Abt-AssociatesArthur D Little

“Who are you?”
Gautama Buddha, Pete Townshend

Look inside, look around. What makes you tick? How do you see yourself and how do others see you? How consistent are perceptions of you among people up, down, across and outside the organization? (link will go to assessments)

“Plans are of little importance, but planning is essential.”
Winston Churchill

Think strategically, tactically, on paper, on your feet. Construct clear, logical messages to present formally and sort your thoughts quickly when speaking on the fly. (link will go to Patterns of Persuasion)

“You can’t fake listening. It shows.”
Raquel Welch

Listen with your eyes and ears. Read people and the subtle cues they send. Note what’s said, what’s not said, the meaning behind the words, what your next move should be. (link will go to programs)

“There is no sense in doing a lot of barking if you don’t really have anything to say.”

Talk so people listen. Strike the right balance between inquiring and asserting. Think about who’s doing what, when and how when offering your response to their response to your response. (link to programs)

Ask good questions that provoke thought and make sense in context, as a result of listening attentively. Go wide or deep by conscious choice and frame questions appropriately to the person.

Be clear and memorable when making assertions: speeches, presentations, informal remarks, stories, opinions and responses to questions. Tie them closely to what interests your audience.

“Be present in all things.”
Maya Angelou

Focus your attention in the moment, completely. Connect fully with a message that matters to you and your audience. Let your physical, mental and emotional energy express what your words can only begin to say. (link to Dynamics of Presence)

  • Dynamics of Presence
  • Patterns of Persuasion
  • Presenting to Decision-makers
  • Talking to the Media
  • Customer-focused Dialogues
  • Challenging Conversations
  • The Message is You
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