WHAT IT TAKES TO BE SUCCESSFUL IN A FORTUNE 100 AS A CORPORATE RESEARCHER

Career 6 yrs supplier side 4 yrs consultant 8 yrs corporate research

Credentials MA Research Methods Certified in I/O Psychology Certified in Hypnosis

My Network 990 LinkedIn Connections 450 (45%) are Researchers!

About Me

So what does it take to succeed as a Corporate Market

Researcher?

The Secret Formula

TE

① Great methodologists

③ Process vast amounts of info

④ Deliver deep insights

② Subject matter experts

⑤ Like deadlines!

TE = Technical Expert

That may be enough when…

Few Stakeholders

Clear Findings

No Surprises

Desirable Outcome

No Hidden Agendas

That may not be enough when…

Multiple Stakeholders

Vague Findings

Challenge legacy thinking

Bad News

Po

liticsMakes

someone look bad

Change Recommended

“I already knew all that”

“You asked the wrong people”

“They are lying”

“We need more research”

“So what?”

Sometimes we get open push back…

Or worse….

They say nothing…

What happens next?

Discredit the Research

Stall / Delay on decision making

Discredit YOU

They do nothing

The Secret Formula

TE

SC

+ Determine the right Consulting Posture

+ What research requires

+ Who is involved

SC = Savvy Consultant

+ How will it impact the company

The “Four Consulting Postures”

For Them With Them

By Them To Them

By Bruce Mabee

Consulting Posture 1: All about service

• Traditional “service” model• Deliver what client asks • Stick to the script

For Them

Ideal for:- C-Suite clients- Simple projects- Few decision makers- Sponsorship is clear

Consulting Posture 2: High energy & spunk

• Team model• Clients treat you like a true partner• No hierarchy

With Them

Ideal for:- Mid-Level clients - Large scale projects- Could impact multiple departments- Conflicting interests may be at play- Buy-in may or may not be clear

Consulting Posture 3: Grant them freedom

• Client-centered• Encourage clients to take over• Watch from sidelines

By Them

Ideal for:- Senior level clients who want to dictate- Facts only, no recommendations- Requires expertise beyond what you know- Extremely political or confidential

Consulting Posture 4: Assume responsibility

• We “help” without being asked• Assume we know better• We consider the greater good

To Them

Ideal for:- Inexperienced, junior level clients- Project ranges from simple to complex- You really do know better- It is organizationally “safe” to do thisIt usually isn’t!

Consider your organizational culture, the project scope and potential impact as you choose a posture

For ThemWith

Them

By Them To Them

So, you master TE and SC but….

The presentation doesn’t go so well…

The Secret Formula

TE

SCEQS

EQ = EQ Superstar!

Presentation Day will determine your fate

Researcher You are a technical expert You can deliver what they ask You are good at your job

Strategic Business Partner You are a technical expert You are adaptive & flexible

You connect business with research You inspire them to think bigger

You earn a seat at their table They confide in you

You make the company

better

EQ Superstar Presentation Strategy

① Consider audience

② Design PPT to audience

③ Right language & detail

④ Pre-socialize as needed

Before the big day….

#1 reason why presentations fail: Presenters fail to connect with their audience!

EQ Superstar Presentation Strategy

During the Presentation….

Scan the room for signs of resistance, then address it

① Charisma & confidence

② Read body language

③ Adjust your delivery

④ Make it interactive

Watch for Resistance

Non-Verbal Cues

Shifting away from you

Clenched fists, pointing fingers

Shaking heads when you speak

Bent over in chair towards you

Trust the feeling in your body!

Listen for Resistance

Verbal Cues

One word answers

Flooding you with details

Pressing for solutions

Silence

Attack

Identify the resistance and ask your client a

pointed question.

Make a game time decision if you should

press on or off line.

Don’t become discouraged! Resistance often means you

are hitting on something important!

EQ Superstar Presentation Strategy

After the Presentation….

Proactivity = builds relationships & strengthens credibility

① Solicit feedback

② Answer questions

③ Track progress

SC-EQ Superstar Must Reads

To help you design & tell great stories

To make you a body language master

To enhance your consulting skills

Learn from the best by watching Ted Talks!

SC-EQ Superstar Must View

Search YouTube or…

Connect with me on LinkedIn

Click on my most recent post that contains this link: http://lnkd.in/dCyz8iK

Steve Jobs Presentation SkillsFrom St George International School of English

TE

SCEQS

Now that you know the Secret Formula…

Go be GREAT!