking at results. So we've looked at Morrisons previously, we've looked at Tesco. It's now our friends at Holborn. Andrew Grant: Yeah, you were going to say Stamford Street and show your age, weren't you? Darren A. Smith: I was. Andrew Grant: Yeah, no, we're getting towards the end of results season. I suppose, you know, those Sainsbury's results, you've read them. Darren A. Smith: I have. Andrew Grant: More of the same really that we saw with Tesco and Morrisons. Everybody, all the supermarkets, all the food grocers, doing incredibly well out of COVID, but at a cost. Darren A. Smith: That's true. So we're looking at the preliminary results for the 52 weeks ended 6th of March '21. What was the biggest highlight for you, the COVID cost? Andrew Grant: No, I think you're going to touch on that in a second, but for me, it's online. We've talked about it in several of these episodes, but their online sales have doubled from 8% of their business to 17% of the business. Most importantly, they're now saying that they're profitable online sales. So what the pandemic seems to have done is got all of them over that base cost line of running trucks and having to pick stuff in stores. You've got a lot of fixed costs there. They didn't have the volume before to make it profitable. All of a sudden it's kicked their online, or their home delivery operations, into profit, which is good news for, I guess, the shareholders going forward. Darren A. Smith: That makes sense. So we're saying now that one in five customers are ordering online. Andrew Grant: Yeah. Darren A. Smith: They've managed to make it profitable, so they've got over their hump, whatever that was 10%, 15%. Okay, all right. The one I do want to raise is the COVID costs, because it's so [inaudible 00:02:03]. So these guys are saying, I'll just read it out, "Offset by £485 million worth of direct COVID-19 costs." Andrew Grant: Yeah, I mean, their profits are down 39% on the back of that. Darren A. Smith: Wow. Andrew Grant: Yeah, I mean, a huge hit, and just have a look at the amount of Perspex in store, and the amount of stickers saying, "Two meters apart," and the number of extra security guards. I know when we were shopping during the first lockdown, Sainsbury's were the toughest on the rules. Darren A. Smith: Right, okay. Andrew Grant: Yeah, I can remember going in with my other half and being told to stand apart from your own wife in the Sainsbury's line, which I thought was slightly over the top at the time. Darren A. Smith: In our local [inaudible 00:02:51] store, which is quite small, there's a big queue at the front of the store, but what people have realized is you queue at the front of the store, but actually you can go in the back and there's no one there. Andrew Grant: Yeah. But yeah, I mean, huge extra costs. I don't know, maybe it's the cynical side of me, but if I was the finance director I think I'd be throwing everything at one-off COVID costs to maybe mask some under-performance elsewhere. But I didn't say that. Darren A. Smith: No, and I certainly wouldn't repeat it. So we've got a statutory loss for Sainsbury's, before tax, of £261 million, statutory loss. Wow. Andrew Grant: Yeah, a lot of exceptionals in there. I mean, their operating profit, as I said, was hit by that COVID, so, you know, underlying, you know,

Grocery Guru Episode 25: Issa Brothers Buy Leon & Cafe Nero to Grab the Electric Car Market For EG

Darren A. Smith — Fri, 23 Apr 2021 05:36:35 -0400

Issa Brothers Buy Leon & Cafe Nero to Grab the Electric Car Market For EG Join Andrew Grant and Darren A. Smith in the twenty-fifth episode of the Grocery Guru discussing the Issa Brothers buying Leon and Cafe Nero to grab the electric car market. The electric car market is being grabbed by the Issa Brothers You Can Read the Full Issa Brothers Episode Transcript Below: Darren A. Smith: Well, hello and welcome to episode 25 of the Grocery Guru with Andrew Grant. Andrew, how are you? Andrew Grant: Morning Darren. Very good. I'm very good, thank you very much. Darren A. Smith: We've hit a milestone. We're at 25 episodes of sharing your guru-ness, if that's a word? Andrew Grant: Wow. Wow. Darren A. Smith: All right. So what's on your mind this week? Andrew Grant: Well, I guess the retail news that stood out to me alongside the European failed Super League was the Issa brothers buying Leon, the semi-fast food chain and seem to be closing in Caffe Nero. Darren A. Smith: Right. Oh, okay. Andrew Grant: And this idea of creating, if you like, super petrol forecourts. Posh petrol forecourts. Because I don't know what your experience of filling up at one of these forecourts is? There's either a very nice Tesco Express or Sainsbury's Local, but there's often a pretty grubby Gregg's or Subway or some unknown chain. And it's all a little bit ugh. Darren A. Smith: Tell us, the brothers, what did they recently buy? Andrew Grant: Well, they built up Euro Garages from nothing, into, I think, it's certainly Europe's largest chain of forecourts, top of my head, 1,500 forecourts. Darren A. Smith: Right. Okay. Big. Andrew Grant: And they develop them as these mini shopping hubs. But I think now, they bought Aster. They can obviously use Asda's free holder stake. Because most of Asda's estate is freehold. So they can sale and lease back. Classic private equity stuff. Sale and lease back Asda's estate to them. Give them a whole load of money to spend on buying. A hundred million for Leon. Darren A. Smith: Wow. Okay. Andrew Grant: And then put these fancy forecourts together. But I don't know about you, but you pull up to a petrol station and there's a forecourt shop there. A nice one. Don't you feel guilty about browsing down the shelves while there's 1,700 people waiting to fill up and you're blocking the pump? Darren A. Smith: It is an odd one, but I'm not sure if it's a generational thing. Certainly 10, 20 years ago, when I started driving, you fill up at the pump, you pay, you go. Now I fill up at a pump and I'm in two minds. If I'm the one browsing, I can leave my car there, it's fine. If I'm the one waiting and there's a guy doing two weeks shop and he's about 25 minutes, I wants to slap him when he comes out. Andrew Grant: Yeah, exactly. As I said earlier, Leon is not fast food, it's semi-fast food. Darren A. Smith: Yeah. Yeah. Andrew Grant: You don't pick up a burger or a salad or that. They make it there and then so it's maybe a five or 10 minute wait. Darren A. Smith: Those people who haven't experienced a Leon, because there aren't that many around, what is a Leon? Andrew Grant: It's high quality semi-fast food. It is like a Pret, but not sandwich based. Darren A. Smith: Yeah. Okay. Andrew Grant: It's definitely not your Subway or your Gregg's. Darren A. Smith: Yeah. Andrew Grant: Which is literally grab and go a hot sausage roll or a six inch sub with whatever in it. You talked about a generational thing a second ago. I think they have been... It suddenly hit me and you probably won't get it because you're in the same situation as me. I think they've hit on something absolutely that's going to be jaw-droppingly successful. Darren A. Smith: Okay. Okay. So we're talking about the brothers. Issa brothers. Andrew Grant: Yeah. About them investing in... Because why would you invest in a forecourt with these super posh chains where you want to linger?

Grocery Guru Episode 24: Tesco Romping Ahead of Aldi in Kantar’s Market Share Results 12wk March 21

Darren A. Smith — Fri, 09 Apr 2021 06:38:39 -0400

Tesco Romping Ahead of Aldi in Kantar's Market Share Results 12 Week March 21 Join Andrew Grant and Darren A. Smith in the twenty-fourth episode of the Grocery Guru discussing how Tesco is romping ahead of Aldi in Kantar's market share results. Tesco are ahead of Aldi in Kantar's market share You Can Read the Full Tesco and Aldi Market Share Episode Transcript Below: Darren A. Smith: Welcome to this week's weekly grocery guru with Andrew Grant. Andrew, how are you? Andrew Grant: Good morning, Darren. Yes, very good. Darren A. Smith: Good, good. Well, episode 24, Andrew. And I hope we're not running out of things to say to our viewers. I sense we're not. What's in our postbag this week? Andrew Grant: Well, not necessarily postbag but news of a sort, I suppose. But maybe it's lockdown and I should get out more, but the world is turned on its head, as we all know. But I never thought I would see the day again when Tesco would grow its market share and Aldi would lose market share. Darren A. Smith: Well, that sounds strange. Yeah, go on. Tell me more. Andrew Grant: Yeah, because I mean, the history of the last, what? 10 years has been Aldi just going like that and Tesco slowly losing share every single month. And latest Kantar data has just come out. It's very exciting for people like you and me, but I'm not sure a lot of people stay up late at night to wait for it. But it's staggering. We talked last week or the week before I think, about this lockdown effect and how the malts have been the big winners. Darren A. Smith: Yes we did. Andrew Grant: But obviously, but would you really want to be a buyer this year facing last year's peaks? Darren A. Smith: Oh, I mean, it will be terrible for every buyer out there, every supplier, year on year, will just be... Hard. Yeah. Andrew Grant: No. Yes and no. Not so bad if you're a Tesco, Sainsbury's, Morrison's. Pretty bad if you're an Aldi or a Lidl. Darren A. Smith: Okay. Andrew Grant: What Kantar have very helpfully done is done a two year change figure, two year growth figure. So, they've done a year on year figure for March and a two year figure for March, so you can really see the effects of lockdown last year. Darren A. Smith: Okay. So you're looking at some Kantar data. What's this? 12 weeks to end of March? Andrew Grant: 22nd of March. [crosstalk 00:02:03] Darren A. Smith: 22nd of March. Andrew Grant: Yeah. Darren A. Smith: Okay. Okay. And you're picking up on some observations in that data? What you're seeing? Andrew Grant: Well, yeah. What is staggering is Tesco have actually grown market share. 26.8 to 27.1. So up 0.3. Aldi have lost 0.3, magically. Darren A. Smith: Okay. Andrew Grant: You've got Tesco growing ahead of the average. So they're growing at 8.5 versus multiples at 7.4. Morrison's at 8.7. Aldi 1.5. Darren A. Smith: Ouch. Andrew Grant: Yeah. Darren A. Smith: Oh. So, just give us... The average growth for a multiple, did you say it was 8.5? Andrew Grant: 7.4. Tesco had 8.5. Darren A. Smith: 7.4. And Aldi's growing at six points less than that. Andrew Grant: Yeah. I mean, almost not growing. Darren A. Smith: Wow. Andrew Grant: Which to me, shows what happens when you haven't got an online home delivery presence. Darren A. Smith: Yes, yes. Very helpful. Andrew Grant: And what nails that even harder home, you look at Ocado. Do you have a guess what Ocado's growth is year on year? Darren A. Smith: Well, so they're obviously very good at home delivery. That's their model. No, go on. Tell us. Andrew Grant: 34%. Darren A. Smith: Wow. Andrew Grant: So, what? Yeah. Four times Tesco. Darren A. Smith: Wow. Now we talked in our previous episode, I think it's a couple of weeks ago, about the Morrison's preliminary results. And their sales were up well. Andrew Grant: Yeah. Darren A. Smith: But their profit had died because they were trying to manage COVID, the buying of PPE, labor and store, blah,

Grocery Guru Episode 23: The Tesco ELH Car – A Partnership between Tesco and BMW with Andrew Grant

Darren A. Smith — Tue, 06 Apr 2021 10:30:46 -0400

A Partnership Between Tesco and BMW The Every Little Helps Car Join Andrew Grant and Darren A. Smith in the twenty-third episode of the Grocery Guru discussing the partnership between Tesco and BMW to launch the Every Little Helps car. The BMW Series 1 ELH. Tesco has partnered with BMW for the launch of their Every Little Helps car You Can Read the Full Tesco and BMW Partnership Episode Transcript Below: Darren A Smith : Welcome to the weekly episode, that is the Grocery Guru. This is the episode number 23. And we're here with Andrew, our Grocery Guru. Andrew how are you? Andrew Grant : Morning Darren, you well?. Happy Easter. Andrew Grant : Thank you, you too. Yes, we've got four days off soon. Now the news, been a bit slower of late. What have we got in our postbag for this week? Andrew Grant : A couple of things. I mean, there's talk of an Asda price war, that they're trying to match Aldi a little bit. How many times have you heard of a grocery price war that wasn't really a price war. So maybe we just jump over that until more develops. The other interesting thing I saw though, and I'm amazed it's not got more publicity actually, but a tie up between BMW and Tesco. Darren A Smith : BMW cars, and Tesco? Okay. [crosstalk 00:00:52] Andrew Grant : Yeah, they're going to collaborate on the world's most recycled, recyclable green car. Darren A Smith : Wow. [crosstalk 00:01:01]. I mean Tesco is big, but BMW is huge. That's quite a coup for them to land that. Andrew Grant : Well, it's going to be the BMW ELH - the every little helps. Darren A Smith : [laughing] Brilliant. Andrew Grant : Think about it. They're going to build it from all Tesco's packaging waste. So you think of how many tin cans Tesco get threw and remember a tin can isn't tin it's steel. Darren A Smith : Yes quite so. Andrew Grant : How many, how many plastic bottles? So it's going to be built from all recycled packaging, which is obviously good for the planet, but even more interesting, it's going to run off bio ethanol produced from Tesco's food waste. So you'll, you'll sort of pop up to the supermarket quite how they'll do the practicalities I don't know but presume you pop up to the petrol filling station, it will be a bio ethanol pump and you fill it up with bio ethanol. So you've got a pretty much hundred percent recycled car running off totally clean fuel. I thought it was brilliant. Darren A Smith : This is a bit like the McDonald's restaurant vans that run off biodiesel. So it must be something similar. So it is very possible to make this happen. Wow. Okay. Okay Andrew Grant : Yeah. No, but I think this is bio ethanol. So ethanol is pure alcohol, isn't it? Darren A Smith : Yeah Andrew Grant : Whereas the McDonald's stuff runs off old chip fat. Darren A Smith : That's it? That's it. That's what I was getting at. Andrew Grant : I think I'll chip fat still puts lots of fumes in the air. Whereas if you think about burning pure alcohol, ethanol. Darren A Smith : Yeah. Andrew Grant : I don't think there are any emissions. So it's about as green as it gets. Darren A Smith : So are we thinking that this car that they're talking about, is going to be Tesco branded [inaudible 00:02:47] Tesco badge ELH or just BMW ELH? Andrew Grant : No, no, I don't think they'd go as far as a Tesco car. I mean, they got as far as the HUDL tablet, didn't they? A few years ago. Darren A Smith : Yes they did Andrew Grant : No this is going to be, from what I can gather, a one series BMW, but badged as the ELH the, the every little helps. I don't think there's going to be a lot of Tesco branding other than it's built from Tesco packaging and runs off Tesco fuel. [crosstalk 00:03:20] Darren A Smith : It's a bit like I remember the Champagne buyer for Tesco talking some years ago about Champagne. Tesco is very small on the label. Obviously you don't want Tesco big on something like that. So, okay I get it. All right.

Grocery Guru Episode 22: Retailer Results Season – Will they be requiring Monies? with Andrew Grant & Darren A. Smith

Darren A. Smith — Tue, 30 Mar 2021 08:06:11 -0400

Retailer Results Season - Will they be Requiring Monies? Join Andrew Grant and Darren A. Smith in the twenty-second episode of Grocery Guru discussing Retailer Results Season and many of the retailers who are coming to their year-end and negotiations will be tough. Retailer Results Season - Will they be requiring Monies? You Can Read the Full Retailer Results Season Episode Transcript Below: Darren A. Smith: Welcome to the weekly episode. We're on number 22, and we're with the Grocery Guru, that is Andrew Grant. Andrew, hello. How are you doing? Andrew Grant: Very good, Darren. Are you well? Darren A. Smith: Yes, I'm well, I'm well. This week I think has been a slow news week. So Andrew, what have you got in our post bag for us? Andrew Grant: Yeah, it has. I didn't pick up anything really of much note this week, which is a dangerous thing to say, because it probably means I've missed something really important. But no, as you know, we get, what? 12, 15 queries a week, either email or whatever, from clients. And yeah, there's been a bit of a theme over the last couple of weeks. Obviously, it's result season, or year-end season, so just about all the supermarkets' year ends are either between the 1st of Jan and the 1st of April basically. Darren A. Smith: Right. Okay. So we're in results season. So you're an experienced person, you've been through this for quite a number of years. I'm an account manager, let's say, what can I expect in results season? Andrew Grant: Well, it's one of the things I've been getting the most queries about. Is that obviously, most buyers are working at home, a lot of consolidation of buying teams, so fewer buyers Because I always remember when I used to do it, the pressure to get annual terms agreed with all your suppliers. You inevitably start with the very big ones. But there's then this desperate rush to get the smaller suppliers' terms agreed before the start of your new financial year. Darren A. Smith: Yeah, true. Okay. So if I'm a buyer and I'm in results season, January, February, March, I'm trying to get terms agreed with all my suppliers. How many suppliers might I have? Andrew Grant: It depends on the size of the category, but 30 to a 100. Darren A. Smith: Okay. So, there's a lot I've got to get done. And these are quite technical, these are legal things [crosstalk 00:02:07] Andrew Grant: No, it's a negotiation. And obviously each year I want a better over rider or I want higher gate fees for those gate fees that you're allowed to do. So you have to have a to and fro conversation with every single supplier, assuming that every single supplier doesn't say yes instantly. But the problem that now happens with GSCOP, and this has been where I've been getting the calls, is that the biggest single protection a supplier has under GSCOP is that the named retailers cannot do anything that is retrospective. It's an absolute no-no. Darren A. Smith: All right. So let me just understand that. So I'm an account manager, you're saying that they can't ask me for stuff retrospectively. They can't ask me for, now is the 1st of March or whatever it is, I want stuff for February? Andrew Grant: Yeah. Yeah, exactly. So, the difficulties buyers are getting themselves into is that they haven't agreed terms with their suppliers on time. And they're saying things like, look, we haven't agreed terms, we'll roll over this year's terms, which is allowed, but as soon as we do agree terms, the new terms get backdated to the start of my financial year. Darren A. Smith: Okay. All right. And so I understand that, are we talking about this is a Tesco or an Asda thing, is this just their policy or is it something more? Andrew Grant: Well, obviously only 13 named retailers are covered by GSCOP. Clearly I'm not going to name who ... Our suppliers wouldn't want us to be divulging which particular retailers it is. And it's not any one particular retailer actually. So I don't think it is ...

