Pipeline meetings are likely your highest leverage time. Lead them for impact!
I love the perspective we get.
Clients reach out all the time with seemingly small questions.
What's the right way to ___?
I've got __ coming up...what would you do?
I've seen a HUGE theme lately.
People are struggling with pipeline meetings.
You know, the meeting you sync with your team on your major BD opportunities.
These are done universally across new business teams, client teams, practice area teams, and about any way you can go to market.
It's crazy how many people are struggling with this right now, intuiting something's off, but not knowing what to do.
Here's the right way.
The goals of a pipeline meeting are simple:
Most people spend 90% of their time on the past and 10% on what they should do next.
This is NOT GOOD.
You know what it looks like–go around the table or Zoom screen, with each person talking about what they've done and learned since the last meeting.
Historical updates. One by one. Death.
(No joke: A client had me sit in on one of their meetings once and one person was going on and on about how he learned one of his client's nieces loves ponies.)
This is looking through the rearview mirror not the windshield.
Shift nearly all of your historical updates to real-time, synchronous updates.
This is a game changer.
Covering the past as it happens each day lets you discuss the future when you're together.
Decide as a team what works best for async updates.
(Super Black Belt Pro Ninja Tip:
We use Voxer for this, an app that lets you send async voice messages to individuals or a distribution list.
In my own tests, I can talk about 10x faster than I can type, which is a huge time saver. People can hear your intonation too, which deepens understanding.
And, Voxer lets you listen to messages at 2x, 3x, or 4x speeds. I like 3x, which balances clarity and speed.
So combining recording and listening is about 30x throughput improvement over typing–love it!)
Two simple keys to success:
This unlocks spending 90% of your time in live meetings talking about the future, not the past.
Think of it this way: the future is the only thing you can change–that's where you want to spend your time. 90%!
In meeting Pro Tips:
Getting pipeline meetings right is one of your most important priorities.
The brainpower on these calls is tremendous.
Every expert times every minute equals tremendous investment.
You want to have a future-focused format where your team is...
Learning skills they'll use for years and,
Committing to simple actions they'll take in days.
One thing's for sure.
If you want to accelerate your growth..
It's faster to drive looking through the windshield than the rearview mirror.
ps. Feel free to forward this to your teams to get everyone on the same page!
pps. KILLER content over on the podcast!
I got a lot out of Bob Buday's book, Competing On Thought Leadership. Our interview is HERE. Deep!
And I'm also a fan of Pam Slim's books Body Of Work and The Widest Net. Our interview on her new one is HERE. Fun!
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