I find that 3 is also a factor when it comes to making choices. When I’m able to narrow the universe down to 3 viable options, I can effectively contrast and compare them to make a reasonable final choice. If I’m asked to choose a paint color from the Color Wheel, however, I’m quickly overwhelmed!
But the power of 3 came home to me in a new way as I worked with a talented team of service professionals and client relationship managers this week. Our most recent workshop was the culmination of an intensive training session that took place a month ago; in the intervening time, these managers put their new tool kit to work in the real world. The stories they came back with were fascinating to hear and revealed these three insights:
- “Technique means nothing. Intent means everything.” This “truth”, which I’ve heard often from John Spence, was revealed in the unique approaches and varied client service conversations these managers conducted. What shined through all of their stories was a clear intent to serve and help clients; in turn, this open-minded approach resulted in many breakthrough moments and fortuitous surprises, none of which would have occurred otherwise.
- Change is the only constant. You can’t stand by and wait for clients to come to you, if you expect to retain them! Their world is changing and evolving rapidly, just like yours, so it’s crucial to stay engaged in both the people and operational changes that are taking place. Expectations also change over time, so guessing what they might be, or assuming they are the same as they have always been, is extremely perilous. By embracing change, dedicated managers can help their clients and their own companies navigate the expansive oceans of business.
- The power of preparation stands out. Clients can tell very quickly if you’ve done your pre-meeting homework. Not surprisingly, the power of 3 is at work here too:
The combined effect positions a client relationship manager as a Trusted Advisor. Simply “winging it” and attempting to get by on charm and wit is not a formula for success.