Grocery Guru Episode 21: Hagglebots and Fishing Grenades with Andrew Grant and Darren A. Smith

Darren A. Smith — Tue, 30 Mar 2021 07:14:59 -0400

Hagglebots and Fishing Grenades Join Andrew Grant and Darren A. Smith in the twenty-first episode of Grocery Guru discussing supermarkets using Hagglebots and Fishing Grenades Hagglebots and fishing grenades You Can Read the Full Hagglebots and Fishing Grenades Episode Transcript Below: Darren A. Smith: Hello. You're here with us on episode 21 with the Grocery Guru. Andrew, our grocery guru, how are you? Andrew Grant: Very well, Darren, yeah. You? You good? Darren A. Smith: Yes, very good. Andrew, this week we are talking about hagglebot, something you know something about, I think. Andrew Grant: Wasn't that Robbie Coltrane in the Harry Potter films? Big guy that lived outside the school, isn't he? Darren A. Smith: I think that was Hagrid. Andrew Grant: Oh, Hagridbot. Sorry, I misheard you. So not a Hagridbot, a hagglebot. Darren A. Smith: We're talking about hagglebot. So I've got this piece that I've done some research on with hagglebot, and what I'd like to do is get your take as the grocery guru on what's happening in the world of supermarkets, haggling, negotiating. So I'm going to read some of this out, but before I do, what's your understanding of hagglebot? Andrew Grant: Well, I suppose it's this new AI, artificial intelligence, way of negotiating. So obviously I think come out of the States. I think maybe we might use it where they automate the negotiation process. I mean in my world, it goes back to one of the scariest things I ever saw was an e-auction that we did years back. An e-auction for tinned tuna, I think it was. And Jesus, it was brutal negotiation I have ever seen when you let basically computers set the prices and suppliers don't know who they're bidding against. Absolutely brutal. And if I'd have been ... if I'd have been the suppliers, I'd have been in tears at the end. Darren A. Smith: It's like a blind auction, isn't it? Andrew Grant: Yeah, literally. You place your bid, a huge amount of business, and no supplier can afford to lose it, and yet you're bidding blind against a competitor that suddenly says no, you need to come down 50 more dollars a ton. So I guess you could call that ... I mean that was serious hagglebotting, to use your phrase. Darren A. Smith: Well, it seems to be coming up more and more. Let me share this with you. There is the Olympics for hagglebots, they're on their 11th year, and it's artificial intelligence pitched against artificial intelligence and/or pitched against humans. And tends to be universities. The winners tend to be Turkey or Japan with the best hagglebots. We're 11 years in but the first haggle bot was developed in the 1980s and was called Negoisst. Never heard of that. But here's a statement I'd like to share with you and see what you think, "Humans have the upper hand understanding emotion and subject matter expertise, but can falter when there are many issues." Andrew Grant: Yeah. I mean if you think about it, when you bid on eBay for something, that's a sort of electronic negotiation, isn't it? You place your bid and then you get told, "Oh, you're being outbid." And that works in a very black and white linear way, but it must come down to our world of food. There's a specification for product, there's delivery times, there's payment terms, there's so many, as we call them, [inaudible 00:03:32]. Could you program a computer to get all those nuances? And at the end of the day, it is looking somebody in the eye and doing a deal with them. So I can see electronic negotiation, haggling, whatever you want to call it, working when it's very simple transactions and you've got thousands of suppliers. I can see it being beneficial to an organization to use almost like tick box buying. And in the last week, there's been a few news items where a particularly large online player has been sending out tick box requests for terms of doing business. In my day, it used to be called something like a grenade fishing. Darren A. Smith:

Grocery Guru Episode 20: Morrisons Supermarket’s Preliminary Results Post Covid with Andrew Grant & Darren A. Smith

Darren A. Smith — Mon, 15 Mar 2021 06:41:02 -0400

Morrisons' Preliminary Results Join Andrew Grant and Darren A. Smith in the twentieth episode of Grocery Guru discussing Morrison's supermarkets' preliminary results for the 52 weeks to 31st January 2021. You Can Read the Full Morrisons' Preliminary Results Episode Transcript Below: Darren A. Smith: Welcome to episode 20 of our weekly chat with the Grocery Guru that is Andrew Grant. Andrew, how are you? Andrew Grant: Morning, Darren. Very good, thank you. Darren A. Smith: Good, good. Okay, so in this week's 10-minute chat with the Grocery Guru, we're going to talk about Morrisons' preliminary results, because they're the first after COVID, is that right? Andrew Grant: Yeah, the first major retailer to put out full-blown annual results post COVID, January 31st. Obviously, you've got Tesco and Sainsbury's following in the next few weeks. Darren A. Smith: Right, okay. The general people, good, bad? What did you think of the results? Andrew Grant: It's fascinating actually because the headlines I think in the press yesterday were the share price dropped significantly because I think the city suddenly realized the sheer cost of this pandemic to the supermarkets. On the face of it, they've done really well, and the chief exec was praising how well the business had done, and they have done a phenomenal job if you think about it, all the supermarkets feeding the country with a little issue of Brexit in the middle. Andrew Grant: Yeah, they're like-for-like sales, the standard industry measure of sales performance up 8.6%. That would be ... supermarkets would've given their right and left arms for that two years ago. Morrisons are the first supermarket to release preliminary results following Covid-19. Click the image for the full report. Darren A. Smith: In comparison, 8.6, but 2019 on the previous year was down .8%, so it's really a 9. 10. stretch. You're right, would've given their arms or legs. Andrew Grant: But then, their profit's down 50.7%. Was it 290 million spent on COVID costs, restructuring, PPE, additional staff, additional vans and online delivery, and then 230 million of business rates that they handed back to the government, so they carried on paying? What's that, 520 million they could've made if it hadn't been for COVID. They made 400 million last year, and it's cost them 500 million. It's cost them a years of profits to survive COVID. Darren A. Smith: That's a good takeaway, isn't it? A year's profits to survive COVID, because all of us look at industries like hospitality, and think they're wiped out, they're struggling, it's going to be hard to come back. The supermarkets are doing really, really well, but they're not. Andrew Grant: Think about it, it's this spike effect, isn't it? The supermarkets have had this big, 10% spike, plus a massive spike in costs, and they're driving, at the moment, headlong into that. I think I'd rather be a pub chain, where all of a sudden when I open up in May, I'll be 300% up on the year. The figures will look fantastic. Darren A. Smith: That's very true. I guess, maybe don't look as hard and as fast as people like you and I and account managers out there, but if they are, you're right, they're going to be up hugely. I noticed other things like 300 McColl's stores to be converted to Morrisons Daily over the next three years. A new contract with McColl's signed to extend the partnership to 2027, so there's some good news in there. Andrew Grant: Yeah, becoming big in convenience, absolutely. One thing that got me, and whether I've done these ... because, I'm not a city analyst, I wish I was, but net profitability, the argument's always gone that the supermarkets in the UK are incredibly efficient, because basically their net profitability's 2% on average. Andrew Grant: 2p in the pound is all they make from all the work they do, and Tesco always lauded, back in the day, that they got over 5 pence in the pound profit,

Grocery Guru Episode 19: Amazon Fresh & Its New Checkout Less and Frictionless Store with Andrew Grant & Darren A. Smith

Darren A. Smith — Tue, 09 Mar 2021 05:00:55 -0500

Amazon Fresh Join Andrew Grant and Darren A. Smith in the nineteenth episode of Grocery Guru. Today, the topic of discussion is the new Amazon Fresh store in Ealing, London and its innovative new checkout less and frictionless operation. You Can Read the Full Amazon Fresh Episode Transcript Below: Darren A. Smith: Welcome to episode 19 with the Grocery Guru, that is Andrew Grant. Andrew, how are you? Andrew Grant: Morning, Darren. Yeah. Very good thank you. Very good indeed. Darren A. Smith: Hey, hey. Good, good. Our topic this week, I believe is something to do with our friends at Amazon. Is that correct? Andrew Grant: Well, I think yeah, we try and make these things as topical as possible, and I don't think many people could have missed the fact that Amazon Fresh opened their first... Well, their first physical store, actually a physical food store in the U.K. yesterday, in Ealing. Darren A. Smith: Okay. Right, okay. Andrew Grant: On top of that, it happens to be one of these checkout less... Where you don't even have to scan the products, there's so much Artificial Intelligence technology in the store watching you, that it knows exactly what you pick up and charges you post your visit, which is quite clever. Darren A. Smith: It is. And I've got this article. This is the BBC's article, which you sent me yesterday across to discuss. And I can see some new terms coming out like, "Till-less. Checkout less." Andrew Grant: Yeah. Darren A. Smith: They're terms that are coming. That's what Amazon's driving here. And as you say, it's opened in Ealing. And you walk in, they scan you as you walk in, you grab your products and just walk out? Andrew Grant: Well, no. Interestingly, it's effectively a members-only club, because you've got to have Prime membership in order to be able to register before you go in. And I can imagine there'll be quite a few people wanted to grab a sandwich or grab a can of something and the barriers won't let them in because they're not a Prime member. Darren A. Smith: Never thought of that. Andrew Grant: Which yeah, would be quite interesting. So yeah, effectively, it's a members-only. A bit like a Costco, but on a smaller scale. Darren A. Smith: All right. So we've got Amazon Fresh with their first store in the U.K. It's in Ealing. Till-less. I'm just picking up some things here. It says, "Its first, just-walk-out shop outside the U.S." There's also some terms like, "Frictionless," that Amazon Fresh is putting out there. "Frictionless shopping." Never thought of that. Andrew Grant: Yeah. Do you know what? Is that the big thing? I mean, I think yesterday will go down as a seismic change in U.K. retail, and I think I know that sounds very grand, but not because of a checkout less store. A lot of people will think it's very trendy, very hip and very easy. There will be some people who... And the press was full of it yesterday. Big Brother's arrived. Infringement on our civil liberties, being filmed picking stuff. And I don't think many people will worry about that. Andrew Grant: But hey, checkout less store, what's it going to save you? At busy times in a Tesco Express or a Sainsbury's Local, you may be two minutes waiting, to wait for the self-scanner. So I don't think that is going to be the game-changer, the fact it's checkout less. The game-changer is how many of these things suddenly appear on our high streets and how fast will Amazon roll this out? Darren A. Smith: And that's the worry, isn't it? Because they've barely made a dent in the U.K. grocery market, but they've got the cash, they've got the position, they've got the status, the experience, the speed to go, "Boom," and grab our high street. Andrew Grant: Well, look at what they did to bookshops. I mean, they started with books. They've killed the high street bookstore, effectively. Darren A. Smith: Yeah. Andrew Grant: Absolutely. What are they worth? A trillion or something? Two options, actually,

Grocery Guru Episode 18: The New Normal, & Preparing for a Fierce Supermarket War with Andrew Grant & Darren A. Smith

Darren A. Smith — Mon, 01 Mar 2021 06:02:26 -0500

Discussing the New Normal and Impending Supermarket War Join Andrew Grant and Darren A. Smith in the eighteenth episode of Grocery Guru. Today, the discussion focusses on the new normal and preparing for a fierce supermarket war. Forecasting budgets will be very hard, and the only certainty is uncertainty. You Can Read the Full Supermarket War Transcript Below: Darren A. Smith: Welcome to episode 18 of Grocery Guru. And we're here with that guru, Andrew Grant. How are you? Andrew Grant: Morning, Darren. You well? Darren A. Smith: I'm good, I'm good. I saw Boris' announcement like most of the UK on Monday night. And the new normal... I'm confused. Andrew, what's going on? What's going to happen? Andrew Grant: Well, if I knew that I don't think I'd be here. I'd be putting some bets on the stock market. Yeah, it's all a bit weird, isn't it? It's like being handcuffed and you see the key at the other end of the room. It's like one of those Jeopardy movies. Darren A. Smith: Very nice. Very good. Andrew Grant: Or the Escape Room, or whatever it's called, where you can see how to get out, but you're not allowed out. It's a little bit weird. Darren A. Smith: I hear lots of contradictions around. This guy says this and this other person says that. And it's like... Andrew Grant: Yeah, when you look at the game we're in, it is a bit strange. On the one hand, you've got the head of Network Rail saying, "We're going to put 10% fewer trains on, because we're expecting 80% of normal capacity." Darren A. Smith: Right. Andrew Grant: Then you've got the head of Goldman Sachs saying, "Nah, everybody's going straight back to work the minute we can." Darren A. Smith: Right. Andrew Grant: So, that's a bit contradictory. Darren A. Smith: Yeah, yeah. Andrew Grant: And then you've got another thing saying footfall in shops will go up 50% post lockdown. Darren A. Smith: Plus 50%? Andrew Grant: Yeah. Darren A. Smith: Wow. Andrew Grant: And everybody talking about this massive spending spree. £250 billion pent up savings. So, it sounds like people are just going to go mental, which I imagine they will. Darren A. Smith: Wow. Because we've got the four-step plan coming over the next few months. Everyone knows that. So, we're going to talk about that. So, when's this £250 billion going to start being spent? Are we thinking during March or they're going to wait for a few steps? Andrew Grant: Well, I forget the exact dates. When non-essential retail opens. So, when all the clothing shops and the department stores and what have you open up, that'll be a big trend in spending. But obviously, the big one will be when pubs and restaurants will start serving again in... Is that May I think? Darren A. Smith: 17th of May I think. Andrew Grant: Yeah. Darren A. Smith: That's five days after my 50th birthday, so you won't be able to pick me up. Andrew Grant: Okay, okay. There's the push for a card I could see. No, but what I found fascinating, coming back to our game and supermarkets and what have you, is they have been one of the clear winners of this pandemic because they're about the only place you can go. Andrew Grant: And I was looking at the Kantar data for January, which is obviously a slow month in normal retail land, but the grocers were up 12% year on year. Now there's bugger all inflation so that 12% is all growth. And of course, you imagine most of it's come from pubs, restaurants, and hotels. Andrew Grant: So, in 12 weeks, that's worth about a £3.6 billion bonus to the supermarkets, which is £16 billion a year. Round, round numbers. Now obviously, if that all suddenly goes back to what we call out of home, then they'll be in zero growth territory after a year where they've spent a fortune on being COVID prepared and dealing with the massive growth of online deliveries. Andrew Grant: I wonder what they budgeted for this year, because not only could they potentially lose that 12% growth,

Grocery Guru Episode 17: Micro Fulfilment Centres with Andrew Grant & Darren A. Smith

Darren A. Smith — Fri, 19 Feb 2021 05:07:19 -0500

Micro Fulfilment Centres Join Andrew Grant and Darren A. Smith in the seventeenth episode of Grocery Guru discussing micro fulfilment centres and the 15-minute ordering window. A new breed of start-ups competing with Amazon to take your order and deliver within 15-minutes. You Can Read the Full Micro Fulfilment Centres Episode Transcript Below: Darren A. Smith: Hello, and welcome to week 17 of The Grocery Guru. We're here with Andrew Grant. Andrew, how are you? Andrew Grant: I'm very good. I'm glad to say spring is in the air by the looks of your shirt, Darren. Darren A. Smith: We had a chat a few minutes ago and he mentioned Laura Ashley and a few other demeaning things. I just passed it by. This week Andrew, I understand deliveries that get in your goat. And we're going to talk about deliveries. Andrew Grant: Yeah. It's just something that struck me and I'm slightly worried whether it makes me come across as a dinosaur. Which is the very last thing. But, you know when we talked a lot about data and insight and following the shopper over the last, what, 16 episodes? And I saw something at the weekend, which I just thought, do shoppers really want this? And obviously, as you always know, when you do any form of market research is you got to be very careful at leading the witnesses. Darren A. Smith: Very true, very true. Andrew Grant: You take a classroom of seven-year-olds, and you say to them, "Would you like jelly and ice cream for your lunch every day?" What answer are you going to get? Darren A. Smith: Well, actually that reminds me, Henry Ford was famous for a quote. He wasn't talking about cost and the grids, I'm sure they didn't have them back then. But he basically said, "If we'd asked them what they would have wanted, they would've said faster horses." Andrew Grant: Yeah. Okay. Okay, well, it's sort of linked to that. What it is, it was in the Sunday Times. And it was talking about a couple of startups in London with some pretty serious private equity money behind them and very bright young people running it with McKinsey backgrounds and what have you. Offering, get this, 10-minute grocery deliveries in the city of London. Darren A. Smith: Ten minutes? Andrew Grant: Yeah, 10 minutes. I don't know if you've heard Getir and Weezy. Darren A. Smith: So Get Here as in get here. Those two words? Andrew Grant: Well its G-E-T-I-R Getir- Darren A. Smith: Oh, I see. Andrew Grant: And Weezy. Darren A. Smith: And how do you spell- Andrew Grant: W, double E, Z-Y. So if you're lucky enough to live in Fulham, Clapham, those sorts of postcodes, you can get groceries delivered in 10 to 15 minutes. I'm not sure if anybody is that desperate for anything, although, think about it. I suppose you get home, you've run out of toilet paper, you've run out of coffee, you run out of beer. Are you that desperate for something in 10 minutes that you're willing to pay between 1.99 and 2.99 delivery charge for, and also potentially obviously pay significantly more than supermarket prices. I'm not sure. It reminds me, if you think back to 24-hour shopping, it was heralded as the ultimate convenience. You know, people can go and wander around in their slippers at three in the morning and shop and it lasted for what 18 months? Darren A. Smith: Yeah. It wasn't long. And I'm all for a push towards convenience and Amazon's really helped us with that. I'm not sure about getting down to a 15-minute slot. I'm sure some people will want it. I guess it depends on how much it's going to cost. Andrew Grant: Yeah. And the thing is you know, these startups, will they have the economies of scale? So the very first of these, we talked about the urban fulfilment centres the Tesco are converting some of their stores to, that's mass scale picking. These guys are, one of them is actually renting railway arches under Clapham station to be micro fulfilment centr...

