Best story wins!

Excellence Audit “Self” #3

I can explain the dramatic difference I make for my

customers.

“The first response is always to think about the individual

concerned and how things can be arranged to help that

person experience success. Marcus Buckingham, The One Thing You Need to Know

“A dream is a complete moment in the life of a client. Important

experiences that tempt the client to commit substantial resources. The essence of the desires of the

consumer. The opportunity to help clients become what they

want to be.”

Gian Luigi Longinotti-Buitoni, Founder & CEO, LIFE Corporation (design and production of wearable computers)

“Astonish me!”

“do something great!” (HY

“Make it immortal!” (DO)

“Insanely great”

. “Everyone lives by selling

something.”

Robert Louis Stevenson

1. Overt Benefit – what’s in it for the customer? What good thing(s) do they get from working with you? You must be able to articulate this very clearly – “overtly.”

2. Reason to Believe – that you can deliver what you’re promising. You need credible and distinct evidence that the customer will get the benefits you are promising.

3. Dramatic Difference – you need to differentiate yourself from your competitors in order to win the work. You may not realize how dramatic the difference needs to be – a factor of ten - and focused directly on the Overt Benefit and the Reason To Believe.

Doug Hall, Founder, Eureka Ranch

Sarah: Mom, what do you do at work? Mom: Sarah, I’m overhead. I’m the bureaucrat who runs the cost centre called Human Resources.

Sarah: Mom, what do you do at work? Mom: Sarah, my Human Resources team and I are the rock stars of the age of talent. We are at the core of our division’s success.

Are you the …

“Principal Engine of Value

Added”

“Some people look for things that went wrong

and try to fix them. I look for things that

went right, and try to build off them.”

Bob Stone, THE PARTIAL REGO* (*Re-inventing Government)

If you can't describe your strategy in twenty minutes,

simply and in plain language, you

haven't got one!”

Larry Bossidy

"As we begin life as a public company, we are committed to maintaining the straightforward, transparent approach to business that we believe helps differentiate us. We are passionate about improving competition in UK retail banking and believe that today's IPO is another step forward for us as we seek to deliver on that objective.”

Jayne-Anne Gadhia Chief Executive, Virgin Money 13th November 2014

Best story wins!