Positive Risk Management - "Playing to Your Strengths"

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    11-Aug-2014

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How did David beat Goliath Inc? By playing to his strengths. By using a Positive Risk Management approach to think creatively, imagine possibilities and identify opportunities. A true story that demonstrates you CAN apply a positive, forward-thinking view on the classic risk management framework. New focus. New questions. Classical planning.

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<ul><li>Tony Adams Playing to Your Strengths Leadership. Communication. Engagement. (c) Tony Adams 2013-14 All rights reserved Positive Risk Management in action The Truth about how David beat Goliath </li><li>Tony Adams Leadership. Communication. Engagement. Things look grim. David is a small vendor, bidding against the mighty Goliath Inc. David has challenges. David vs Goliath Inc (c) Tony Adams 2013-14 All rights reserved Not the best sales pitch. Not the best product. Not the best price. </li><li>Tony Adams Leadership. Communication. Engagement. Old Thinking David's "old thinking" is reactive and defensive. "We may lose the job if our price is too high" "The bid will be dropped if our product scope is wrong" (c) Tony Adams 2013-14 All rights reserved "If our delivery is slow, the client will reject our solution" It forces him to look downwards It constrains his outlook </li><li>Tony Adams Leadership. Communication. Engagement. Old Thinking will fail David will lose the opportunity if he uses Old Thinking. He will try to match Goliath's strengths and pitch to his competitor's strengths. (c) Tony Adams 2013-14 All rights reserved Goliath has the better product scope. Goliath market reach can deliver to the client faster. Goliath's scale can leverage lower prices. A different approach is needed. Fast. </li><li>Tony Adams Leadership. Communication. Engagement. Looking for Opportunity What if David takes a different approach? (c) Tony Adams 2013-14 All rights reserved Seeks positive opportunities Leverages his strengths His focus changes Looks upwards Opens pathways Smashes obstacles Imagine if he... </li><li>Tony Adams Leadership. Communication. Engagement. Playing to Your Strengths David's path lies in playing to his strengths. "I won't go head-to-head on things I'm not the best at. Instead, I will concentrate on the things I am great at." (c) Tony Adams 2013-14 All rights reserved "What are my competitive advantages?" Looking for positive opportunities. "What are the things that I do better than the competition? Removing blockers. Finding the things he does best. Leveraging them. </li><li>Tony Adams Leadership. Communication. Engagement. Positive Risk Management "What risks are stopping me from delivering to my strengths?" "What blockers are holding me back?" (c) Tony Adams 2013-14 All rights reserved David's thinking changes. becomes "What is preventing me from adding new value?" "What will happen if this goes wrong?" </li><li>Tony Adams Leadership. Communication. Engagement. Find Your Strengths (c) Tony Adams 2013-14 All rights reserved David looks for the things he does best. "When you talk to me, you are talking to the Boss. I can make decisions quickly." "My small size means I am fast and nimble" "I can adapt to your workplace style and integrate with your team seamlessly." "Less is more. I bring a small vendor's personal touch and work with you as a true partner." "I bring flexibility and responsiveness. I can grow and change with you along the journey" </li><li>Tony Adams Leadership. Communication. Engagement. Identify Your Blockers (c) Tony Adams 2013-14 All rights reserved David identifies his "blockers" - the things that stop him delivering to his strengths. "When you talk to me, you only hear one opinion. I do not have a large number of voices at the table." "I am dependent on myself. If I get ill, the Business suffers." "My small size means that I have a limited ability to bring people in quickly" "The market is full of providers like myself. My service offering does not stand apart from the crowd." </li><li>Tony Adams Leadership. Communication. Engagement. New focus. New questions. Classical planning. Plan for the Blockers David's risk management approach targets the Blockers. (c) Tony Adams 2013-14 All rights reserved It draws on the classics. It gives him room to work with his strengths. Impact. Likelihood. Consequence. </li><li>Tony Adams Leadership. Communication. Engagement. David turned it around David planned to his strengths He offered a personal, responsive engagement, with individual attention (c) Tony Adams 2013-14 All rights reserved He thought creatively. He managed his blockers. He won the contract He developed a branded Service Offering that stood apart from the market He built a small, skilled team that could engage and immerse quickly He partnered with niche providers to offer highly specialized, mobile staff He created a Leadership Group of well- connected, experienced and respected voices </li><li>Tony Adams Leadership. Communication. Engagement. David beat Goliath because... He thought differently (c) Tony Adams 2013-14 All rights reserved He imagined possibilities He planned to his strengths He removed blockers He used a positive approach to risk planning </li><li>Tony Adams Leadership. Communication. Engagement. /TonyAdamsPM tonyadamspm.com Contact Me (c) Tony Adams 2013-14 All rights reserved I'm passionate about connecting with people - sharing ideas and stories. So please drop me a line. /tonyadams1 @tonyadams2002 +TonyAdamsPM1 </li></ul>

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