Grocery Guru Episode 16: The Importance of Using Shopper Language with Andrew Grant & Darren A. Smith

Darren A. Smith — Mon, 15 Feb 2021 06:08:42 -0500

Using Shopper Language Join Andrew Grant and Darren A. Smith in the sixteenth episode of Grocery Guru: The Importance of Using Shopper Language in your category. Not using industry terms or category terms because they are creating the buffer for what should be created. By eradicating industry terminology you will discover opportunities to communicate better with your shopper and then sell more. You Can Read the Full Using Shopper Language Episode Transcript Below: Darren A. Smith: Welcome to Episode 16 of the Grocery Guru with Andrew Grant. How are you? Andrew Grant: Hi, Darren. Good morning. Yeah. Very nippy I think is the best thing to say this morning. Darren A. Smith: It's supposed to get to minus 10, but let's move on from how cold it is. Last week, we said to our viewers that this week we would talk about terminology. Now, I'm going to lead the charge on this one, because something that we're doing wrong as an industry, or as category managers, or as suppliers, or as supermarkets, is when we use terminology that the shopper doesn't understand. Darren A. Smith: And I'm going to give you an example. My dad used to run, he was a project manager in a Sainsbury's store back in the 70s. And they used to have those three-legged tables and he used to have the best top fruit display in the area. "But Dad, what's top fruit?" So Andrew, what's top fruit? Andrew Grant: Do you know, is top fruit, apples, oranges, and bananas? Darren A. Smith: Well, it's apples and pears, but I didn't know. I had to ask that. So there were the signs that say top fruit and I'm thinking, "Well, no one understands what top fruit is." When I asked that, he didn't know. So eventually, some years ago, I asked some guru in produce. And he said, "Well it's top fruit because it grows at the top of the tree." Andrew Grant: Okay. Yeah. Darren A. Smith: These can't be terms we can use in our industry if the shopper doesn't understand them. Andrew Grant: Well, I guess also, going back to your dad in the 70s, there's a lot of stuff. Obviously, supermarkets kicked off in the 70s in terms of the superstore format. And there's probably terminology that was invented back then, maybe meant something to customers back then. But because most people are used to sticking their dinner in a microwave and heating it up for two minutes, it's been lost. I mean, the one that gets me, condiments. Does the average millennial know what a condiment is? Would they expect to wear it rather than eating it? Darren A. Smith: That's condiments. So, our challenge to our viewers is, the more we can use language that the shopper understands, the easier the category is to shop. Andrew Grant: Yeah. Darren A. Smith: And the flip side of that coin, the more we use examples that the shopper doesn't understand, the less easy it is for them to shop, the more they'll go somewhere else. So I wanted to give you another short story. Darren A. Smith: I was buying frozen fish for a supermarket, many years ago. And in the conversation I used to have on the phone with my account manager, we called two products, the most popular selling battered frozen fish, 076 and 077, which was their scheme number because we could differentiate it away from 079 and 080. That's crazy. Andrew Grant: Well, I guess internally it's not an issue. There's a whole industry lexicon of three-letter acronyms, isn't there? Darren A. Smith: Yeah. Andrew Grant: Or four letter acronyms. There's your GSC, your PORS, your LFLS. Those never, if you like, leak out to the shopper. So I guess that's okay. It's the stuff that gets in the shopper's face that they just don't get. I mean, to flip the condiments one on its head, one of the more modern categories in world foods. Now, world foods. Okay. Pretty broad category. But why does just about every supermarket spit out pasta? Because I think pasta's a world food, isn't it? They have a world food section, they have a pasta section. Darren A. Smith:

Grocery Guru Episode 15: Discussing Purchase Decision Hierarchy with Andrew Grant & Darren A. Smith

Darren A. Smith — Mon, 08 Feb 2021 04:52:59 -0500

Purchase Decision Hierarchy Join Andrew Grant and Darren A. Smith in the fifteenth episode of Grocery Guru. This episode discusses the purchase decision hierarchy, shopper map, analytic hierarchy process, consumer decision tree... Whatever you call it, understanding how the shopper shops is key to category performance. You Can Read the Full Purchase Decision Hierarchy Episode Transcript Below: Darren A. Smith: Welcome to episode 15 of the Grocery Guru with Andrew Grant. Andrew, how are you? Andrew Grant: Good morning, Darren. Yes. Very, very well. Thank you. Darren A. Smith: Good. Good. All right. Well, this week we're going to get stuck in straight away because I know you and I had a debate earlier about purchase decision hierarchy. What the hell is it? Andrew Grant: Yeah, no, absolutely. The way customers decide what they're going to buy. Darren A. Smith: Okay. Andrew Grant: And a lot of commentators have said it's no longer relevant in the world of shopper insight. When a club card swipe can tell you everything you want to know about your shopper, category management's dead, isn't it? Darren A. Smith: Well... So it's also called customer decision hierarchy, consumer decision hierarchy. I like to call it shopper map because I think it gives you a map of how to shop something. And if you can't understand the map, you're not going to shop it or you're going to buy less of it. Andrew Grant: Yeah. But a lot of people would say, the minute you've got that club card or that loyalty data, you can see inside the basket and you can see what the shopper bought with what, when, from which part of the store, how often and how that links to his or her family situation. So why do you need to spend time at a flip chart, working out what the customer decision hierarchy is? Darren A. Smith: Because I think we need to know what decisions the shopper makes both before and at the fixture. Andrew Grant: Well, let's do a little test because I do believe that actually loyalty data is, as we kept going on about it, it's the future. And it can tell you a lot. There's one thing it can't tell you. So, Darren, I take you'd like a bit of wine? Darren A. Smith: Yes. Andrew Grant: I know you like to whine, but you do like some wine. Darren A. Smith: I like wine. Go on. Andrew Grant: Okay. So let's assume you are going on an essential journey to your local supermarket this afternoon. Darren A. Smith: Yep. Cool. Andrew Grant: And you're going to shop the wine aisle for the weekend. Darren A. Smith: Yep. Andrew Grant: Just do me a quick picture on a piece of paper of what you're going to buy. Darren A. Smith: Okay. Right, pen. Andrew Grant: Yeah. Darren A. Smith: Ready for rubbish drawing? Oh God, I feel like I'm back in art class at school. Now, this is what we buy as a treat. And I realized only six months ago, I've been saying it wrong for 20 years. Andrew Grant: What, Liebfraumilch? Oh, right. Darren A. Smith: Barolo. Andrew Grant: Okay. Right. That's interesting. You've drawn a bottle of wine. Darren A. Smith: Yes. Andrew Grant: So you're not in the market for a box of wine or one of those little miniatures that you used to be able to get on a train? Darren A. Smith: Not if I'm going this afternoon because it's Friday. No, for the family, who's the kids now drink wine as well. Kids in their 20's. Andrew Grant: So this is the bit where I think customer decision hierarchy is important because what a club card or a loyalty data can't tell you is that subconscious decision. You decided before, almost without thinking about it- Darren A. Smith: Yeah. Andrew Grant: ... I'm in the market for a bottle of wine, not a five-litre box of wine. Darren A. Smith: Yep. Andrew Grant: You've made a subconscious decision. It's the same with cars. If I asked you to draw the next car you want, you would probably draw a four-wheel-drive SUV. Darren A. Smith: Yeah. Andrew Grant: Yeah?

Grocery Guru Episode 14: Discussing Range Reviews/Range Resets with Andrew Grant & Darren A. Smith

Darren A. Smith — Mon, 01 Feb 2021 05:24:22 -0500

Range Reviews and Resets Join Andrew Grant and Darren A. Smith in the fourteenth episode of Grocery Guru: Discussing Range Reviews and Range Resets. You Can Read the Full Range Reviews and Resets Episode Transcript Below: Darren A. Smith: Welcome to episode 14 of the Grocery Guru with Andrew Grant. Andrew, how are you? Andrew Grant: Hi, Darren. Good, good. Thank you. You? Darren A. Smith: Yeah, I'm good, I'm good. Looks like you're at your mum's, am I guessing? Andrew Grant: I am at the homely palatial pile. Darren A. Smith: Very nice. Very nice. All right, looks lovely. This week I think we're talking about range reviews, range resets, that sort of thing. That's what we discussed? Andrew Grant: Yeah, I think we said last week, not a lot hot happening out there. About the only bit of newsworthy stuff to come out is Morrisons have had a virtual supplier conference and have announced a major category reset. What I found quite funny actually is some of the learned publications out there picked up the fact that it's a 170 category range review. Darren A. Smith: Wow. Andrew Grant: But published it as Morrisons to change 170 products. Yeah. Darren A. Smith: Well, that's not many, so that shouldn't take long. Andrew Grant: Might take them about 12 minutes, I reckon. Yeah. But no, it's 170 categories, full-on range reset by the sounds of it and utilizing their new Morrisons Edge shopper insight technology. Darren A. Smith: And is this their hookup with IRI, am I guessing? Andrew Grant: Yeah, with IRI. Darren A. Smith: Okay. So a crazy time to be doing a range review, range reset? Andrew Grant: Well, yeah, exactly. That was my first thought. We don't know what the new normal is. So they're going to be looking at a year's worth of data when... just take a few categories. People haven't really bought any sandwiches for lunch. People haven't been doing meal deals. Everybody's been baking at home and cooking at home. So ready meals sales probably aren't reflective of whatever the new normal is. So I think it quite, quite difficult to do a range review when the world's been turned upside down. Why the timing now, is slightly bizarre to me. Darren A. Smith: I don't know. I mean, it's a topsy-turvy time obviously to do it, and you're basing it on data that may then change as shopper habits change, we come out of lockdown, blah, blah, blah. Is it a brave move to be doing it? I think not is my suspicion. Not a brave move. Andrew Grant: I suppose, as long as they put a common-sense rule over it. But obviously, we don't know what data will come out, but you can sort of, with some of the macro trends we've talked about over the last few months, you could almost imagine a situation where a whole aisle of flour, you de-list ready meals, you take out front of the store and fill it with masks. That ain't going to be the new normal back in, hopefully, in May, June, July. Darren A. Smith: You're right, it's not. And I think with what we could both credit our friends in Bradford with more intelligence, and of course, they're not going to put a whole aisle of masks in, but it comes down to the nitty-gritty, doesn't it? Are they going to extend baking by 20% and then try and change it again in June when they go, "Hold on, we're now not all baking"? Andrew Grant: Yeah exactly. So it will be interesting. And I guess for the suppliers out there, our clients, it's going to be quite a challenging range reset for them to go through. I guess our message is we've got a lot of experience of this. And obviously, the inevitable negotiations that will come to fruit from the winners and the losers being put under pressure. So I guess, yeah. I guess the message of today's webinar is that we're here to help if there's any Morrisons supplier out there caught up in this range reset. Quite important, I think, that they spend the commensurate amount of time on it because it's going to be a weird one. Darren A. Smith: It is.

Grocery Guru Episode 13: The Basic Principles of Negotiating with Andrew Grant & Darren A. Smith

Darren A. Smith — Mon, 25 Jan 2021 04:28:41 -0500

The Basic Principles of Negotiating Join Andrew Grant and Darren A. Smith in the thirteenth episode of Grocery Guru: The Basic Principles of Negotiating and the Squredance. You Can Read the Full Principles of Negotiating Episode Transcript Below: Darren A. Smith: Welcome to week 13 of the Grocery Guru, and we are with Andrew Grant. Andrew, hello. Andrew Grant: Good morning, Darren. How are you? Darren A. Smith: Hey, I'm good, I'm good. Lockdown, blah, let's not go through that. We've got a few weeks to go, vaccine. Let's talk about Grocery, what's going on in the world of Grocery this week? Andrew Grant: Well, it's been a quiet week, actually. You look at the news-wise, not very much has happened, actually. Nothing stands out. So I thought maybe we'd talk about, I think we did mention it last week in the end. Let's go back to basics. Let's talk about negotiation 101. Darren A. Smith: Oh, negotiation 101, okay. Now, recently I wrote an article in The Grocer, name-drop, about negotiation. And a couple of people wrote to me on LinkedIn and said it was very good. It was about me selling my wife's Beetle. And short story, the guy, we took it out for a spin and he said to me, while he was driving the Beetle, he said, "You know I want to negotiate." I said, "Yeah, brilliant." And we came back here, this is my house. And we're looking around the car, as two men do, and I know nothing about cars. We're kicking the tires. And he said, "Right, I'm ready to negotiate." And I said, "Cool." And I pushed the price up by 250 quid. And he said, "No, no, no, we were going to negotiate." I said, "I am." Andrew Grant: A little bit cheeky, a little bit cheeky. I'd suggest if you're a small supplier to a Tesco, you don't do that. But fair enough. I think in the world of cars, there are no rules. Andrew Grant: But no, I was reading an article in one of the Sunday papers about the Brexit deal. And they were saying that the deal was only done because the EU convinced themselves that Boris was mad enough to go through with a no-deal. So effectively, that Boris was willing to cut his nose off to spite his face. And it was only because they were convinced he was willing to do something almost illogical that they came to the party. And it just got me thinking about, I always remember being told, taught, "Never threaten something you're not willing to carry through." Darren A. Smith: Absolutely, yeah. Andrew Grant: Because if you get called out on it, that is your credibility gone forever and a day. Darren A. Smith: Well, and that's it. And you've lost the negotiation, but not only that, you've lost the relationship long-term. Because every time you ever bluff in the future, they'll say, "Yeah, we'll call it." Yeah, I'd agree. Andrew Grant: Yeah, and I think that's probably the critical thing when it comes to supermarket negotiations, hopefully, they're not just one-offs. You selling your wife's car is a one-off, clearly, you didn't mind if you upset the other guy. Andrew Grant: Yeah, hopefully, you'll never see him again. But yeah, if you're hoping to have a long and fruitful supply relationship with a supermarket, you really do need to get into that win-win zone. Into a lose-win, or even... Yeah, win for the supplier, lose for the supermarket, probably not a good long-term option. Darren A. Smith: No, no. And there's Steven Covey, in his 7 Habits of Highly Effective People, talks about in the habit win-win. A great story, where it goes through win-win, or win-lose, or lose-win. And he talks about the long-term effects of that. Because lots of people talk about win-win, but actually what they're sort of thinking is win-die, "I'm going to take as much as I can, and the rest can go poke it." But Covey puts it really, really well. So I'm going to recommend the audio version of that habit. Andrew Grant: Okay, yeah. Because yes, I think you're right. I think when people start negotiating, and certainly,

Grocery Guru Episode 12: Tesco Christmas Q3 Results – 80% Clubcard – Andrew Grant & Darren A. Smith

Darren A. Smith — Tue, 19 Jan 2021 04:39:14 -0500

Tesco Christmas Q3 Results Join Andrew Grant and Darren A. Smith in the twelfth episode of Grocery Guru: Tesco Christmas Q3 Results - 80% of sales in large stores are through Clubcard. You Can Read the Full Tesco Christmas Results Episode Transcript Below: Darren A. Smith: Welcome to week 12 with The Grocery Group. It is Andrew Grant. Andrew, hello. How are you doing? Andrew Grant: Darren, good to see you again. How are you? Darren A. Smith: Hey, I'm all right. I'm all right. Lockdown, blah, vaccination, blah. We're not going to talk about any of that, are we? Andrew Grant: No. No. It's still the post-Christmas results season, and I thought today ... I think it was yesterday, Tesco's Christmas results statement was released. All very good stuff. Probably exactly what you would have expected. 8% like-for-like growth. People piling into Finest Christmas products. Lots and lots of online orders. So, I think the stuff we talked about last week in regard to Morrisons and Sainsbury's. So yeah, a very, very good festive season for Tesco, but- Darren A. Smith: You're talking about the Q3 statement for Christmas, aren't you, the results for Tesco Group? Andrew Grant: That's it. Yeah. Darren A. Smith: All right. All right. Andrew Grant: Inside that statement, not particularly hidden, but towards the end of that statement was a fascinating fact. They talked about the ... And it's very rare; actually, retailers disclose their loyalty information because it's pretty sensitive stuff. So quite surprised that Ken Murphy actually said that in large stores, 80% of their sales at Christmas were Clubcard sales linked to people swiping their Clubcard at the checkout. That's phenomenal. Darren A. Smith: That is high. So 8 in 10 pounds that are spent in Tesco is by someone who has a Clubcard, who's swiped. Andrew Grant: In their larger stores, which you can understand. Because obviously in the Expresses, they're much more transitory. Darren A. Smith: Yes. Andrew Grant: People dining in for a sandwich or a bottle of water are less likely either to have a Clubcard or to swipe it. But in their bigger stores, which is obviously the vast bulk of their volume, to have 8 out of 10 customers loyal, if you like. Loyal Clubcard shoppers. And what do you think's driven that? I don't think it was just the Christmas effect. I think it was something else. Darren A. Smith: What's driven that? Andrew Grant: I don't know if you're a Tesco shopper if you're a regular Tesco shopper. You should have noticed. Darren A. Smith: We're more online, but then it still happens there. So I think because I've had a look at the Q3 statements. I knew what you were going to talk about. I think you're going to say it's promotions. Andrew Grant: Yeah. I think they'd been incredibly clever. I mean, most retailers with their loyalty promotions, they're sort of second-best. They're sort of add-ons and throw-ins. "Oh, use your loyalty card and get a minor promotion." What Tesco, I think, have done very, very cleverly is taken their mainstream, high-hitting promotions and made them Clubcard-only. I mean, there are some fantastic Clubcard-only offers out there. And if you haven't got a Clubcard, you're wandering around a Tesco thinking, "I'm missing out on some fantastic deals here." So probably, again, data they won't share. They probably recruited a whole army of new Clubcard customers since they've started those promotions. Darren A. Smith: Well, I read the Q3 statement because I knew you were going to ask about it, and one of the things I read was that the ... Let's have a look. Clubcard penetration has gone up 10 points to over 80%, which ties in with what you said, and there are 2 million more active users. Wow. Andrew Grant: Ah, I missed that bit. I should have read a bit more closely. Right. So another- Darren A. Smith: I mean, that's truly amazing. Andrew Grant: Absolutely. I mean, and I guess the two important points out of that for ou...

Grocery Guru Episode 11: Are there any Christmas Turkeys left? with Andrew Grant and Darren A Smith

Darren A. Smith — Tue, 12 Jan 2021 04:00:40 -0500

Grocery Sales Christmas 2020: Who Are the Winners and the Turkeys? Join Andrew Grant and Darren A. Smith in the eleventh episode of Grocery Guru: Are there any Christmas Turkey Leftovers? It's that time of the year where we get to reflect upon the results of the Christmas 2020 trading period. Who were the winners and who were the turkeys when we take a look at the Christmas grocery sales 2020? You Can Read the Full Grocery Sales Christmas 2020 Episode Transcript Below: Darren A. Smith: Welcome to, this is week 11 of the Grocery Guru, with Andrew Grant. Andrew, how are you? Andrew Grant: Yes. Happy New Year, Darren. Season's greetings. Darren A. Smith: Yes. Thank you. How was your Christmas? Andrew Grant: Yeah, very good. Very good. I can't remember what part of lockdown we were in, but yeah, it was a pretty good Christmas, despite. Darren A. Smith: Yes. Then we had the announcement on Monday. But, let's ignore that, move on straight onto grocery stuff. So, I believe the title of the episode you've given us this week is, Are There Any Christmas Turkey Leftovers? Which has intrigued me, because I know nothing about what we're going to talk about this week. Andrew Grant: Okay. Christmas turkeys left over, maybe was the full title. Darren A. Smith: Ah, that one. Andrew Grant: No. It's that time of the year where obviously, you get to see who were the winners and the turkeys over Christmas. So the latest Kantar data came out, I think on Tuesday or maybe Wednesday. Tuesday, I think. So here we go, Darren. Which multiple do you think was the best performing over Christmas, by a long chalk? Darren A. Smith: Really? Okay. Best multiple. And is this growth on growth? Andrew Grant: Sorry. Let's say the best grocer. Darren A. Smith: The best grocer, okay. Is this growth on growth, or best overall market share? Andrew Grant: No, no. This is market share. This is growth in the however many weeks up to Christmas. Darren A. Smith: Okay. All right. Andrew Grant: 12 weeks up to the 27th of December, the country's fastest-growing food retailer was? Darren A. Smith: I'm going to go Aldi. Now, I'm going to go, Aldi, because I think they were doing very well. We shopped in late December, or just before Christmas Day, and we found things like prawn rings, which were cracking value. Andrew Grant: Okay. Darren A. Smith: It was something like £3.80 for this prawn ring of 70 prawns. Andrew Grant: Okay. All right. So your answer is Aldi? Darren A. Smith: It is. Andrew Grant: I'll change the question then. Which was the worst-performing retailer over Christmas? Because it's the same answer, Darren. Darren A. Smith: Oh, is it? Andrew Grant: Oh, yeah. Absolutely. Aldi only showed 6% growth in a market that grew by 11.3. Darren A. Smith: Wow. Andrew Grant: I know. I was shocked for about five seconds, but there's a very obvious answer. Darren A. Smith: All right. So obvious that I don't know it. I can't even reach for it. So let me just understand. So they were five points of growth behind the average, Aldi? Andrew Grant: Behind the average. And when I tell you who the biggest, or when you guess who the biggest grower is, they were 30-odd points behind the biggest grower. Darren A. Smith: Okay. Andrew Grant: So what have we been talking about, quite a few of the last 10-odd episodes? What's been the biggest change in grocery this year because of the pandemic? Darren A. Smith: Okay. So we're talking about online shopping, I guess. Andrew Grant: Okay. And what haven't Aldi got? Darren A. Smith: Online shopping. Very good point, Andrew. Very good point. I think you've caught me out. Andrew Grant: Absolutely. So I think Aldi has really, really suffered. If you think the last three or four years we've expected to see double-digit growth from the likes of Aldi and Lid...

