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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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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
Tony AdamsLeadership. 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.
Tony AdamsLeadership. Communication. Engagement.
Old ThinkingDavid'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
Tony AdamsLeadership. Communication. Engagement.
Old Thinking will failDavid 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.
Tony AdamsLeadership. Communication. Engagement.
Looking for OpportunityWhat 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...
Tony AdamsLeadership. Communication. Engagement.
Playing to Your StrengthsDavid'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.
Tony AdamsLeadership. 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?"
Tony AdamsLeadership. 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"
Tony AdamsLeadership. 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."
Tony AdamsLeadership. Communication. Engagement.
New focus. New questions. Classical planning.
Plan for the BlockersDavid'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.
Tony AdamsLeadership. Communication. Engagement.
David turned it aroundDavid 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
Tony AdamsLeadership. 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
Tony AdamsLeadership. Communication. Engagement.
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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
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