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JUNE 2004

Based on the book : Partnering for Results! by Virginia LaGrossa and Suzanne Saxe. Subscribe to the Newsletter See Newsletter Archive

	Encouraging Open Communication UPCOMING EVENTS Join us for the public workshop June 15-16, 2004. Advance Consulting is offering a complimentary session on Unlocking Your Business Partnering Potential. See more.		Communication plays an integral part in developing business partnerships. Your ability to encourage open and complete communication with your client is critical to your partnerships survival and growth. Being open with one another can be uncomfortable at times but establishing two-way communication that is free of retribution or judgment can help you to: Build trust Resolve potential barriers Complete tasks on time Maintain positive working relationships A key factor to creating open communication is to make your thinking process visible. The next time you speak with your client, respond and ask questions that make your thinking visible while drawing out your client’s point of view at the same time. Ask questions or respond with statements such as: “Here’s what I think and here’s how I got there… I came to these conclusions because… What do you think about what I said? What would you add? Can you help me understand your thinking? Open and complete communication requires constant attention and focus. Remember that every interaction you have with your clients, partners and team members is a moment of truth in which they will walk away feeling positive or negative about your conversations. Visualize each interaction as a moment in which you are encouraging open communication, building trust and developing a partnership that works! This Month’s Quick Tip to Becoming a Better Business Partner Think of a client with whom you’d like to increase your ability to communicate openly and honestly. Ask yourself the questions below: Are you comfortable in sharing information? Are you able to express your beliefs and feelings? Have you resolved issues to both parties satisfaction? Do you understand each other’s assumptions and how you arrived at your conclusions? If you found that you answered “no” to any of these questions, look at this as an opportunity to build communication between you and your client. In the weeks to come, try to share more information, be honest and complete when expressing your concerns and feelings, and ask questions that get at the real issues and assumptions. Book Corner This month we recommend reading Leadership Presence by Belle Linda Halpern and Kathy Lubar. Leadership Presence reveals the secrets to having a commanding presence and ways to express yourself dynamically that motivate results.
	QUOTE "No legacy is so rich as honesty." -William Shakespeare		FIND OUT MORE Advance Consulting is a professional development company that provides state-of-the-art consulting services, workshops, seminars, and speaking engagements throughout the U.S. and internationally. Find out more at www.advanceconsulting.com, send us an email at advanceinfo@advanceconsulting.com, or call us at (831) 372-9444 for more information.