E31 – Leading Organisational Change With Jackie Lanham – Expert Interview

Darren A. Smith — Mon, 11 Jan 2021 04:47:11 -0500

E31 – Leading Organisational Change: Interview with Jackie Lanham Jackie Lanham is Hilton Food Group's Chief People Officer, with a career history that tells a story of leading change in all its forms to help businesses to achieve their goals. It comprises of 3 key phases: HR Generalist and Business Partner covering all aspects of HR. Large leadership roles establishing and running HR centralised and shared services. Developing and implementing strategies to ensure business success now and for the future through culture, capability and organisation design. What really makes her tick? Change. Creativity. Performance. Fun. Results. Hilton Food Group's Chief People Officer You Can Read the Full Transcript of Our Interview With Jackie Lanham Below: Darren A. Smith: Welcome to the MBM block. We are absolutely delighted to welcome Jackie Lanham. Jackie, welcome. Jackie Lanham: Thank you, Darren. Darren A. Smith: This is our blog where we talk to experts and people who practice in the field right now, and we're talking to them about soft skills. Jackie and I know each other and we have selected the topic, well, Jackie did, of leading organisational change. Is that right? Jackie Lanham: Yeah, absolutely spot on. Darren A. Smith: Good. I thought if we've chosen another topic, I've really stuffed up the first part of this, but that's okay. Jackie Lanham: We can do buying handbags if you like. Darren A. Smith: I'll tell you about a friend afterwards who did a vlog on all her handbooks. No, maybe one for another time. We have the pleasure of Jackie's company for about half an hour. We have a bunch of Google questions. So these are the questions that people typically ask around this topic. We're going to put them to Jackie. But before I waffle on anymore Jackie, would you tell us a little bit about you please? Jackie Lanham: Course. And thank you so much, Darren, for inviting me here to have this conversation with you. I'm really looking forward to it. As Darren said, my name is Jackie Lanham. I am the chief people and culture officer for Hilton Food Group. And Hilton Food Group is a premier food packaging organisation. Absolutely focused on the protein category. Well known in meats, also getting well-known in fish, and also in vegan and vegetarian products as well, on an international basis. Jackie Lanham: I love my job. I get the opportunity to talk to people across Europe, into Australia, and also have the wonderful opportunity of building things into new countries, most recently, Belgium. In my role, I'm really responsible for facilitating our thinking around our people strategy, and really ensuring that our people love working for us, are fully engaged in what we do, because we know people who love their work, love working for the business, produce the best. Darren A. Smith: Very true. Very true. Yeah, very true. Okay. And you haven't just worked at Hilton... I say just. Jackie Lanham: Oh, no, no, no. This white hair is earned, unfortunately. I got into human resources pretty quickly, and I have to say, I love it. Absolutely, felt very lucky to find my forte really early on in my career. I've worked across retail for the Co-operative and Tesco within the U.K. And also, I've worked on an international basis within the financial services' sector. A period of 11 years with JPMorgan Chase, and a period of seven years with, also, Aviva, in the insurance sector. Jackie Lanham: I think what I absolutely adore about the profession I'm in, is the fact that it's pretty transferable across different sectors. And I think I'm at my best when I'm working in businesses that are absolutely focused on delivering to the customer. Yeah, that what I enjoy doing, and really working with businesses who have that at their heart. Darren A. Smith: Brilliant. I'm going to go off at a slight tangent, and hopefully, you'll be okay with it- Jackie Lanham: You did. Darren A. Smith: I'm looking through my...

Grocery Guru Episode 10: Good Riddance 2020! Our Predictions for 2021 with Andrew Grant and Darren A. Smith

Darren A. Smith — Thu, 24 Dec 2020 10:52:57 -0500

2021 Predictions Join Andrew Grant and Darren A. Smith in the tenth episode of Grocery Guru: Good Riddance 2020! Our Predictions for 2021... You Can Read the Full 2021 Predictions Episode Transcript Below: Darren A. Smith: Welcome to episode 10, with the Grocery Guru that is Andrew Grant. How are you? Andrew Grant: Hello Darren. Yes, Merry Christmas. Darren A. Smith: Merry Christmas to you. We're the 17th December, not long until the big one, until the big, fat man comes. Andrew Grant: Yeah. One week, one week, six nights, seven nights, something like that. Yeah. Darren A. Smith: Seven nights. All right. In this episode we said that we would talk about predictions for '21, trying to put 2020 behind us with a big boo and a mask. Andrew Grant: Yeah. No. Absolutely. I mean, obviously, it's been a pretty horrible year... everybody around the planet. We won't be doing this again until it is 2021. So yeah, farewell 2020, won't be missed. What's 2021 going to look like? I've been thinking of a few things that may or may not happen. I don't know about you if you have any predictions? Darren A. Smith: Well, I've got a few predictions, so I'm going to share my first one with you. I've got a few and I'm sure you have too. I'm going to predict that the title of the national account manager is going to be wiped. What I mean by that is national account managers traditionally looked after the account, looked after the buyer, did the negotiations. I think they're all going to be turning into shopper insights managers, insights managers, category managers. I think it's going to go. Andrew Grant: And NAM becomes a SIM. Darren A. Smith: And NAM becomes a SIM, yes. Andrew Grant: I think we talked about that last week, didn't we? Absolutely. I think you said that any national account manager that's been [inaudible 00:03:19] months and maybe is slightly worried about his or her future, the future gets on top of the data. Become an expert at turning that data into insight so that you can sit on Zoom with your supermarket buyers and show them that you know their shoppers better than they do. Darren A. Smith: Like it, like it. All right. That's my first prediction, call me Nostradamus. What's yours? Andrew Grant: Mine, I think this is a very, very safe bet of £10 of your money, Darren. I know you don't like spending your money on bets. But Amazon gets added to GSCOP, so the Grocery Code Adjudicator makes Amazon the 14th, I think I would be right, the 14th retailer to be covered by the code. With all this COVID stuff Amazon's business has just skyrocketed this year, and possibly almost under the radar. But I think 2021 will be the year when the new adjudicator goes, "This is a massive, massive food business now." We're also going to have the first Amazon ghost stores, the checkout-less, completely checkout-less electronic stores. They'll probably open first quarter. And probably just the publicity [inaudible 00:04:39] publicity over those will raise the awareness. So yeah, Amazon to be added to GSCOP. Darren A. Smith: Okay. All right. I think you're right, to make 14. So that will be Mark White, the new GCA Groceries Code Adjudicator. Andrew Grant: Yeah. If you're him you're just coming into that fabled first 100 days, what's the thing that you can say you've done in your first 100 days? Darren A. Smith: Very true. Very true. All right. All right. My prediction- Andrew Grant: I think that's a good headline. Darren A. Smith: Sorry, go on. A good headline? Andrew Grant: No, a good 100-day headline for him is, "Yeah, I've added Amazon to the list of covered retailers." Darren A. Smith: Very true. Very true. All right. So currently 39% of us buy our groceries online. So that's 39%, so let's call it 40%, 4 out of 10 of us are buying groceries online. I'm going to make an easy prediction, 2021 that's going to topple above 50, which means one in two people are buying their groceries online. Andrew Grant:

Grocery Guru Episode 9: The Three Ghosts of Christmas; Past, Present and Future, with Andrew Grant and Darren A. Smith

Darren A. Smith — Thu, 24 Dec 2020 10:23:02 -0500

The Three Ghosts of Christmas Join Andrew Grant and Darren A. Smith in the eighth episode of Grocery Guru: The Three Ghosts of Christmas; Past, Present and Future. You Can Read The Full Three Ghosts of Christmas Episode Transcript Below: Darren A. Smith: Hello. Welcome to episode nine of the Grocery Guru. We're here with Andrew Grant. Andrew Grant: Hi, Darren. Darren A. Smith: Hello. You're looking very festive with your Christmas tree. Andrew Grant: Yes, look. Yeah. All nice and ready. Not a lot of presents under the tree. A bit worried. It must be these port delays that we're hearing about. Darren A. Smith: It must be. Now one of my favourite films is the Christmas Scrooge Muppet Carol with Michael Caine. Andrew Grant: Yeah. Michael Caine. Darren A. Smith: Now I've said that because I've set you up in the... I don't know, you want to talk about the three ghosts, is that right? Andrew Grant: Yeah. No, the Christmas Carol. Yes. Charles Dickens, the Ghosts of Christmas Past, Present and Future. They visited Scrooge on Christmas Eve and yeah, I think this is really aimed at, I guess, at account managers, because obviously, the Ghost of Christmas Past, both you and I as buyers used to see, I don't know, what 20 account managers a week? Darren A. Smith: Yeah, yeah. Or more. Yeah, yeah. The whole variety. Yeah. Andrew Grant: They'd spend their day driving down the M1, they'd turn up with that Greggs sausage roll pastry on their suit. They'd have a nice half-hour chat with us. We might even give them a cup of coffee. And then they're off to have a sleep in the lay-by for the afternoon. Darren A. Smith: They were all hardworking as well. Andrew Grant: I'm sure they were all very hardworking but unfortunately, the fact of Christmas present is, I'm not sure there'll be a single account manager out there that has actually had a physical meeting with a buyer this year. And we've said in a couple of these episodes, haven't we, that the last nine months has compressed 10 years' worth of change to everything. To all our lives, but, just as much grocer, I think we said it with home shopping, home deliveries and now at the stage where they were expected to be in 2030, not in 2020. Darren A. Smith: And wasn't it the CEO of Airbnb that said something like 18 years of development has been crushed in nine months. Andrew Grant: Yeah. This nine months has changed our lives at warp speed. And just thinking of the account manager, nine months without a physical meeting with a buyer, lucky probably even to get Zoom meetings. Darren A. Smith: Yes. Andrew Grant: So the future, looking forward to the Ghost of Christmas Future is, and not wanting to be too bleak about it, but I think buyers have become a lot more self-sufficient, a lot less needy of their account managers in the last nine months. And I don't see that changing. Darren A. Smith: Well, that's very true. And also I'm just going to touch on the Ghost of Christmas Past a little more, in that those account managers, some of them are excellent at their interpersonal skills, building relationships and that's all flipped on its head where they're now trying to do it over Zoom, which is much, much harder. Andrew Grant: Darren, remind us of your Zoom statistic. Why is Zoom so difficult? Darren A. Smith: Well, Zoom's difficult because the eye can see 576 million pixels. Now that just means we're in higher resolutions. When I see you face to face, you're in high resolution, I can see all the corners of your mouth changing, your eyebrows raised, all those nonverbal cues that could be an idea of what you're doing or what you're really saying. But over here, my laptop's running about a million pixels, maybe a million and a half. So it's like watching someone through a fog. I can't see all the little changes that you're making that give me the idea of what you really mean. And that's hard and it's exhausting. And that's why the Ghost of Christmas Past, sorry,

Grocery Guru Episode 8: The Future of High Street with Andrew Grant and Darren A. Smith

Darren A. Smith — Thu, 24 Dec 2020 10:08:27 -0500

The Future of High Street Join Andrew Grant and Darren A. Smith in the eighth episode of Grocery Guru: The Future of High Street. You Can Read the Full Future of High Street Episode Transcript Below: Darren A. Smith: ... keeping their staff safe, understanding the rules, blah, blah, blah. You're right. They've done it. Do you say they were cajoled into doing this? Andrew Grant: Who knows. Who knows the discussions I had. I think the important thing is that it's been done and I guess that's sort of the breaking news. So it almost links to what I was going to talk about today, which is they're also having to, as we've said in a couple of the previous episodes of this, they're having to deal with change to their market where 10 years of change has happened in six months. [crosstalk 00:00:00:38]. Darren A. Smith: Yeah, yeah. Andrew Grant: Yeah. And the costs involved in just coping with that must be immense. Darren A. Smith: And what does that mean? I mean, we've got the future of the High Street. I'm sure that's well documented. And particularly we've got Debenhams, Arcadia recent. The future of our High Street, I mean, is it all going to be coffee shops and hairdressers? Andrew Grant: Well, it's interesting. I think, unfortunately, you get the pain before the game. I saw over the weekend, Bill Grimsby, Bill Grimsey, I don't even remember him, used to run Iceland and then Wix. Seasoned retail professional. Got a lot of time for the guys. A really good operator. I think he interviewed me once but didn't give me the job. So anyway, not everyone's perfect. But he basically was saying that people like himself spent the eighties and the nineties creating Lego brick towns where you can remember every single town was a copycat. There was a Boots, a WHSmiths. Also a Tesco. There was a Curry's, there was a God going back, Timothy Wise, Radio Rentals, and every town was a carbon copy. Darren A. Smith: And I remember as a kid and then becoming an adult, you, you went from towns being very different. You've visited towns as a kid and you saw different things. And then as an adult, we went to towns and it was exactly the same damn thing in every town. But now that's going to go completely off. Andrew Grant: That is the opportunity that supermarkets, as we said, they will be different. They're not going to have deli counters. As we said, I think last week or the week before, these urban fulfilment centres where half of the store turns dark and the new Lego brick is online. So online is increasing, how do you differentiate online because you can offer everything online? So people love the convenience of online. They love the convenience of the van turning up outside the house, but it's not exactly exciting, is it? Darren A. Smith: No, it's not. I mean, one of the things that have happened is speed. You can now get something in about five hours of ordering it off some website. Andrew Grant: Yeah. Darren A. Smith: Some in 12 hours, 24. The days of taking 3 to 5 business days are gone. So that [inaudible 00:03:05]. Andrew Grant: People want to touch and feel. They want to touch, feel, smell, experience stuff before they buy it. Particularly, maybe not necessarily food but certainly think of clothes. So how many times do you buy clothes and they don't fit or they're not quite what you expected. People will still want shops. Darren A. Smith: The returns policy comes in and it has to be absolutely open. Free delivery, free try on, send back whatever you don't want I'll put the money in your account before it arrives to us. Andrew Grant: Which is where Amazon, whether you love them or don't love them, absolutely brilliant. But anyway, I've got a quiz for you. I've got a quiz for you, Darren. So future of the High Street, there has been research done in terms of what will encourage people into stores if there aren't any deli counters, the grocery becomes part of the dark store,

Grocery Guru Episode 7: Who’s the Pantomime Villain? with Andrew Grant and Darren A. Smith

Darren A. Smith — Thu, 24 Dec 2020 05:48:26 -0500

Who's the Pantomime Villain? Join Andrew Grant and Darren A. Smith in the seventh episode of Grocery Guru: Who's the Pantomime Villain? You Can Read the Full Pantomime Villain Episode Transcript Below: Darren A. Smith: Hi, Andrew, welcome to week six. How are you doing? Andrew Grant: Is it week six or week seven? I can't remember. But yes, I'm good. Darren A. Smith: Definitely one of them. This is week six, we think, with the Grocery Guru that is Andrew Grant. Now, he's looking like he's just stepped off an Eminem video. Andrew Grant: I'm not sure how many people can remember that far back, but yeah, it's quite cold here. I think we're moving into the proper weather for the proper season. Darren A. Smith: We are. We are. So this week, what are we talking about? Andrew Grant: Well, I think, as I said, we're moving into Christmas season, despite the government possibly doing its best to stop us enjoying ourselves, whether that's right or wrong. I think it's pantomime season. I think it's time to start rolling out the, "He's over there", and, "Oh yes, he did." Darren A. Smith: "Oh no, he's not." Andrew Grant: "Oh no, he's not." Have a look at maybe some of the villains, pantomime villains for the season. Darren A. Smith: All right. And pantomime season's coming up. May happen, may not. But I get your point. Who's our villain that you want to talk about? Andrew Grant: Well, I just think because we're trying to keep these things topical, the British Brands Group, which encompasses some of the biggest UK brands, published a review this week of retailer compliance to GSCOP. Darren A. Smith: Oh, okay. Okay. [crosstalk 00:01:24] For those that don't know is a piece of law governing UK supermarkets. Andrew Grant: Yeah. And every year legally, each of the 13 designated supermarkets has to write a report to the adjudicator. The government official that runs GSCOP telling her, now him, how they've done. British brands have collated all that. And yeah, here we are. Let's have a guess. So the, the country's largest retailer is... Darren A. Smith: Tesco. Andrew Grant: How many complaints of all the many thousands of suppliers they deal with and the billions that they spend with suppliers each year. How many complaints do you think they had last year? Sorry, alleged complaints. Darren A. Smith: Okay good. So these are breaches of GSCOP and by the way, you worded the question, I should say thousands, but I'm going to guess it's not. Andrew Grant: Okay. Well, they're alleged breaches, Darren. Darren A. Smith: Alleged breaches. All right, so I'm going to go with 250. Andrew Grant: Okay. It was 45- Andrew Grant: ...which the worst some headlines in the business, press trade press over the week saying, "Tesco are the villain. Tesco, the GSCOP villain." With 45 alleged breaches amongst I reckon that's less than 2.5% of their suppliers who have made an alleged breach. My view that's pretty good. Darren A. Smith: Yeah. But you and I have talked about this before and I've played along for the last couple of minutes, but here's where I don't play along. There are about 10,000 suppliers out there and 45 complaints are bugger all. And that is not a measure of how well they're doing. It's just not. Andrew Grant: Okay. Why don't we then divide the 45 complaints into how many billions of pounds the supermarket spend with suppliers. And it will come out... You'll run out of zeros after the point. Darren A. Smith: You will be. Here's a stat for you. So I got this one from LinkedIn in preparation for our week six, [crosstalk 00:03:31] and I should read it to you. "For every complaint, not GSCOP specific, but every complaint there are 26 other unhappy customers." Now I worked out that last year, last 12 months, there have been 154 breaches, alleged breaches of GSCOP. And if I times that by 26, I arrived at about 4,000.

