How Leaders Build Business Momentum Through Energy and Pace
Teams often rise to the energy level that leaders bring. They monitor urgency, attentiveness, and the speed at which decisions translate into action, as there is often a contagious outcome when pace is central to expectations. My experience is that when we move quickly with confidence and intention, it becomes a competitive advantage.
A customer recently provided our team with a delivery window that allowed plenty of time. The obvious path was to work within the timeframe, but instead, we chose to deliver ahead of schedule. Our team was mindful to not rush the project while intentionally prioritizing an early delivery. Our collective effort and energy exceeded their expectations.
What happened next surprised me. Due to how we exceeded expectations and delivered excellence early, the customer awarded us a new project without issuing an RFP. We were able to negotiate using confidence from our recent success and focus more on value.
Speed, when paired with quality, creates a focus on outcomes.
Three Key Leadership Takeaways
1. Accelerate
Where can we move faster on a project that might unlock a new opportunity with a shorter sales cycle? What small, fast win would materially change client confidence?
2. Expand
Where is there newly discovered opportunities within our existing work that we can expose to our client? Consider a new pricing model that can share in the new benefit.
3. Trending
Are there threads that we are seeing that show how traditional capacity models are limiters for discovering value? Maybe pace of delivery creates more value than historically assumed.
This Week’s Ripple Effect
Where could a faster, focused move unlock new opportunity for your team?
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