Confessions of a Deal Junkie
Pictured above: Dawn was named a 2015 Woman on the Move by the Greater Houston Women’s Chamber. She is pictured here with her former colleagues and friends from Balfour Beatty Construction.
I don’t take credit for coining the “Deal Junkie” term.
I DO identify with it, as I love the art of the deal; most any deal.
To me, there is no greater high in the world than when I win a new project. I love setting up the strategy and positioning with the team and really getting curious to dig in and identify where the client’s largest challenges have been in the past. In essence, I become a problem finder, as well as a problem solver.
Knowing this about myself also helps when the cycle ends, and the deals seem more and more evasive to secure. Even when your position consists of putting yourself out “there” so publicly day after day, year after year, the defeats never become easier.
I’ve witnessed times when we are doing everything humanly possible for success but continue to come in second, or sometimes even last place. Sometimes, we are so consumed with the win that our ego steps in to derail and sabotage our efforts. In those instances, we are more focused on our own self-interests (disguised as goals) than we are in serving our clients.
Are you in a slump? Do you continue to get close, but just can’t make it over the finish line? Or, are your clients stalling out before you ever get to second base?
During these dry spells, it’s only human to question your capabilities. In fact, if you are prone to Imposter Syndrome Experiences, then your inner voice will become more loudly vocal with what seems to be compelling negative arguments about your deficits. During these times especially, it is imperative to develop self-awareness to stop them in their tracks (and to surround yourself with a network of supporters to remind you of your greatness.)
REMEMBER: The common denominator in the previous victories, as well as failures is YOU!
Now’s the time to take a step back and get reflective. Ask yourself what has happened between your last successes and your current losses.
Has the environment changed due to economic conditions, competitive differences, market technological/process advancements or other adjustments which now make your service offering obsolete?
If they have, then are you adaptable to these environmental changes to ensure long-term sustainability of your organization? Keep in mind, you never want to be the Kodak film company in an innovative, digital world. Even small modernizations implemented in your company can keep you from becoming a dinosaur.
Additionally, don’t be a victim or blame others. Own your role in your current state.
Rally your troops and armor up by:
– Requesting debriefs of both your losses, as well as your wins. Yes; I glean more information from my wins as I learn which strategies/messages landed best with clients so that I can rinse and repeat often!
– Retooling and rebranding the service offering based upon the research from those debriefs, as well as market intel and engagement, empowerment, accountability, measurability, etc. by your team.
– Gathering supplemental information and testimonials/references of previous successes to develop client case studies with statistics and value proofs to support new business outreach, as well as advance a social media presence. How do I write this blog post with so much conviction, clarity and assurance of its content?
Because failures have happened and continue to occur to me regularly.
As I’ve recognized, disappointments typically occur for me about 2-2.5 years into my tenure with a company. That’s why I have to utilize the tactics that I mentioned earlier to pivot (and/or enhance) my service offering. Doing so ignites my fire and passion to serve again so that my energy and drive are fueled.
For now, I’m in the creative segment of self-reflection, exploration and visioning. Stay tuned as new levels are never far behind as a fresh chapter awaits. I recognize that mine is a drive, hard-wired into my DNA; it’s why and how I feed my “Deal Junkie.”
What fuels your drive? I’d love to hear about your inspiration and tactics; email me at dlandry@authentizity.com.
NOTE: For more information about several of the topics mentioned in this blog post, refer my other postings from earlier this year including:
– Problem Solver Post: https://authentizity.com/curiosity/
– Imposter Syndrome Post: https://authentizity.com/imposter-syndrome/
– The Secret Sauce to Business Development: https://authentizity.com/the-secret-sauce-to-business-development/