Grocery Guru Episode 6: It’s CPI Time! with Andrew Grant and Darren A. Smith

Darren A. Smith — Thu, 24 Dec 2020 05:37:11 -0500

It's CPI Time! Join Andrew Grant and Darren A. Smith in the sixth episode of Grocery Guru: It's CPI Time! You Can Read the Full CPI Time! Episode Transcript Below: Darren A. Smith: We're in week six. Last week, we spoke about the demise of the deli counter and how it was a bit like a turkey at Christmas. Remember? Andrew Grant: Remind me of the turkey at Christmas analogy. Darren A. Smith: I was trying to say that a counter is a bit... You don't want to get rid of it. You don't want to get rid of turkeys at Christmas. No one really likes how they taste, but they are Christmas. Andrew Grant: But given what this stage has done, I'd say they are stuffed. Darren A. Smith: Yeah. All right. What are we talking about this week? In week six. Andrew Grant: Well, I know you like a good riddle at the start of these conversations we have, get you and get your brain matter going during the lockdown. So here, here are our test top three things guaranteed to annoy a buyer, hang on a second now. I'll give you the first two and you've got to guess the third. Darren A. Smith: Right? Go. Andrew Grant: No. Top three things not to say to your buyer. If you're an account manager if you don't want to ruin their day. One, I'm having an affair with your nearest and dearest. Darren A. Smith: Fair. Andrew Grant: Two. I have just run over your favourite pet cat or dog. Now, obviously, depending on the buyer, those first two could be interchangeable. Darren A. Smith: Yeah. Andrew Grant: But what was the third one guaranteed to put your buyer into a bad mood? Darren A. Smith: I have, we've just managed to not deliver the stock that you absolutely need to do for Easter Christmas or a big promotion. Andrew Grant: Yeah. A bump in the road. No, the, the number three guaranteed to ruin that day is we're putting through a cost price increase. Darren A. Smith: Yes. Andrew Grant: As I said, other than you running over their favourite Pet, or having an affair with their nearest and dearest, it's probably the worst thing you can say to a buyer. Darren A. Smith: So what about when suppliers used to say, but if you put the prices up, You'll make more money? Darren A. Smith: Yeah but. Yeah. I think you see with the buyer. A Couple of things is one, will the market, particularly the current market take a retail price increase. Everybody watches everybody, but it's actually a lot more personal than that. Cause you've been a buyer. I've been a buyer. You know, you've got to sit in that trading room on a Monday morning and the boss goes through all the figures and everybody gets a bit of a beating because the figures aren't good enough. And then he, or she turns to everybody and goes, right? What news we got guys and ladies and everybody else has got fantastic news. Like, Oh my new product, number one, I've just won a prize for whatever. And then Darren has to put his hand up and go, oh, I've just accepted a 10% cost price increase from Fred blogs, grocery company. Darren A. Smith: It's like a hit on my bottom line of X hundred thousand. So the next question comes from He or She manager, how the hell are you going to get that back? Well, you've just spent a week negotiating and trying to figure out how to get what was 18% down to 9%. And now you've got to figure out how to close the gap? Andrew Grant: Yeah. Normally it just ends up not even with a challenge like that. It's just like you map it. Darren A. Smith: Or worse. Yes. Andrew Grant: Yeah. Now its the rest of your 8 weeks ruined. So anyway, so come to the point, cost price increases, I think are obviously inevitable. Particularly after this year where so many suppliers have had to spend enormous amounts of money, during lockdown to either be COVID safe or to get extra deliveries out there, et cetera, et cetera. Andrew Grant: So costs have been rising and we have the big B word happening in January. Still, nobody knows whether there will be a deal or not,

Grocery Guru Episode 5: The Demise of the Deli Counter with Andrew Grant and Darren A. Smith

Darren A. Smith — Thu, 24 Dec 2020 05:22:30 -0500

Discussing the Deli Counter Demise We all love them, buy a treat from them occasionally, but have they had their day? Are we witnessing the demise of the deli counter? Is it time to put them out to pasture? You Can Read the Full Deli Counter Demise Episode Transcript Below: Darren A. Smith: Welcome to week five with the Grocery Guru, there is Andrew Grant. Andrew, how are you doing? Andrew Grant: Yeah. Good morning. I think it's still good morning, Darren. But suffice to say I'm in mourning. Darren A. Smith: You are in mourning. Andrew Grant: See what I did there? See what I did there? Darren A. Smith: I see that was a good double pun. I understand you're in mourning because of some news about some counters. Is that right? Andrew Grant: Yeah. Sainsbury's closing all their meat, fish, and deli counters, which was ground zero for me as a fresh face graduate buying fish for Sainsbury's fish counters. So a little bit of history ending for me so hence the small little tear of regret. Darren A. Smith: So the retail landscape, the high street is changing, counters are going for one of the big supermarkets. But interestingly, I also read that Waitrose has taken advantage of this and put more lines, extended their range on their counters. Andrew Grant: Yeah, it's interesting, isn't it? I've got a sneaking suspicion that a person with a calculator and a red pen made the decision to close those counters. If you dial into their half-year results presentation to the city, they said they'll save 60 million by closing the counters. Now their underlying profits are really 300 million, so that's a good 20% of profits that will get boosted when they close them. So I think it's very much been a financial decision. Darren A. Smith: And I'm not surprised by that. Now, did you know that MBM used to have a sister business called MCM? Andrew Grant: Well, I do remember you used to be in the counter business because the other point I was going to make it all right, you're going to save 60 million in operating costs. But what do you do with all that metal and perspex and refrigeration and yeah, it's an expensive kit. Darren A. Smith: So we used to be very big into counters. At one point for four years, we coached all the food counter people at Sainsbury's and then made a great market share difference for them. They then took it in-house and we took the idea to Tesco, had a team of 60 people coaching all the people behind counters. So I know a bit about it. Now what one of the Tesco's guys said at the time, was the counters was the window to fresh. And if shoppers saw counters looking good and feeling good and it was intangible, they said that was something we need to keep. Because it keeps shoppers coming in, even though they didn't buy from it. Andrew Grant: Well, I think that was unfortunately the reality. Having spent a bit of time on fresh fish and deli, unfortunately, yeah, it's poor Mrs. Miggins or Mr. Miggins shuffling along to buy six slices of crumbed ham for their lunches. So the only stuff that ever sold was the basic stuff, your pork pies and your breaded ham and cheddar cheese, which obviously you can also get in pre-pack. So the only people who tended to buy on the deli counters were people wanting tiny, tiny portions. And yeah, I can remember doing it myself trying to launch exotic stuff, exotic hams, and exotic sausages and God knows what. It just didn't sell and then after about six weeks, you get all the store managers and area managers complaining about waste. So you took the easy decision. I think it's a real shame. Darren A. Smith: It is. It is a shame. Unfortunately, I see counters and always did, a bit like a turkey at Christmas. I wouldn't have a Christmas without one but I don't necessarily think about it first. Andrew Grant: Yeah. Yeah. It is going to be interesting to see whether the decision will come and bite Sainsbury's in the bum.

Grocery Guru Episode 3: New Normal, New Holidays with Andrew Grant and Darren A. Smith

Darren A. Smith — Mon, 14 Dec 2020 04:49:05 -0500

How the New Normal May Impact Holidays In this episode of The Grocery Guru, we discuss the ‘new normal’ and how this is likely to affect Christmas. Touch challenges for our industry during Covid-19. You Can Read the Full New Normal Episode Transcript Below: Darren A. Smith: Hello. We're on week three of the Grocery Guru. That is Andrew Grant. Hello. Andrew Grant: Hi Darren. You okay? Darren A. Smith: Yeah, I'm good. I'm good. So in our first week, we talked about the UFC's, which were Urban Fulfillment Centers. In our second week, you said to us that category management is dead, very provocative, very emotive, which we had a nice debate about. And in week three, I'm waiting with bated breath. What're we talking about? Andrew Grant: Well, maybe slightly off-topic, I'm not sure. But Christmas, and what are you buying me, Darren? Darren A. Smith: Oh. Andrew Grant: Front of my mind. Darren A. Smith: I was thinking of a big pair of those monster slippers. Andrew Grant: Oh, with Garfield on the front? Darren A. Smith: All right. Why is Christmas on your mind? Apart from it's coming up in- Andrew Grant: No, just thinking. What is it today? The 27th. So it's the end of October. We are ... in two months' time Christmas will be done. Darren A. Smith: Yes. Yes. Andrew Grant: And I'm just thinking back. If we think back to sort of the 23rd of January, two months on from then, 23rd of March, when we got ... Boris locked us all down. Did we really expect on the 23rd of Jan, that what happened to us was going to happen? I mean, we knew something was going on in China. There was a city we never heard of called Wuhan, and some people were getting bad colds. Could you ever have expected two months later, us to go into what we've now had for six months? Darren A. Smith: No, no, not a chance. Something to do with a bat as well as in the story, wasn't it? Andrew Grant: Yeah. Yeah. Some strange seafood market and doing strange things with bats. But yeah, whatever. Darren A. Smith: All the people out there talking about grocery. Why are you thinking about it now? Andrew Grant: What is the link? Well, I'm just thinking that this is traditionally the time, post-Halloween, when the retailers go into, and I'm going to use the phrase actually, go into Christmas lockdown mode. 1st of November it is all about the home run to Christmas. They start counting back to Christmas Day. So it's Christmas Day minus 56 days, 55 days. All their plans. This Christmas, we have no idea what might happen. And it was interestingly the COO of Tesco on Monday saying, "There won't be a problem, but we really do suggest you start shopping early." So I think quietly they are petrified that will they be able to supply Christmas? I guess more importantly for them, what sort of Christmas will they supply? And I can imagine the best-sellers are going to be two-meter long Christmas crackers. Socially distanced Christmas crackers. If you want to make some money, get yourself into the two-meter Christmas cracker market. Darren A. Smith: Only you. Interesting, I was talking to a client earlier today, and she said that a supermarket was talking to them about contingency. Would they go find a similar supplier like themselves, that should they get COVID, could they then turn on a similar supplier? They were ... Well, the chest was out, the head was back. "No, we're not doing that." But then the supermarket said, "Yeah, you got to." Andrew Grant: Well no, think about, and you've been there, think about fresh foods. So grocery and non-foods, the stuff's been ordered for a long time. But you remember the days of making sure all the gate codes hit the 25th of December, and you can only order the cream seven days ahead, I think. The pigs in blankets, four days ahead. The turkeys, eight or nine days ahead. And you're right. I mean only this week, was it, another couple of factories got shut down because this COVID runs rampant in a cold,

Grocery Guru Episode 1: Urban Fulfilment Centres Talk with Andrew Grant and Darren A. Smith

Darren A. Smith — Mon, 14 Dec 2020 04:31:10 -0500

Urban Fulfilment Centres In the Grocery Guru's pilot episode, Andrew Grant and Darren A. Smith discuss Urban Fulfilment Centres and how it will affect the UK grocery industry. Find out what UFC’s are, and how they will impact the grocery industry. Tesco is first with Asda hot on their tail. You Can Read the Full Urban Fulfilment Centres Episode Transcript Below: Darren A. Smith: Andrew, how are you doing? Andrew Grant: Good morning. I'm very good. A cup of tea. All ready for a few minutes' chat. Darren A. Smith: Cool. So, we're here with the Grocery Guru, the man that is Andrew Grant, and this is our weekly slot for about 10 to 15 minutes, let's see. We're going to ask him what the latest is going on in the world of grocery. We wanted to call him Andrew Gandalf, but he won't let us, so it's going to be Guru. So, Mr Grocery Guru, what's going on in the world of grocery at the moment? Andrew Grant: Well, a test for you Darren. If I said to you UFCs, what springs to mind? It's the latest happening thing. Darren A. Smith: Ultimate Fighting Champion. Andrew Grant: That's a good one. Not unidentified flying curry? Darren A. Smith: Oh okay. Yeah. I like that. Andrew Grant: That's what happens if you leave the microwave on too long. Any more guesses? The latest happening thing in the world of grocery that every national account manager needs to be aware of. Darren A. Smith: I'm on the spot now. Urban depot thing. Andrew Grant: Well, you missed the F and the C out, but you were close with urban. Right, urban fulfilment centres, the latest buzzword in the world of grocery, UFC. Darren A. Smith: UFC. Yeah. Andrew Grant: Everyone's probably heard the stats, it's been very well documented over the last few months. But as a result of lockdown, obviously, a lot of people decided they weren't going to go to supermarkets anymore, either because of the restrictions of going round those supermarkets or the fact that they were worried about catching the virus. So as a result online home delivery grocery has grown more in six months than it did in the previous, I think 10 years is the stat. Andrew Grant: We've got some of the retailers now up to 30% of their orders are online. Darren A. Smith: I didn't know that. So a third of their sales are online now? Andrew Grant: I seem to remember that stat. For goodness, don't hold me to it, I'm sure you will. Darren A. Smith: No. It sounds plausible. Andrew Grant: But they're basically certainly 10 years' worth of growth in six months. Now, obviously, anybody that knows anything about home deliveries, there's two basic models. You got the Ocado and the Amazon technical model, whereby they have huge, massive, great automated warehouses, cost gazillions in capital spend to get them up and running. Or you've got the route that Tesco pioneered, God, what, 15 years ago I think now, maybe longer than that, whereby you pick in store. So you use the quiet times in-store and you send somebody round as almost like a phantom shopper filling up a trolley with all the stuff. That's a very cheap route in, but it's labour-intensive and it's slow, and it's expensive from a cost per pick basis. Andrew Grant: So the Ocado system, once you've spent your gazillions, the cost per pick is actually very cheap, but you've got to spend the gazillions. The Tesco model, the Sainsbury's model, the Morrisons model, doesn't cost any capital investment but costs you quite a lot in terms of having one person picking the stuff for one store. Darren A. Smith: I've seen them in stores, like personal shoppers going round with trolleys like customers and they're doing the shopping for it. Yeah. Okay. Get it. Yeah. Andrew Grant: And think about it, if you like, how we've been duped for the last 50 years, because if I came along to you with a concept for a new consumer-facing business, and I said, "Darren,

Grocery Guru Episode 4: The New Grocery Code Adjudicator with Andrew Grant and Darren A. Smith

Darren A. Smith — Mon, 14 Dec 2020 03:57:21 -0500

Discussing the New Grocery Code Adjudicator Mark White has taken-over from Christine Tacon. What will the new grocery code adjudicator want from the named retailers? And will he name Amazon in 2021? New Grocery Adjudicator- Mark White You Can Read the Full New Grocery Code Adjudicator Episode Transcript Below: Darren A. Smith: Welcome to week four of The Grocery Guru with our grocery guru, Andrew Grant, hello. Andrew Grant: Hi, Darren, how are you? Darren A. Smith: I'm good. We're not even going to talk about L-O-C-K, up or down. Not mentioning it, not allowed. Andrew Grant: Okay, day one, 26 to go. Darren A. Smith: He mentioned it. Okay, moving swiftly on. So we've talked about Urban Fulfillment Centers. We've talked about Category Management is Dead. What are we talking about this week? Andrew Grant: Oh, you missed week three. Darren A. Smith: Oh God, we did. Andrew Grant: Well, we were talking about what we can't talk about, and how- Darren A. Smith: Yes. Andrew Grant: Yes, and how difficult Christmas is going to be. And if you think about it, we spoke about that last Thursday and it was on Saturday morning we all found out, that actually our worst fears, even worst fears were coming true. Darren A. Smith: I know. Do you see what I did there? I didn't even talk about it. I just went straight over it. What are we talking about this week? Andrew Grant: Okay. Let's say how up with the latest grocery-news you are. I want to talk about the latest grocery kid on the block. A gentleman by the name of Mr Mark White. Any ideas? Darren A. Smith: I think you'll talk about the GCA or the Groceries Code Adjudicator, also known as the Grocery [Tsar 00:00:01:22], am I right? Andrew Grant: Oh, very good. Yes, you obviously read your industry news or you've got the right alert set up on your phone. Yes, Mark White took over as the UK's second Groceries Code Adjudicator on Monday [crosstalk 00:00:01:41]- Darren A. Smith: Okay, so the previous one was Christine Tacon, is that right? Andrew Grant: Christine who we all know very well. She had spent what? Five years, actually, five years in the role, essentially defining what the code was. Because when she started, it was just this big blob of legislation that was completely new to the UK. Nobody quite knew what it was, what it would do. And she put, breathed life into it, and breathed form and focus into it, I guess. Darren A. Smith: All right. So just for everyone who thinks, "What the hell are these guys talking about?" And if you're in the world of UK grocery, you really need to know this stuff. So I'm just going to test my knowledge a bit and check with Andrew, who is the guru? So I think the order was passed in parliament in 2009? And the order was 16 pages of law that contained [GSCOP], did I get some of that right? Andrew Grant: Yeah. Part of the Enterprise Act, which went legal in 2010, although it went through parliament in 2009. So you are correct. Darren A. Smith: Cool, cool. So it's roughly 16 pages, GSCOP was five pages of this order. GSCOP was the bit we all talk about and GSCOP is a piece of law that encourages suppliers to, sorry encourages supermarkets to look after their suppliers more, fairly? Andrew Grant: I wouldn't say, "Encourage," because it's a law, it's mandated. But yeah, the reason it was essentially brought into existence was this perception, whether it's the perception of reality, that supermarkets would use their buying power to exploit suppliers needlessly. Darren A. Smith: Okay. Andrew Grant: And- Darren A. Smith: What ... Sorry, go on. Andrew Grant: No, I was going to say, you only have to read the press over the years about bully boy-tactics, et cetera. You and I being in the industry, probably in typical tabloid-fashion, slightly exaggerated. Darren A. Smith: Yeah, slightly. All right. So the other part I wanted to dispel, is the myth. Now, when you and I do training,

Grocery Guru Episode 2: Category Management is Dead with Andrew Grant and Darren A. Smith

Darren A. Smith — Mon, 14 Dec 2020 03:39:51 -0500

Category Management is Dead Is Category Management Dead? In episode 2 of Grocery Guru, Andrew Grant and Darren A. Smith talk about how the pandemic has affected Category Management. Is it completely dead, dying, or changing into something else to adapt to the needs and demands of consumers? The age-old question. If Category Management is about meeting the shopper’s demands better and quicker than the next guy, then it’s a ‘No’. Category Management is dead You Can Read the Full Category Management is Dead Episode Transcript Below: Darren A. Smith: This is Week Two and we're here with the Grocery Guru that is Andrew Grant. Hello? How are you doing? Andrew Grant: I'm good Darren, how are you? Darren A. Smith: Hey, I'm good, I'm good. This is Week Two of our Grocery Guru and last week, we were talking about UFC, which I thought was Ultimate Fighting Champion, but you corrected me and said it's urban for Urban Fulfillment Centers. Andrew Grant: Right. Second time. Yeah. Darren A. Smith: I remember, so would you just give us 30 seconds on UFC? What was that all about? Andrew Grant: Right. Well, if I can remember a week ago, right. The future really of retailing and what we're going to talk about today, I think carries on from there. But basically, grocery home shopping has grown faster since March than in the previous 10 years. Because clearly so many people at home, people not wanting to go and wander around a Superstore because of the physical distance rules. They've all ordered home shopping. Andrew Grant: Home shopping is now, I hope I've got my numbers right, can be up to 30% of the supermarkets turnover. And it's only going one way. As a result, we're having to find ways to pick stuff more efficiently. And the likes of, I think I said last week, Cardo has spent gazillions on massive, great automated factories. People like Tesco, and Sainsbury's use people in-store to pick the stuff, and if you've got 50% of your business you're going to have more people picking than you have customers. Andrew Grant: What they've very cleverly done and we talked about the good old days where stores had stock rooms. They're taking the biggest out of town stores, which we all know are slightly white elephants now, and turning half of them over to picking spaces for home delivery. Darren A. Smith: Okay. Andrew Grant: These are now called dark stores or Urban Fulfillment Centers. Tesco, I think I've got 17 planned in the next year. Darren A. Smith: I remember you telling me about the winners and the losers. We're looking at Albi and Lidl possibly losing and Tesco, probably winning and Asda. Is that right? Andrew Grant: A big opportunity for Asda because they've got the biggest stores in the out of town locations, new owners who are convenience experts, not necessarily Superstore experts. Yeah, you could see those massive Asda stores, half of them going dark and becoming a picking centre. Darren A. Smith: Right. Okay. Okay. And then you left us with a cliffhanger last time, very good film, very old, maybe for another time, Sly Stallone. And you talked about category management is dead. Now I've heard that term before and it's quite a provocative... category management is dead. What did you mean by it? Andrew Grant: Yeah, I think it's demise has been well-publicized probably for the last 15 years. I think when shopper loyalty data first came in they said category management was dead. But I think finally it is. And this move to home shopping and these Urban Fulfillment Centers that will be the nail in the coffin of traditional category management. Andrew Grant: If you are a traditional grocery supplier selling tins and packets that are relatively undifferentiated. Because if half of the business is picked dark- Darren A. Smith: Yep. Andrew Grant: ... then all your cans, all your packets of cereals all your tins of stuff will be in the dark side of the store. And who's going to come in in future and want to bro...

