Just off the phone with a team that’s prepping for a big visit this afternoon. We were doing a last minute strategic run-through. On this visit it’s going to be the ED, a Director of Development and the prospect. They’re going to be doing a tour followed by a sit-down discussion about an $8M effort.
As part of the process we always establish ONE leader. This is the person that is responsible for managing the FLOW of the visit.
One thing’s for certain. No visit ever goes as planned. If you’re on the team it’s imperative to know the ONE person that’s responsible for getting to the goal.
Can’t be two leaders. Worse than two leaders is establishing no lead.
If I’m leading I will advise the other person, “If if things seem totally de-railed I will have a plan in my head I’m following. It’s important I communicate that so you don’t panic if we seem way off track.” Having done this now hundreds and hundreds of times I will let the prospect lead a lot… because I want to listen.
If it’s my first visit with a team member I’ll tell them to imagine a physical ball. Just like one of those retreats, you can only talk when you have the ball. I will carry the ball. When the prospect opens her mouth she ALWAYS has the ball. And, in order to manage the flow of the call I will deliberately pass the ball. For example, “Jim, could I ask you to share a little bit with Ms. Prospect about our outreach program?”
One leader. Not two. Not three. Definitely not zero.