BASED ON HOW YOU CONSISTENTLY SHOW UP AS A TEAM
It’s about turning your values into value: for you, your clients, your teams and your ecosystem.
Because how you do it is as important as what you do.
This is something most organisations realise but don’t fully act upon.
It’s time for a shift – from transaction to collaboration as the basis for trusted commercial relationships. It’s time for Mutual Value.
OUR LATEST THINKING
By Stuart Maister, Joint MD Mutual Value In virtually every professional services team, you'll find high, medium, and low performers. Typically, there’s a clear top 20% and a similar proportion at the bottom. For firms to be successful, they need to answer the question: what is the key to...
YOU’RE NOT SELLING OR BUYING A PRODUCT OR SERVICE. YOU’RE ESTABLISHING A RELATIONSHIP.
But rigid contractual approaches that underpin so much business engagement make it difficult for clients to respond and adapt in an agile way to change.
There’s a better way. If we make trust the fundamental way to choose vendors or attract customers, then we ensure real collaboration. Because when things change your ability to react depends on the quality of your relationships.
It’s also true when it comes to suppliers and partners. The Mutual Value difference is that we advocate and support conscious design of these relationships, and active management of the behaviours involved to drive much higher joint ambition.
The outcome: more agile, innovative and responsive performance based on long term engagement.
THE IMPACT OF MUTUAL VALUE
- Vendors win in the market by how they behave and the way they work with clients
- Clients gain far greater value from their commercial choices
- Organisations lead ecosystems where collaboration enables greater innovation, agility and better performance
- The parties focus on how they work together, co-creating solutions that deliver far superior outcomes
It feels different: more human, more open, less transactional
We consult, train, coach and support.
COMPETITIVE DIFFERENTIATION BASED ON HOW YOU CONSISTENTLY SHOW UP AS A TEAM
We use a series of models to help our clients consider how they show up in their most important relationships, what impact this has and what to do in order to elevate the levels of trust involved.
We can then train the people involved, coach and support the change in approach and even work with their clients or partners to enable co-creation of Mutual Value as the foundation of a stronger, trust-based relationship. Our aim is to transfer skills to make this business as usual.
Our work helps your team develop a clear focus on value through:
- A clear and simple narrative to ensure a powerful story
- A value-based mindset that moves away from transactional thinking and drives trusted behaviours
- A stronger skillset to support better conversations and engagement with clients and partners
- A Mutual Value toolset that provides practical ways to support stronger relationships
WHAT THEY SAY ABOUT US
We’ve worked with leaders across many sectors and countries. Here’s what some have said about us recently…
Kevin has a wealth of experience in BD and leadership and leverages that knowledge to challenge those around him to aspire to achieve more. Kevin is intrinsically commercial, whilst working with a strong commitment to ensuring that relationships are based on mutual benefit, thinking win/win. I confidently recommend Kevin as a coach and as a commercial leader.
“Stuart was acting as a moderator, but he was also a catalyst. He was able to distil the issues and make people focus on the aspects which really matter. …He was drawing out of people what was really essential to be able to move forward …we managed to fairly smoothly move into a process where we were aligned.. and we managed to find something to inspire us…”
Get In Touch
We would love to hear from you, so please do get in touch with us to see whether or not we can help you.