E30 – Derek Bruce Talks about Diversity, Inclusion & Leadership | Podcast

Darren A. Smith — Mon, 06 Jul 2020 05:47:32 -0400

E30 – Inclusion: Interview with Derek Bruce Derek has a great background in leadership and people development, consultancy, and business communication. Which he gets from working with market-leading global organizations in the Financial Services, Media, Retail, and Engineering industries. He knows the business culture and well as world culture. Born in the UK, and living between Amsterdam and Milan right now he also hosts large scale digital and physical events for industry-leading organisations as well as speaking at global seminars and conferences. He also prides himself on building trust and long-term relationships to help people to accomplish their goals. These are also the principles of his own organisation, Derek Bruce Associates. Focuses on leadership and people development, consultancy, and business communication You Can Read the Transcript of Our Interview Below: Nathan Simmonds: Welcome to Sticky Interviews. I'm Nathan Simmonds, senior leadership coach and trainer for MBM, Making Business Matter, the home of Sticky Learning. We are the provider of leadership development and soft skills training to the grocery and manufacturing industry. The idea of these interviews is to share great ideas, great concepts, and great ways these skills are being used to help you be the best version of you in the work that you do. Welcome to the show. Nathan Simmonds: Welcome to this Sticky Interview with me, Nathan Simmonds, senior leadership coach and trainer for MBM, Making Business Matter. I've got the great pleasure of interviewing and having a conversation with Derek Bruce. We've already had one connection conversation and I got to dig into a little bit about his history, his experience. A phenomenal buy and I love reading some of this stuff. Nathan Simmonds: Background in leadership and people development, consultancy and business communication, which he gets from working with market leading global organizations in the financial services, media, retail, engineering industries. But not only that, he knows business culture as well as world culture. Born originally in the UK, in Brixton, he's living between Amsterdam and Milan right now, hosting large scale digital and physical events for industry leading organizations, as well as speaking at global seminars and conferences. That in itself, Derek, is pretty phenomenal. It's, I guess, some of the life that we all wish and aspire to get to, being able to do some of that stuff. Nathan Simmonds: The best bit about him is this bit, I love it, and I know this because I feel this in the conversation we have, he prides himself on building trust and long-term relationships to help people accomplish their goals. We're going to dig into some more of that later on in this conversation, because there's some really critical, vital pieces of work that you're bringing your attention to, which I definitely want you to put the lens on today. And it says, these are also the principles of his own organization, Derek Bruce Associates. Absolutely 100%, Derek, welcome to here, welcome to the show. Thank you very much for being here. Derek Bruce: Cheers for the invite. Nathan Simmonds: Always. First question for me, for anyone that I'm interviewing, why do you do what you do? Derek Bruce: It's kind of a funny story. I kind of fell into it. So years and years and years ago I was working for Prudential, and applied for many jobs, got into there and started working, believe it or not, on an IT help desk. I was helping people do computer thing, turn it off, turn it on again, worked wonders. Derek Bruce: But I kind of then fell into learning and development because we as a team were helping people with IT systems, and through my career at Prudential, and they gave some awesome development, it's a great environment to work in, they really supported their staff. In my almost 13 years there I kind of moved from IT, presenting IT,

E29 – Virtual Classroom Learning with Helene Bejjani – Expert Interview

Darren A. Smith — Mon, 06 Jul 2020 04:29:52 -0400

E29 - Virtual Classroom Learning: Interview With Helene Bejjani For the last 15 years, Helene Bejjani has been empowering people to learn and grow through her focus on 3 key areas: the corporate culture and work environment, leadership development, and employee development. With a brilliant career history to date, L&D BP for Newell brands and HO L&D for Antalis she is uniquely placed to influence significant change that supports business growth, in multiple locations in multiple ways. Including delivering a training program that touches 5000 people in 40 locations globally across a virtual platform. Today, the topic of discussion is virtual classroom learning. Helene focuses on empowering people to learn through the corporate culture and work environment, leadership development, and employee development You Can Read the Transcript of Our Interview Below: Nathan Simmonds: Welcome to Sticky Interviews. I'm Nathan Simmons, Senior Leadership Coach and Trainer for MBM, Making Business Matter, the home of Sticky Learning. We are the provider of leadership, development and soft skills training to the grocery and manufacturing industry. The idea of these interviews is to share great ideas, great concepts, and great ways these skills are being used to help you be the best version of you, in the work that you do. Welcome to the show. Nathan Simmonds: Welcome to this Sticky Interview with me, Nathan Simmons, Senior Leadership Coach and Trainer for MBM, Making Business Matter, the home of Sticky Learning. And today, I have the great pleasure of interviewing Helene Bejjani, I hope I'm pronouncing this right, I didn't check this last time, just to make sure. Digging into the depths of creativity and understanding around virtual classrooms, so yes, we've experienced some unprecedented times, I'm not sure how many times that works been used across the internet in the last three months. This has really challenged us as trainers, it has really challenged us as L&D professionals, it has really challenged us on a social level of how we connect with each other virtually and physically. And having seen some of the work that Helene's doing and the environment which in which she works in, what is it, 41 different locations. Was it 5,000 employees across 41 locations, I seem to remember something like this? Helene Bejjani: Yeah, something like that. Nathan Simmonds: That's a huge spread of people in a huge number of places, it's not just one or two offices, it's multiple locations. So I wanted to have a conversation with Helene. I wanted to find out what she does and how she's coped in these situations. But she's bringing with her 15 years of empowering people to learn and grow while focusing their work in three key areas, corporate culture, work environment, and leadership and employee development. And her experiences have been previously at Newell Brands as a HR Business Partner, and then more recently as the Head of L&D for Antalis as well. So in this conversation, we're going to dig into all that, that experience in all these areas and we're going to be digging into virtual classrooms, getting creative online, and how you use these tools to your advantage in a global arena, such as you do. Firstly, thank you for being here Helene, it's really appreciated. Helene Bejjani: Thank you Nathan for having me, it's a pleasure. Nathan Simmonds: First question for me always is, why do you do what you do? Helene Bejjani: So that's an important one. When you know your why, everything falls into place. For me it's something that I've been thinking about for a long time that, drove my career. I'm lucky that I found my why early in my career and I was able to work towards that. So I always think that, we spend so much time at work and wouldn't be great if people came to work passionate about what they do, feeling like they are adding value. And this is actually what drives everything that I do,

E28 – Employee Experience with Caroline Shine – Expert Interview

Darren A. Smith — Mon, 06 Jul 2020 03:38:09 -0400

E28 - Employee Experience: Interview With HR Expert, Caroline Shine Caroline Shine is a strategic Head of HR & L&D with an amazing track record of leading employee engagement strategy and HR. Caroline has worked with GANT, Rush Hair, A.S. Watson, and Austin Reed. In this interview, we get to dive into her wisdom of upgrading the employee experience. Caroline Shine - strategic head of HR and Learning and Development You Can Read the Transcript of Our Interview Below: Nathan Simmonds: Welcome to Sticky Interviews. I'm Nathan Simmonds, senior leadership coach and trainer for MBM, Making Business Matter, the home of Sticky Learning. We are the provider of leadership development and soft skills training to the grocery and manufacturing industry. The idea of these interviews is to share great ideas, great concepts, and great ways these skills are being used to help you be the best version of you in the work that you do. Welcome to the show. Nathan Simmonds: Welcome to today's Sticky Interview with me, Nathan Simmonds, senior leadership coach and trainer for MBM, Making Business Matter, the home of Sticky Learning. And today I have the privilege and honor as well to be interviewing Caroline Shine. She's a HR head of with an exemplary career history in a plethora of well known brands, organizations and companies including Austin Reed Group, Rush Hair Limited, AS Watson Group, which you may not know from that name, but from some of their brands on the high street in multiple countries around the world, you definitely would though, and more recently GANT Global as well. With her successes there being numerous and illuminous, by leading a complete culture change, helping them to get more focused on their values and behaviors, she has reduced absence cost by 60K in one year and reduced recruitment cost by a further 70,000 pounds. And at the same time improved employee engagement from plus 11 to plus 59 points in the time that she was there. Nathan Simmonds: With this level of experience I wanted to dive into all things employee engagement talking about culture, talking about the ideas and implementations to make this work. And I wanted to dig in and share her experiences in this interview. First and foremost Caroline, thank you very much for your time. Thank you for being here. Really appreciate it. Caroline Shine: Thank you for having me. Nathan Simmonds: Look, first question with me is always the same. Why do you do what you do? Caroline Shine: I think I do what I do because I'm absolutely passionate about all things people. But it's also about seeing results from all my interventions with people. So to see somebody go through a leadership program for example, and to get the feedback from that individual who has been with the business 19 years, never had any training, and to see his leadership score go up and up. But not only that, he tells me that his relationship with his wife has even got better. It's those kind of personal what they do, not just at work but what I see people improve on a personal level. And that's amazing to hear. Nathan Simmonds: It is. And I know this feeling because I've been in training rooms and sometimes it's the most difficult person in the training room. And you're having that conversation. You're just, "Really bloody hell. It's like pulling teeth in this conversation." And then for some reason you go back maybe a month later, it's me when I'm in the training room, or two months later or whatever, and it's, "Ah. I remember you," she says. And she says to me, "By the way I'm having less stress at home." And I'm, "That's the best thing in the world ever." Caroline Shine: Yep. Yeah. Nathan Simmonds: And the other thing that comes up for me is do you know what? I hear a lot of people that the common [inaudible 00:03:33] response is when people say, "I'm in HR." "Why?" "Because I like people." And actually for me personally I've met a lot of HR people wh...

E27 – The Meaning of Trust with Csaba Toth – Expert Interview

Darren A. Smith — Thu, 02 Jul 2020 06:58:18 -0400

E27 - The Meaning of Trust: Interview With Csaba Toth from ICQ Global Founder of ICQ Global, an organisation that helps leaders make sense of why people behave, think, and feel so differently so they can unlock their own potential and lead others in a way that they feel engaged and inspired to create synergy. ICQ Global has combined the latest business data with academic research to develop the multi-award-winning, internationally accredited portfolio of assessments, training, and coaching that has already benefited Fortune 500 companies, national governments, universities, and local businesses. Additionally, to this, he’s just released his already acclaimed the best-selling book Uncommon Sense in Unusual Times collaborating with the likes of Marshall Goldsmith and John Mattone. Today, we discuss what is the meaning of trust? Csaba Toth - Founder of ICQ Global You Can Read the Transcript of Our Interview Below: Nathan Simmonds: Welcome to Sticky Interviews. I'm Nathan Simmonds, senior leadership coach and trainer for MBM, Making Business Matter, the home of Sticky Learning. We are the provider of leadership development and soft skills training to the grocery and manufacturing industry. The idea of these interviews is to share great ideas, great concepts, and great ways these skills are being used to help you be the best version of you in the work that you do. Welcome to the show. Nathan Simmonds: Welcome to this Stick Interview with me, Nathan Simmonds, senior leadership coach and trainer for MBM, Making Business Matter. Now, I have, I would say, a fairly longterm friend, acquaintance in a man by the name of Csaba Toth, who is a phenomenal mind around creating and developing the mindsets of businesses and understanding what the group intellect is. He is the founder of ICQ Global, which is an organization that helps leaders get ahead on understanding not just their own mindset, but the group mindset, providing a complete range of services that help businesses understand how their people are communicating with each other, departmentally, as well as geographically, which I think is a phenomenal thing, in itself, when we look at this assessment. Nathan Simmonds: Additionally to this, he's just released his already acclaimed bestselling book, Uncommon Sense in Unusual Times, which is beautiful, by the way. I love the cover of this. Collaborating with the likes of Marshall Goldsmith and John Mattone. And those people that don't know who John is, he was Steve Jobs' coach. And that's just to name a few people that are contributing to this and collaborating on this book, which is amazing. Really looking forward to getting in depth with some more of this conversation. Why? Because Csaba actually trained me in this assessment process and in this profiling. We haven't seen each other for awhile, I don't think. There's been a lot of stuff going on for him and his business and also me and my business. And we're now bringing this conversation together to get a deeper understanding of what's been happening and share some of those new insights with the likes of yourselves, as well. Nathan Simmonds: So Csaba, welcome to the show. Thanks for being here. Csaba Toth: Thank you for inviting me. Nathan Simmonds: It's a pleasure. Look, before we get into the next set of questions, the first question that I always ask people on this interview series is, why do you do what you do? Csaba Toth: I think the answer is pretty simple because I think the best solutions are born out of pain and frustration and [inaudible 00:02:29] is a prime example of that. I studied international management at Sussex and my dissertation was about the implications in Eastern and Western Europe in joint ventures. So it was really specific. I got a good grade. And then, as soon as I finished, I started my own company, which was a restaurant booking site. We started with 35 restaurants here in Brighton and, in one year,

E26 – The Role of Learning and Development with Lorna Gamman – Expert Interview

Darren A. Smith — Thu, 02 Jul 2020 05:28:29 -0400

E26 - The Role of Learning and Development: Interview With Lorna Gamman, Head of L&D for Krispy Kreme UK With over 15 years of L&D experience, Lorna Gamman comes with a wealth of experiences including her current role as head of L&D for Krispy Kreme. We ask, What is the role of learning and development? What is L&D strategy? Where does L&D strategy fall down? What does L&D need to do to overcome this? We also look at where Lorna's career is headed to next and her role in supporting SME's with her experiences. The Role of Learning and Development You Can Read the Transcript of Our Interview Below: Nathan Simmonds: Welcome to Sticky Interviews. I'm Nathan Simmonds, senior leadership coach and trainer for MBM, Making Business Matter, the home of Sticky Learning. We are the provider of leadership development and soft skills training to the grocery and manufacturing industry. The idea of these interviews is to share great ideas, great concepts, and great ways these skills are being used to help you be the best version of you in the work that you do. Welcome to the show. Nathan Simmonds: Welcome to another Sticky Interview with me, Nathan Simmonds, senior leadership coach and trainer for MBM, Making Business Matter, the home of Sticky Learning. Idea with these interviews is help you be the best version of you. I feel like I rushed that, but that's because I'm really enthused, energized, and kind of really, really enjoying this conversation that's been happening before this recording and what we've had before. Today, I have the privilege of speaking to Lorna Gamman, the head of L&D from Krispy Kreme Doughnuts, which in itself is prestigious enough for such a large company that's been around for nearly 100 years now. Lorna will correct me on that in just a minute. She has a phenomenal history with just over 15 years of L&D skills, hands-on practical skills, and is through this current situation, transitioning from this environment to a new world, potentially HR consultancy, L&D consultancy. Taking all those wonderful experiences that she's got from these incredible people and these incredible spaces, and helping to package that, and giving it to new people that need that support in a different way. So it's an exciting venture that I've been having a conversation, an exciting new venture ahead of Lorna as she moves into this space. Welcome to Sticky Interviews, Lorna. Thank you for being here. Lorna Gamman: No worries. Thank you for having me. Nathan Simmonds: Look, I want to dive in because I want people to hear as much of what's going on in your head. I love asking you questions because, and I say this with absolute love and respect, you've got a lot to say on these things. You bring an enthusiasm and energy with it that is infectious and I want you to share that with people. For me, the first question is always why do you do what you do? Lorna Gamman: Yeah. I think for me, I love people and enabling people to be the best version of themselves. I love the selfish part of knowing that I've had even a teeny, little part to play in that because I think gives you the best feeling. That might be a simple conversation that changes the way that somebody views something through to some longterm leadership development programs and coaching sessions. I think for me, a win's a win, no matter how big. So I think, for me, it's just enabling people to be the best version of themselves. If I can have a bit of a part to play in that, I just get a really big feeling and a great buzz from that. Nathan Simmonds: I don't think that's selfish. I think it's wonderful. I talk about what we give to people, and it's the law of contribution. It's about what you put in first of all. With L&D, and leadership development, and all those elements, it is about what we put in first. We know that as leaders, the point it falls down is when it's take, take, take when it's all about me, me, me. That most people,

E25 – Time Management Mastery with Francis Wade – Expert Interview

Darren A. Smith — Tue, 30 Jun 2020 03:47:19 -0400

E25 - Time Management Mastery: Interview With Francis Wade from 2Time Labs Francis Wade is the author of 2 books: Perfect Time-Based Productivity and Bill's Im-Perfect Time Management Adventure. He's the founder of 2Time Labs which he leads from his home in Kingston, Jamaica where he's resided since 2005. A graduate of Cornell University with a graduate degree in Operations Research and Industrial Engineering, he uses the latest research to pioneer the ideas comprising Time Management 2.0. In his consulting work with companies, he helps leaders remove the obstacles to employee productivity and greater profitability. He also works extensively with coaches, professional organisers, trainers, and consultants to apply the best thinking available to their client engagements. Today, we discuss time management mastery in more detail. Time Management Mastery You Can Read the Transcript of Our Interview Below: Nathan Simmonds: Welcome to Sticky Interviews. I'm Nathan Simmonds, senior leadership coach and trainer for MBM, Making Business Matter, the home of Sticky Learning. We are the provider of leadership development and soft skills training to the grocery and manufacturing industry. The idea of these interviews is to share great ideas, great concepts and great ways these skills are being used to help you be the best version of you in the work that you do. Welcome to the show. Nathan Simmonds: Welcome to Sticky Interviews. My name is Nathan Simmonds, senior leadership coach and trainer for MBM, Making Business Matter, the home of Sticky Learning. The idea of these interviews is to be sharing great minds, great ideas and great people with you to help you be the best version of you. Today, I've got the pleasure of having a second, third conversation with Francis Wade, time management expert, guru, aficionado, helping to uncover some of those myths and fallacies that we come up with against our own time management. Nathan Simmonds: Short bio from him. He's a columnist. He's the founder and creator of the CaribHRForum, which is a volunteer-based professional network. He's a consultant. He solves tough productivity problems for corporations. He's an author. He's a speaker, and he is helping those people that think they're time starved. He's helping the busiest 1% get even more efficient in their day through his skills. Francis, thank you so much for being here. Thank you for doing this interview. Really appreciate it. Francis Wade: Thanks, Nathan. It's great to be with you and your audience. Nathan Simmonds: I'm looking forward to this because we had a really large conversation previously, and that just went backwards and forwards, and we got all these different ideas and concepts. It was a really fluid, flowing dialogue, and I'm looking forward to getting some of these ideas shared with more people in this moment. Francis Wade: Great. Nathan Simmonds: I'm going to dive straight into this because people... I'm not sure how much of the audience we have know you, so I want them to find out more about you, and then we'll dive into what you're good at, your areas of expertise and your zone of genius. First and foremost, why do you do what you do? Francis Wade: Whoa, that's a big question. I guess I've always been interested in being productive as an individual. Long story short, I lived in the United States up until 2005, when I returned to live here in Jamaica. So I'm based here in Kingston, in the hills over Kingston here in Jamaica. It was really the transition that I made back from the US to living in Jamaica that got me to this heightened level of interest. It had been a passing pastime, I guess. I had led courses. I had done training. And I imagined that moving back, changing countries from a developed country to a developing country, wouldn't be all that hard. And I was wrong. Francis Wade: I discovered that my productivity plummeted,

E24 – How to Define Values with James Kerr, Author of the Legacy Book – Expert Interview

