Last week I wrote about the importance of setting up your Advisors Network and I listed a number of my Advisors Council members that have really helped me over my career. This weeks post will list some of the books or references from these icons that I have leveraged over the years. In many cases I have multiple books from each of these authors but I will limit the list to the one source from that individual that made the biggest difference in my professional development.
We have all heard a lot about networking over the years and how it is important for each of us to get out into the marketplace and build our network. Although I agree that building this personal network is important, it is what you do with the network you create that will determine your future success.
The focus of this post is not on leveraging your network for business or sales but rather working with your network to set up what I call an Advisors Network. No one knows everything that is needed to be successful in life and business in every circumstance. We all need help in many areas over the course of our lifetime. This is where the Advisors Network comes in. It allows you to leverage the expertise of many people when you need this specific expertise. Each of these people brings something to the table that you may not have as a strength or as a skill.
Have you ever experienced a situation where you presented an idea or proposal to a person or group of people and you thought your presentation was clear and concise, easy to understand and persuasive, only to have your audience completely disengaged, totally confused or completely opposed to what you were presenting?
I think we have all experienced presentations like this at various times in our careers. This can be quite a common experience if the culture of your audience is different than yours or if the audience is a mix of cultures. In today’s global business world, this can describe almost every meeting or presentation we do!
The subtle and sometimes not so subtle differences between our cultures can cause tremendous misunderstanding and misalignment in all aspects of our communication. If we want to be successful in today’s world of business, it is critical that we spend time to understand our audience and adjust our presentation and communication style to match those we are presenting to. Tony Jeary talks about this in his book Life is a Series of Presentations. In this book he lists eight Presentation Essentials. Number one on his list is “Know Your Audience”, number five is “Build Bridges” and number eight is “Flex for Success”. Essentially he is saying that you go into a presentation after researching your audience, use that knowledge to bridge culture and communication gaps and read the audience all the way through the presentation so that you can flex your presentation to what is resonating most with them.