Darren A. Smith — Sat, 30 May 2020 06:00:10 -0400

E24 - How to Define Values: Interview With Author, James Kerr James Kerr is a highly experienced brand and business consultant, and advises clients, including KPMG, Raffles Group, Adidas, Heineken, and The Economist, to establish a compelling vision, values, and purpose to effect transformational organisational change. Combining how he grew up submerged in the traditions of New Zealand Maori culture alongside his studying the All Blacks, working with elite military forces, and prestigious sporting organisations you get a unique perspective of indigenous thinking, leadership philosophy, and practical action. All of this set him apart from your run of the mill Leadership consultant and make him a highly sort after thought-leader and change maker. In this episode, we talked about all things 'Values'; How to define your values? What are great examples of values? How to use values to pull teams together? James gave key questions to help provoke leadership and also to help "get words off walls and on to floors" Get a fresh pad and pen - James does not hold back on this and each little narrative in itself held 4-5 keys takeaways. His international bestseller book, Legacy - What the All Blacks Can Teach Us About the Business of Life identifies 15 fundamental leadership behaviours that create success and explores the culture of the New Zealand rugby team, the most successful sporting side in history. James Kerr- brand and business consultant You Can Read the Transcript of Our Interview Below: Nathan Simmonds: Welcome to Sticky Interviews. I'm Nathan Simmonds, senior leadership coach and trainer for MBM, Making Business Matter, the home of Sticky Learning. We are the provider of leadership development and soft skills training to the grocery and manufacturing industry. The idea of these interviews is to share great ideas, great concepts and great ways these skills are being used to help you be the best version of you in the work that you do. Welcome to the show. Nathan Simmonds: Welcome to this Sticky Interview with me, Nathan Simmonds, senior leadership coach and trainer for MBM, Making Business Matter, the home of Sticky Learning. Today's interview, it's difficult for me to explain because there's so many crossovers in ideas, concepts and necessary learnings from what I get from this man from his content, the crossover of indigenous wisdom of timeless leadership skills and the necessity for values in businesses and organizations. Nathan Simmonds: The content that is shared from James is phenomenal and worth the time to invest in the listening to the understanding and the deployment of is phenomenal. He's a highly experienced brand and business consultant. He advises clients including KPMG, Raffles Group, Adidas, Heineken and the Economist which in itself is staggering to establish compelling vision, values, purpose and positioning and to affect transformational of organizational change. Nathan Simmonds: Even with that on its own, when you then go and look at his literature book, Legacy, the case study that was done with the All Blacks and his 15 behaviors of leadership and other books that are coming out and the talks that he does, those two elements separate are phenomenal. You put them together and you get an incredible career to date with some phenomenal changes that have come out of the back of it. Nathan Simmonds: Today, I'm going to dig into some personal interests of mine into this man's mind in order to share with you. There is going to be some deep wisdom shared for sure. I'm looking forward to this conversation massively. James Kerr, welcome to Sticky Interviews. Welcome to this conversation, and thank you for being here. So, very appreciate it. James Kerr: Thank you very much, Nathan. It's great to be here. Great to [inaudible 00:02:27] Nathan Simmonds: I didn't even know of you before and I've had a deep interest in spirituality and indigenous original wisdoms and culture ...

E23 – What is a Crisis? with Ross Hardy – Expert Interview

Darren A. Smith — Fri, 15 May 2020 06:41:02 -0400

E23 - Interview With Crisis Negotiator, Ross Hardy Ross Hardy spent a decade as a cliff-edge crisis negotiator at one of the world’s most notorious suicide spots. The team he founded and led there became the busiest search and rescue team in the UK and has rescued 1000’s of people to date. The leadership lessons that he learned in those years, he now teaches through Discovery Hope, a UK based leadership consultancy. His latest online course Smart Thinking For Times of Crisis is available on Udemy and teaches tools for self, team, and organisational leadership for times of crisis and high pressure. Ross Hardy - crisis negotiator You Can Read the Transcript of Our Interview Below: Nathan Simmonds: Welcome to another Sticky Interview with MBM, Making Business Matter. It's the home of, and soft skills provider to the retail and manufacturing industry of the UK. This podcast, the whole idea about this podcast is to be sharing great thinkers, and great concepts, and great ideas with you, to help you be the best version of yourself, especially in this time that we're living in right now with the crisis that are happening. Nathan Simmonds: Today, sharing the interview space with Ross Hardy, someone who's got phenomenal experience in crisis situations, in crisis negotiation, in crisis communication. And I'll introduce him shortly with a little excerpt from his bio, which is astonishing reading, and it comes with astonishing experiences. Ross Hardy spent a decade as a cliff edge crisis negotiator in one of the worlds most notorious suicide spots. The team he founded and led there became the busiest search and rescue team in the UK, and has rescued thousands of people to date. Nathan Simmonds: Just to add a little note in there, I live just down the road from this spot, Ross and I know the areas very well, locality and geographically. And yeah, world famous. The leadership lessons that he learned in those years, he now teaches through Discovery Hope, a UK based leadership consultancy. Nathan Simmonds: His latest online course, Smart Thinking for Times of Crisis, is available on Udemy we'll talk a bit more about that later, and teaches tools for self, team, and organizational leaders for times of crisis and high pressure. It's not just about today, in the day and age of COVID-19, it's about the crisis that was probably on people's tables 12 weeks ago, it's all about the crisis that will be on people's tables 24 weeks from now. This may be unprecedented times, but these are not unprecedented circumstances, or ways of thinking. This is why it's vital. Nathan Simmonds: Ross, massive thanks for being here, really appreciate you taking the time to have this conversation. Going to dive straight into this with some of the things. I want to find out why you do what you do. We've had a little bit of a conversation. I want to find out why you do what you do, and I want you to tell the world why you do what you do. Ross Hardy: Okay. Well firstly, as you mentioned, I spent 10 years as a crisis negotiator. I led a team of crisis negotiators on a cliff edge, dealing with people who were coming out to end their lives. Some actually from all over the world to that single spot. And in that time, I had an awful lot of experiences of people in crisis of course, learning how to manage people in crisis, throughout crisis negotiation techniques that we would use, and also learning how to lead myself, to lead a team, and to lead an organization that's dealing with crisis on a daily basis. The crisis of people who were coming to Beachy Head, that's the place I was based, with the intention of ending their lives. But also, the kind of crisis that normal organizations come across, and crisis that were unique to that organization, the risks of the life of a team, the challenges in fund raising, and lots of different things that were associated around a kind of unusual workspace if you like. Ross Hardy:

E22 – Discussing Good Customer Service with Marc Gordon – Expert Interview

Darren A. Smith — Thu, 07 May 2020 03:27:13 -0400

E22 - Good Customer Service: Interview With 'Canada’s Marketing Superstar', Marc Gordon Marc Gordon is an internationally recognised thought leader in the field of customer experience. With over 25 years of marketing and sales experience in a number of diverse industries, he has built a reputation for providing insightful concepts that are both innovative and effective. As an award-winning keynote speaker, Marc has spoken for some of the world’s most respected companies, including Bausch & Lomb, Hilton Hotels, and Mondelez International. Marc is the only speaker in his field to have keynoted at the World Management Forum in Tehran, Iran. Regularly featured on television and radio for his opinions, Marc has shared his thoughts on topics that include the boycotting of brands, customer service in the airline industry, and companies such as Facebook and Starbucks. Marc has been referred to as 'Canada’s marketing superstar' by the Oprah Winfrey Network. Today, we discuss good customer service in more detail. Marc Gordon - internationall recognised thought leader You Can Read the Transcript of Our Interview Below: Nathan Simmonds: Today I have the pleasure of introducing Marc Gordon. His bio here, again, I'm overwhelmed, I'm staggered at the wonderful people that I get to have a conversation with, their resumes, what they've achieved, what they've accomplished and the areas of expertise they have. Marc Gordon is no exception to this. He is an internationally recognized thought leader and the field of customer experience, with over 25 years of marketing and sales experience in a number of diverse industries. He also has a reputation for providing insight or concepts both innovative and effective. He's an award winning as a keynote speaker. He's spoken with some of the world's most respected companies including Hilton Hotels, Bausch + Lomb, Mondelez International. He's also the only person to have spoken in his area of expertise at the World Management Forum in Tehran in Iran, which itself is pretty staggering. His regularly featured on TV and radio for his opinions. He shares his thoughts on topics that include the boycotting of brands, customer service in the airline industry and companies such as Facebook and Starbucks. Marc has been referred to as Canada's marketing superstar by the Oprah Winfrey Network. Mic drop right there. Nathan Simmonds: Marc, thanks very much for being here, they really appreciate it. Marc Gordon: My pleasure. Thank you for having me. Nathan Simmonds: I got introduced to you a few months ago, it feels like forever ago, just to talk to you about the different ways that you look at customer service, what a good customer experience is, customer expectation and how you manage these as a provider of product or service and as that dialogue opened up there was just so much good stuff in here to share from your ways of thinking and your approaches to these things that can help so many people out, and so many businesses, small, medium enterprises and leaders in their space, it would have been remiss of me not to get you on here and have this conversation that's for certain. Marc Gordon: Well thank you. Nathan Simmonds: The first question from me is always why do you do what you do? Marc Gordon: Wow. Boy, you start off with the serious questions right away don't you? All right. Give me a sec. If I can just open up about this I guess a little bit. So why, that's a great question. Marc Gordon: I guess it starts with the fact that going back as a kid in elementary school I was one of these kids that didn't quite fit in. I wasn't one of the cool kids, I wasn't one of the smart kids, I wasn't one of the athletic kids. I didn't seem to fit into any group and back then when you didn't fit in you became a target for bullying, and through much of school I was bullied relentlessly. It was a time when, unlike today, where it's taken seriously, back then parents,

E21 – How Do We Return to Work? With Becky Neale – Expert Interview

Darren A. Smith — Tue, 05 May 2020 11:45:17 -0400

E21 - How Do We Return to Work? Interview With HR Expert and Owner of Stonechat HR Consulting, Becky Neale Becky Neale is a proven, commercially focused HR leader leading large-scale HR teams for the likes of RWE nPower, Labrokes, and Accolade Wines. Operates as part of senior leadership teams, devises and sets HR strategies aligned to the wider organisational goals, designing culture and values-based programs to support the development and evolution of operating models, associated change management and employee engagement. A hands-on operator who empowers teams and communicates in a natural, down to earth style with the ability to remove complexity in fast-paced commercial organisations. Today, we discuss how we return to work. You Can Read the Transcript of Our Interview Below: Nathan Simmonds: Welcome to Sticky Interviews. I'm Nathan Simmonds, Senior Leadership Coach and Trainer for MBM, Making Business Matter, the home of sticky learning. We are the provider of leadership development and soft skills training to the grocery and manufacturer industry. The idea of these interviews is to share great ideas, great concepts and great ways these skills are being used to help you be the best version of you in the work that you do. Welcome to the show. Nathan Simmonds: Welcome to today's interview. I have the pleaser of interviewing Becky Neale today. HR Director, expert. I've got a phenomenal bio on here which is worth reading just in itself, and then we're going to get into some serious questions about high performance teams. About the return to work which is so very poignant for right now as we're recording this video, stores opening and people going back to business. But also, other businesses returning their people from home as well. And also looking at employee engagement off the back of that which is why I wanted to have this conversation with Becky and the direction that I'll get to know you went previously just expose so many challenges that are going to come up in the future. Nathan Simmonds: So, with a proven commercial focus, HR leader, leading large scale HR teams for the likes of RWE, Empower, Ladbrokes and [inaudible 00:01:28]. Operates as part of a Senior Leadership team, devises and sets HR strategies aligned to wide organizational goals. Big stuff. Designing culture, values based programs. Support the development and evolution of operating models, associated change mangement employee engagement. These are all big things, especially for HR Directors working in a global space. Nathan Simmonds: But even though it's big, global, it's also hands on. She's a hands on [inaudible 00:01:54] who empowers her team, communicate in a natural down to earth style. And the best bit about the conversations that I've had with Becky before now is that she takes that complexity and makes it easy for people to understand, especially in fast paced environments. This is why I wanted to share some of this. As I said, it's high performance team, employee engagement. And the elephant in the room, the return to work, which I think even in normal circumstances was an elephant in the room in itself, let alone now as it's environment that we work in and the ecosystem we're working in changes. Nathan Simmonds: So Becky, welcome to Sticky Interviews. Thanks for being here, thanks for sharing your team. First question from me which is probably the most important question, why do you do what you do? Becky Neale: Hi, thank you for having me. I guess I just really enjoy working with large teams, leadership teams setting strategy and direction. Really then just drilling down from that in terms of making them operational plans, working with employees, wider groups from the management, the leadership team and where appropriate if you have a union, union in that organization. It's the variety, it's the complexity, and it's really driving them through and seeing results and taking employees on the journey that just really floats...

E20 – Effective Communication Skills with Suzie Parkus – Expert Interview

Darren A. Smith — Fri, 01 May 2020 04:39:20 -0400

E20 - Effective Communication Skills: Interview with Suzie Parkus Suzie Parkus is a sought after motivational and educational speaker, trainer and soon to be author. Her expertise lay in all things communication, from interpersonal skills, relationships, emotional intelligence, networking intelligence and most importantly in today's day and age, how our state of mind affects how we act, react and interact. Good emotional hygiene is often overlooked, but once understood, unlocks the key to that all-important human connection. Today, we discuss all things communication. Suzie Parkus - motivational speaker You Can Read the Transcript of Our Interview Below: Nathan Simmonds: Okay. I'm paper really, got my drink. Welcome to another Sticky Interview. My name's Nathan Simmonds. I'm Senior Leadership Coach and Trainer for MBM, Making Business Matter, the home of Sticky Learning. We are the soft skills' provider to the UK retail and grocery industry. Now, the idea of these podcasts is to be sharing great thinkers, great approaches, concepts and ideas that are going to help you and your teams be the best version of their selves so that they can deliver the best possible results even in a time of crisis like this. Nathan Simmonds: Today I'm going to be speaking to friend, peer, coach, mentor, all of those things. Someone that I speak to regularly about communication and collaboration, Suzie Parkus. And reading her bio... although I've known her for some years, I want to read this bio. She is a sought after motivational and educational speaker, trainer, and soon to be author. Her expertise lay in all things communication, absolutely it does; from interpersonal skills, relationships, emotional intelligence, networking intelligence because we need to be intelligent when we're networking. Nathan Simmonds: And most importantly in today's day and age, how our states of mind affects how we act, react and interact. Good emotional hygiene is often overlooked. But once understood, unlocks the key to that all important human connection. Suzie, thank you very much for being here and part of this interview today. Suzie Parkus: Thanks for having me. Nathan Simmonds: I'm looking forward to asking you some questions about this because we met, three years ago? Two years ago. Three, it must be three years ago now. Suzie Parkus: February, 2018. Nathan Simmonds: There you go. Okay, two, in personal development seminar and we got talking eventually after that event. One of the key things that I've always struggled with is how I communicate intentionally, how I work with people, how I offer my services, and how I make contribution first rather than about what I can take from people. And there's a lot of that going on. So my key first question for you is, why do you do what you're doing? Suzie Parkus: Why do I do what I do? I think this kind of came to me when I was doing a talk last year, if I'm honest. I was given the opportunity to just take the floor and they changed the nature of the interview. In this opportunity to just kind of talk from my heart, I said something that has never left me, which is that I never got seen, heard and noticed when I was younger. It just came out as unconscious stream of thoughts. Then it got me thinking that now I do get seen, heard and noticed and part of what I do is helping other people do the same. But it's not just that PR publicity piece. It's about interacting with sort of class and confidence and consideration. I've never been interacted with like that growing up. Suzie Parkus: And so, I'm very sensitive to what it feels like not being, I didn't know, not having my feelings taken into consideration when being approached, I guess. I'm very sensitive towards others when I'm communicating with them. And that's actually the biggest piece. That's the IQ, well, the emotional intelligence. I try and ask people to get their head around first before opening their mouth so they can ma...

E19 – Team Building with Oliver Bailey – Expert Interview

Darren A. Smith — Thu, 30 Apr 2020 03:41:37 -0400

E19 - Team Building and Teamwork: Interview With Oliver Bailey from Harvest for Heroes The son of publicans from South London, Oliver Bailey attended Dulwich College school, leaving in 1994. Beginning his career in Recruitment, he founded his first businesses in 1998. He has since owned and acquired further businesses in varying fields, including Information Technology, Construction, and Energy. In recent years, Oliver has focussed on Healthcare, where is an owner and Director of Remedy Healthcare Solutions, a leading provider of insourced and outsourced diagnostic services to the NHS. He recently founded Harvest For Heroes, a fundraising initiative to supply free, fresh produce to our NHS front line workers. Today, we discuss teamwork in more detail. Team building and team work with Oliver Bailey You Can Read the Transcript of Our Interview Below: Nathan Simmonds: Welcome to Sticky Interviews. I'm Nathan Simmonds, Senior Leadership Coach and Trainer for MBM, Making Business Matter, the home of Sticky Learning. We are the provider of leadership development and soft skills training to the grocery and manufacturing industry. The idea of these interviews is to share great ideas, great concepts, and great ways these skills are being used to help you be the best version of you in the work that you do. Welcome to the show. Nathan Simmonds: Today I am speaking with an interesting, exceptional, and very focused individual. I've seen some of his posts on LinkedIn, I've seen the interviews on the BBC News, and I had to reach out and have a conversation with this gentleman about his work, what he's doing right now in the midst of COVID-19, if we're in the middle of it, the beginning of it, the end of it, I have no idea. Nathan Simmonds: With the stresses that the services, our national services are experiencing, Oliver stepped up in this, pivoted with his business idea, and he's supporting them with fresh fruit and vegetables, and providing this to NHS workers because they're under so much stress they're not able to think and make healthy decisions about what they're doing in their grocery shopping. He's stepping in with a charity organization that makes this happen for them at their doorstep, delivering them fresh fruit and vegetables at the hospitals, at source, at location to help them so they can focus their thinking onto the most important task, which is making sure people live. I don't think I can be any more explicit about that, to be honest, Oliver. Oliver Bailey: No, that's pretty good. Nathan Simmonds: I said this before, and I was going to say it again, from me, and from everyone already you're helping no doubt you're getting loads of thanks for this, I want to say thank you from us, from everyone else that you've touched. You're doing incredible work. Please, explain why you do what you do, what you're doing in probably a clearer way than I could ever imagine to. Oliver Bailey: Well, I appreciate your support on this, Nathan, and anyone's interest in it. That's great and it really helps keep us all going. This all started off at Harvest for Heroes, well, I found myself, like lots of people at the moment, with a fair bit of down time that'd been imposed on me, or I should say working from home, and with working from home, a real slow down in my business. As you know, with all the weight of the world, there's only so much you can do at this time because everyone else is busy. I work with the NHS in my professional life, so they've all been dragged away on things far more important than talking to me. Oliver Bailey: So I found myself with a bit of time on my hands, and I wanted to do something for my local hospital, which is here in London, Kings College Hospital. I've got a lot of love for them. Two of my children were born there. My son, Henry, was born a couple of years ago there with a rare form of spina bifida, and a really stressful time for us all looking back. When he was a year old,

E18 – Effective Presentation Skills with Paddy Willis – Expert Interview

Darren A. Smith — Tue, 28 Apr 2020 04:25:30 -0400

E18 - Effective Presentation Skills: Interview With Paddy Willis from Mission Ventures In this episode, I interview Paddy Willis. Paddy is Founder and CEO of Mission Ventures and has a passion for building better challenger brands. He was co-founder of disruptive baby-food brand Plum, which was sold in year five to Darwin PE in 2010 on retail sales of £15m. Since then he has been mentoring and supporting start-ups across the industry, with the first UK Food accelerator launched in January 2015. Recently, Mission Ventures announced their partnership in The Good Food Fund, a £1.8m fund established by Big Society Capital with Guy’s & St Thomas’ Charity to tackle childhood obesity with market-led solutions. Today, we discuss effective presentation skills. Paddy Willis - Founder and CEO of Mission Ventures You Can Read the Transcript of Our Interview Below: Nathan Simmons: We are in. Phenomenal. Welcome to another Sticky Interview. My name is Nathan Simmons. I'm senior trainer and coach for MBM, Making Business Matter, the training provider, soft skills provider for the U.K. grocery and manufacturing industry. The idea with these interviews is to be sharing the thoughts and concepts of great people in great spaces doing great work to help you be the best possible version of yourself. Today, I'm speaking to a gentleman I got to meet last week by the name of Paddy Willis. Nathan Simmons: Paddy, I'm going to read his bio here. I'm going to tell you why some of this is so engaging for me, though. Paddy is the founder and CEO of Mission Ventures, and has a passion for building better challenger brands. He was co-founder of disruptive baby food brand Plum, which was sold in year five to Darwin PE in 2010 on retail sales of £15 million, which on its own, Paddy, is pretty phenomenal. Since then, he has been mentoring and supporting startups across the industry with the first UK food accelerator launch in January 2015. Recently, Mission Ventures announced their partnership in the Good Food Fund, a 1.8 million fund established by Big Society Capital with Guy's and St. Thomas' Charity to tackle childhood obesity with market led solutions. Nathan Simmons: This is where it got interesting for me, why I wanted to, and when I reached out to Paddy, so there's three elements of this. One is challenger brands. I thought that's really interesting, disrupting markets. Two, childhood obesity, this is a huge thing that's going on with the way that the industry is moving. Then I got thinking, those two facets on their own are difficult enough. What do effective presentation skills... What is a great presenter in that space where you're talking to companies about challenger brands that may put them out of business potentially or disrupt their market, and also getting people to make moves on the amount of sugars, and salts, and fats, et cetera, they're putting into their foods, and what sort of skills have you got to have in order to present to that level, to get people to make those shifts? Nathan Simmons: I thought, "This is a person I need to get to know. This is a person I need to ask some questions to, and this is a person [inaudible 00:02:22] interview." Paddy, thanks for being here. Paddy Willis: Thank you for the invitation, Nathan, delighted to join you. Nathan Simmons: Thank you. So look, one of the first things is, and we talked a little bit about this before, that necessity to create a brand. Why do you do what you do? Originally, it was Plum baby foods, but now you're helping other markets do that disruptive thing that you do. Why do you do what you do? Paddy Willis: Well, they always say that if you do what you love you'll never have a job in your life. I think I've probably got that wrong, but you know what I mean. The principle is that if you do what you love, then every day is a great opportunity and great fun. I do what I do, and that's in terms of working with founders and entrepreneurs of,

E17 – Situational Leadership with Jay Raham – Expert interview

Darren A. Smith — Sun, 26 Apr 2020 03:44:06 -0400

E17 - Situational Leadership: Interview With 'The Magician', Jay Raham In this episode, I interview Jay Raham. Jay is an award-winning lecturer, consultant, and public speaker. With a vision to enhance the practice of leadership at a global level, so far he's worked with 7000+ aspiring managers in Mauritius, Malaysia, Indonesia, Singapore and Morocco. He refers to himself as 'The Magician', creating magical moments impacting innovation, creativity, and sustainability. Recently, Jay has been pushing what he sees as 'professional excellence' to another level; achieving 5 Fellowships, a unique accomplishment taking his skill set to a new level and helping others to think outside of the box. Here, we discuss situational leadership. Situational Leadership, 'The Magician', Jay Raham You Can Read the Transcript of Our Interview Below: Nathan Simmonds: Welcome to Sticky Interviews. I'm Nathan Simmonds, Senior Leadership Coach and Trainer for MBM, Making Business Matter, the home of Sticky Learning. We are the provider of leadership development and soft skills training to the grocery and manufacturing industry. The idea of these interviews is to share great ideas, great concepts and great ways these skills are being used to help you be the best version of you in the work that you do. Welcome to the show. Nathan Simmonds: We're digging into some different territory with this next conversation. So I've got the pleasure of speaking to Jay Raham. We've had a bit of a conversation to and fro through LinkedIn. We've had a little bit of a look at each other's leadership aspirations and we are both super-enthusiastic about leadership as a whole and have big visions about what we want to create and what, but I'm not going to spoil that part yet until we get into that. I'll let Jay share that one. Nathan Simmonds: First of all, let me introduce him completely by some of his accolades and his current celebratory points along his journey. So he's an award-winning lecturer, consultant and public speaker. He has the vision to enhance the practice of leadership at a global level and he's already doing this through his training of aspiring managers in Mauritius, Malaysia, Indonesia, Singapore and Morocco which, in itself, is pretty astounding for any leadership trainer. In fact, he's already clocking up over 7,000 leaders so far that he has supported, guided and mentored. Amongst all this, he's also achieved five fellowships which, in itself, is a unique accomplishment. And one of the interesting places that he likes to start his conversations is about how he likes to introduce himself as the magician. But we're going to get into that in a minute. We're not going to cover that yet. Nathan Simmonds: But first of all, Jay, I just want to say a massive thank you for being here. Really appreciate you taking the time to have this conversation with us and develop up some of these ideas for the listeners. Thank you very much. Nathan Simmonds: So why do they call you, they don't call you, I don't think they call, I think you started this somewhere. Why do you call yourself the magician? Jay Raham: Before I got into that Nathan, I just want to say thank you very much for giving me the opportunity to come on the show and it's always great to work with like-minded professionals and I appreciate you taking the time out and making this happen, so thank you. Jay Raham: So, going back to your question if you like Nathan and why I like to introduce myself as the magician. Sounds weird, bizarre, strange. People have said things in the past. But there's a reason behind it; there's an explanation behind it. And yes, it is part of my personal branding. And I believe it presents me in the best possible way. So the reason why I consider myself a magician, so with all my clients, it might be individuals I have developed from the leadership program over the years, what I like to do is create moments that allow them to find that...

E16 – Change Management with Geoff Burch – Expert Interview

Darren A. Smith — Sat, 25 Apr 2020 04:01:54 -0400

E16 - Change Management: Interview With Bestselling Author and BBC Television Personality Geoff Burch. Dynamic, exciting and fun, Geoff Burch is a business expert like no other. He is internationally known for taking a walk on the wild side of business and turning it into an engaging, entertaining and humorous presentation that will lift and delight your audience. Geoff is the author of six best-selling business titles, is a regular presenter on BBC television and was voted Business Communicator of the Year by the Speechwriters’ Guild. Whether he is speaking on customers, sales, leadership, or change, once seen Geoff is never forgotten. Today, we discuss change management. You Can Read the Transcript of Our Interview Below: Nathan Simmonds: Welcome to the MBM interview series. This is the sticky interviews. Today I've got the pleasure of interviewing Geoff Burch. He is a best selling author. He's got six books out already. He is a TV presenter for a business presenter for the BBC. He's got tailored presentations that have helped motivate and inspire change within organization, a blend of motivational message and humor. And I've had the pleasure of talking to him before. Yes, there was a lot of humor. I can't divulge a lot of what we talked about because the phrase effing and Geoffing may have been written about Geoff. So, we're going to try and keep it business correct. Nathan Simmonds: His demand as a speaker has been voted Business Communicator of the Year by the Speech Writers Guild. And amongst that, he makes time to make his delivery entertaining, funny, digestible so that the normal man in your business can understand what is happening and effect change for themselves from the inside out. Now, the quote that resonated with me, Geoff, when we spoke last, "A change inflicted is a change resisted." Geoff through his words makes change possible. So, thank you, Geoff, for being here. Welcome. Geoff Burch: Pleasure. Nathan Simmonds: First and foremost, why do you do what you do? Geoff Burch: Accident. No intention at all, absolutely not. Literally hurled into it. I feel like Brian in the Life of Brian, you know? I expect my mom to be at the window going, "He is not a guru. He's a very naughty boy," you know? Absolute total utter accident completely and utterly. And if I could understand how I do it and bottle it, I would be a lot richer than I am. But I have ... I travel. I sort of travel like a comet. I think all the ancients would sort of ... All the ancients would look at a comet and think that it imbued some sort of portent to something or other. But the comet is just a bit of frozen rock and frozen dinosaur poo sort of whistling through the universe. I feel like that, really. People interpret great portent from my things. And I'm just this piece of sort of deep frozen sort of archeology hurtling about the place really. Nathan Simmonds: I thought you were going to say you were a piece of dinosaur poo then. I was going- Geoff Burch: I was going to say that. But I noticed your sort of reservations about bad language, so I'm being extremely careful. Yeah. Nathan Simmonds: It may happen. I think, to be honest, if we're working in business at some point, the swearing is a natural part of what we do. Geoff Burch: Yeah. Nathan Simmonds: Especially in times of crisis now. When you don't see these things happening, the first words that often come out of your mouth is, "Shit." That is just the way it is. You say that you got to where ... And I spoke about your speaking career because I'm avidly interested in a speaking career for myself in the future. And you said, again, it was accident. And I guess it's about being in the right place at the right time, saying the right words and having the right people to listen to you, which makes it happen. What inspired you then to keep going down this road, even by accident? Geoff Burch: Money. Lots and lots of money.

E15 – The Five Laws of Retail with George Troy – Expert Interview

Darren A. Smith — Fri, 24 Apr 2020 05:53:27 -0400

E15 - Interview With Retail Business Consultant and Author, George Troy. In this episode, I interview George Troy. George is a widely read blogger, author, and consultant focused on retail business communities, including online and brick-and-mortar stores. He has enjoyed decades of real-life experience as a senior executive for some of the best-known and most successful retail companies in the US and globally. A specialist in apparel, footwear, sporting goods, cookware, and home furnishings, Troy has led the retail divisions of Deckers Outdoor (UGG Boots) and outlet divisions of Williams-Sonoma and Pottery Barn. Today, he reflects upon his years of experience and discusses his new book, The Five Laws of Retail. George Troy - blower and author You Can Read the Transcript of Our Interview Below: Nathan Simmonds: Record, so I'm recording. We're live, this is grand. Welcome to Sticky Interviews. My name is Nathan Simmonds. I am working with MBM. We are the soft skills provider for the UK grocery and manufacturing industry. These interviews are about sharing the philosophies and the thinking of great people to help you be the best version of yourself. Today, I'm interviewing George Troy. Now, I've had some wonderful conversations with him from everything from chickens to squashes to the five laws of retail which is exponent, expert ... This is his field of genius. I've been speaking to him about these, and I want to share some of these ideas with you, or get him to share them with you. Nathan Simmonds: I want to introduce him first. I've got his bio here and it's pretty decent reading for someone in the consultancy industry. This is good stuff. 35 years of real life experiences, a senior executive for some of the best known and most successful retail companies across the globe. A specialist in both men's and women's apparel, sporting goods, cookware, home furnishings, and he's even led a retail division of Deckers Outdoor, which we all know as Ugg Boots, Williams Sonoma, and The Pottery Barn. Key successes, taken Ugg Australia retail sales from 0 to 400 million in the US, Europe, and Asia in just 8 years. That on its own George is a pretty decent celebration right there of a career. George is currently a consultant with the Grayson Company, based in New York. He's also serving on the board of directors for two non-profit organizations based in the San Francisco Bay Area. Also, he's got a BA with honours from Berkeley in anthropology, which makes his storytelling unique to say the least, and he uses that as the backbone of his approach to his book, ‘The Five Laws of Retail’. Please, welcome George Troy to the camera and the interview. George, thanks for being here. Really appreciate this. George Troy: Well Nathan, thank you very much for that introduction. I'm glad to be with you. It almost sounds like he could never hold down a job. Nathan Simmonds: Well I think you've got the experience from the apprenticeships of some of your earlier roles, which then got you into Ugg because of that real life experience and the stuff that you cut your teeth with. You know what? Now you're a consultant doing that for other people. It just increases the impact you get to have on those businesses. You know what? I'd rather you didn't hold down a job because it means you get to go and see more people and do more good in the world. George Troy: That's true. That's true. Thank you very much. Nathan Simmonds: So look, for me, the big question first of all when I'm talking to people is why do you do what you do? What was it that inspired you to be where you are and do the things that you're doing right now? George Troy: Well there are a lot of things. Primarily, the book that just came out, The Five Laws of Retail, can I show that for a moment? The Five Laws of Retail, and it's just released last spring. It's doing fairly well, and there's several reasons I did that.

E14 – Digital Wellbeing with Mich Bondesio – Expert Interview

Darren A. Smith — Thu, 16 Apr 2020 04:52:42 -0400

E14 - Digital Wellbeing: Interview With Mich Bondesio from Growth Sessions. In this episode, I interview Mich Bondesio. Mich is a business-performance mentor, with a 20-year background in communications and project management. Her Growth Sessions mentoring programmes, workshops and talks support business people to build healthier cultures and develop more mindful approaches to work. Mich's clients include consultants, entrepreneurs and teams working in creative and digital-focused sectors. Today, we discuss digital wellbeing in more detail. Mich Bondesio: performance mentor You Can Read the Transcript of Our Interview Below: Nathan Simmonds: Welcome to Sticky Interviews, this is Making Business Matter, MBM, the home of Sticky Learning and the trainer of Soft Skills to the UK retail and manufacturing industry, helping them to increase profits and sales. This interview series is all about speaking to great thinkers and sharing ideas to make that happen. Nathan Simmonds: Today, we've got Mich Bondesio with us. I hope I pronounced that right, I've never checked the pronunciation of your last name, Mich. I do apologize if that's horrifically wrong. Talking to us today. Thanks very much for being here, Mich. I'm just going to give the guys a quick rundown of who you are, where you come from, and I'm going to get into these questions, okay? Mich Bondesio: Okay. Nathan Simmonds: So the first thing, Mich is a business performance mentor with a background in communications and project management. Her grow sessions, mentoring programs, workshops and talks support businesses, people to build healthier cultures and develop more mindful approaches to work, which we all need in this day and age, before this and after this. Originally from South Africa, Mich is currently based in the northwest UK, her clients are consultants, solopreneurs, and small teams working in creative and digitally focused sectors around the world. Mostly in the creative space, as far as I'm aware at this point in time. Nathan Simmonds: Mich, thanks very much for being here. Mich Bondesio: Thanks for inviting me. Nathan Simmonds: It was huge, we started to have a bit of a get to know you, which had nothing to do with this interview series, and as that conversation developed and sprouts came out of it, I was just like, some of the stuff you're talking about is absolutely vital for people to be hearing, from a mental health point of view, from an isolation point of view, which we're all in right now. I think the majority of people are just starting week three. I know I, we're a week before that because our work's starting to slow down, the face-to-face work started to slow down a little bit. So we've been isolating for, this would be the beginning of week four. Nathan Simmonds: And as we were talking about that you were just saying there's going to be some critical crunch points that come up through this that you're kind of aware of. I just thought, you know what? We've got share this. We've got to give this to people in the work space and they need to hear what you've got to say about this, to support those consultants and the culture that's coming up out of this. Nathan Simmonds: So first of all, thank you as I just said. Please tell everyone what you do and why you do it. Mich Bondesio: So, as you mentioned I'm a communications consultant and business performance mentor, and I want to help people to develop more mindful approaches to work because for the past 20 years I've worked in high pressure deadline driven environments and industries and sectors, which have very unsupportive work cultures, and I've also experienced burnout first hand and my burnout was so epic that I wasn't able to work for more than a year. So I have first hand experience of being socially isolated and very unwell and not having a work environment that was supportive of my recovery during that point. Mich Bondesio:

E13 – Conscious Culture in a Time of Crisis with Natasha Wallace – Expert Interview

Darren A. Smith — Fri, 03 Apr 2020 06:23:10 -0400

E13 - Conscious Culture: Interview With Natasha Wallace from Conscious Works. In this episode, I interview Natasha Wallace, the author of The Conscious Effect: 50 lessons for better organizational wellbeing. Natasha is also the founder of Conscious Works, a coaching company that helps leaders to lead consciously. Today we discuss conscious culture in more detail. ConsciousWorks - coaching company You Can Read the Transcript of Our Interview Below: Nathan Simmonds: Welcome to the Making Business Matter Podcast. Currently, we're meeting niche leaders and change-makers. Those exciting people that are helping to make business future proof. Today we're going to be speaking to Natasha Wallace from Conscious Works. So a little bit about Natasha, we've got her blurb here, her bio. Nathan Simmonds: A lady with a particular interest in what causes leadership discomfort. She recognizes that ladies are time poor and under pressure. Natasha is helping them to focus on who they are and where they need to be. Allowing them to achieve the best results for themselves and their teams. Nathan Simmonds: With a career in high HR leadership and organizational development, roles across a range of sectors, and her most recent role was as a people and development director, which is blessed her with a depth of practical experience for building cohesive and impactful teams. And now her work is all about sharing this with other people. Nathan Simmonds: Welcome Natasha. Really great to be interviewing you. First and foremost, I want to find out a bit more about you. We've had a bit of a conversation already. I want the people listening to this to find out a bit more about you. So, who are you and why do you do what you do? Natasha Wallace: Okay. I've spent my career working in HR. Predominantly in organizational development roles. I've always led HR teams. But I've always had a particular passion for how you create great cultures. And how do you optimize the performance of business whilst keeping people happy? Because I've always believed that those two things should sort of work in synergy with each other. Natasha Wallace: My career has seen me manage culture change projects. I've lead the development of leadership development programs and co-design, co-facilitate those. I do a lot of work around talent management and career management. I spent 10 years in professional services up until starting my own business. Natasha Wallace: That was quite interesting actually. Being with an organization for so long because it's about how do you sustain the performance? How do you put things in place that are actually going to work for the long term? And I worked as part of a partnership. Our whole modus operandi I guess was, well we called ourselves a ‘Succession partnerships’. We were developing people for the future. Natasha Wallace: So we wanted to put as much into people and get them as I guess, developed as we could because we would hope that some of those people would take over the running of the business in the future. I was immersed in a world where sustainable performance was really, really important. Natasha Wallace: And that's part of what I do now is; how do you help leaders to work in a way and operate in a way, run their businesses in a way that they can achieve performance? Because that's ultimately what we are trying to do in organizations, but without sacrificing wellbeing. Natasha Wallace: Then I burnt out myself. I didn't achieve high performance without sacrificing wellbeing, so that was my own personal experience. That was a real wake up call to me. So about three years ago I hit the wall, so to speak. It was a real surprise for me because given that in my mind I was somebody who understood how to achieve sustainable performance and also had to take care of people. Natasha Wallace: I guess part of the role of the HR professional is making sure that you are taking care of ...

E1 – Email Overload? Try ‘The Hare and the Tortoise System for Managing Emails’

Darren A. Smith — Fri, 28 Sep 2018 02:48:45 -0400

The email Monster is taking over. He is out of its cage. Find out how you can tame the email monster with the hare and the tortoise technique. A new tool required in this digital age to manage the dai