On the Enterprise Software Podcast

espodcastAt Sage Summit 2015, I had the honor of being interviewed by Bob McAdam, Todd McDaniel, and Darcy Boerio, hosts of the Enterprise Software Podcast. They “talk all things enterprise software a couple of time each month.”

Specifically, they wanted me to talk about value pricing, but the conversation ranges from hanging out at the Mint Lounge (now known as the Spirits Lounge – see photo below) in the Holiday Inn in Fargo, ND to the best pizza place in Allen, TX.

spiritsYou can tell by listening that I was pretty amped up on adrenaline from being at Sage Summit. In fact, I blathered on so long they had to break it up into two episodes. That said, I think I did a pretty good job of sharing some of the basics of value pricing including why timesheets need to be trashed, the need to “move off the solution,” and how to work through Mahan Khalsa’s Five Golden Questions in order to extract the understanding of the value to the customer.

Have a list to both right here:

Part One

Part Two

Sage Summit 2015 Session – Changing conversations by asking effective questions

This is the third in a series of three posts I will be doing featuring slides and audio from my sessions at Sage Summit 2015. Sorry that the audio is not quite the best.

Changing conversations by asking better questions

This session is dedicated to the possibility that professionals can greatly increase the value they provide to their customers if they hone their skills at asking better, more effective questions. Developing and enhancing this skill is not easy because it requires us to rethink and relearn conversation habitss. If you would like to learn how this questioning approach can strengthen your customer conversations, join Ed Kless us for this discussion-based session.

Slides

 

Listen

Sage Summit Sessions – Creating vision and strategy

Unfortunately, the audio for these two sessions did not turn out at all listenable. Therefore, I am ust posting the abstracts and the slides. Please feel free to comment or contact me if you have any questions.

Creating shared vision in a small business

Have you defined a vision for your company and shared it with your teams? A shared vision enlists others in the work and provides guiding principles for day to day activities. Creating a shared vision can be hard work because it requires you to examine goals and beliefs and weave them into a cohesive picture of your future. If you’re ready to start this work on behalf of your organization, join Ed Kless to make this part of your 2015 action plan.

Slides

Creating strategy in a small business

Even small organizations can create and execute meaningful strategic plans. Creating a well-defined strategy is hard work and not for everyone, as it requires us to begin to say “no” to stuff we usually say “yes” to. You are hereby invited by facilitator Ed Kless, to open a dialogue about how best to go about creating a strategy for your small business organization.

Slides

Sage Summit 2015 Session – Leadership in the age of the quick fix

This is the second in a series of three posts I will be doing featuring slides and audio from my sessions at Sage Summit 2015. Sorry that the audio is not quite the best.

Leadership in the age of the quick fix

Leadership thinking is is often based on manipulation – trying to “get someone to do something” which isn’t necessarily effective. Coming to terms with this idea is difficult and not for everyone because it requires us to examine some of our most deeply held beliefs and either dismiss them or at least think differently about them. If you are interested in rethinking the way you approach leadership, you are invited to attend this session.

Slides

Listen

Sage Summit 2015 Session – Measure what matters

This is the first in a series of three posts I will be doing featuring slides and audio from my sessions at Sage Summit 2015. Sorry that the audio is not quite the best. 

Measuring what matters (to customers)

Do your performance metrics reflect what’s truly important to your customers? This session explores the ways companies can increase financial performance by changing from inwardly facing measurements to measurements that extend outside the firm. Changing these metrics often requires firms to think differently than they have in the past. If you’re ready to think differently about your company’s measurement systems (or think you might be ready to think differently), join this conversational session facilitated by Ed Kless.

Slides

Listen

Everything I Needed to Know about Consulting My Daughter Learned in Kindergarten

As of last Friday, our daughter is a first grader, at least that is what she told me.

Actually, I asked her on the morning of the last day of school, “Cara, when do you become a ‘first grader’? Today after school? Over the summer? In August when you go back to school?”

Without hesistation she stated it was as soon as she left the school building later in the day. She also reminded me that she had mastered the “Rules of Kindergarten” and proceeded to remind me what they were.

If you can’t quite make them out, they are:

  1. Follow directions quickly.
  2. Use helpful hands and words.
  3. Stay on task.
  4. Make smart choices.

Some of you may recall Robert Fulghum’s classic All I Really Need to Know I Learned in Kindergarten. While his sixteen exhortions are pretty dang good advice. I think Cara’s rules take it to the next level with regard to a career in consulting.

My personal favorite in “Stay on task,” mostly because it is the one with which I have the most trouble.

My latest interview on value project management and pricing

I’m excited to share with you a recent interview I did with the Growing Your Firm Podcast with David Cristello. 

  • This interview is filled with actionable insights on: 
  • The trap of focusing on effort over duration
  • How to implement value pricing and management for your clients
  • And even why I prefer the term “customers” over “clients”

You can listen to the entire interview (for free!) here: http://jetpackworkflow.com/value-billing-ed-kless-verasage/

Slides from MAX-558 Healing Leadership

Below are the slides from my session at Sage Summit 2014 entitle Healing Leadership. I am indebted to both Howard Hansen and Steve Geske for their remarkable work on this topic and their willingness to allow me to present it. I hope I did it justice.

For more  this topic and to join in the conversation, join the Healing Leaders Facebook page at https://www.facebook.com/healingleaders

In addition, you can by their book, Healing Leadership – A Survival Guide for the Enlightened Leader at Amazon. I give it my personal guarantee, if you do not like it I will buy it back from you.

Creating a new future: Partnering in the age of the cloud

On Monday, July 28, 2014, at 3:30pm – 5:00pm PT, I will have the honor of being the emcee for a special session at Sage Summit 2014 exclusively for Sage Partners. The session is entitled Creating a new future: Partnering in the age of the cloud. We will feature Partners as well as Sage team members in casual conversation (read unscripted) on a Tonight Show type set.

This session is dedicated to the possibility that partners will be more successful in the future if they are willing to transform their business model to better reflect the realities of the new market place. This is hard work as it requires us to think differently about our preconceived notions of the past and future. If you are interested in actively participating in the creation of the future, this session is for you. This session is for all partners of Sage regardless of product.

The links below are to Sage Thought Leadership podcasts featuring the named guest.

Here is the tentative agenda:

  • 3:30 – Opening monologue – me
  • 3:40 – Partnering in the future – Joe Langner
  • 3:55 – Partnering with CRM – Peter Wolf and David Beard
  • 4:10 – Position the total solution with a vertical approach – Jeff Roth and Bill Reitz
  • 4:25 – Innovating mobile solutions – Dom Pernai and Doug LaBahn
  • 4:40 – Peering into the future – Stan Mork and Donald Deshaies
  • 4:55 – Closing – moi

My Sage Summit 2014 Sessions

Well, it is official. I will be doing some speaking at Sage Summit 2014 in July.

In addition to hosting a general session for all Sage Partners on Monday from 3:30 to 5:00, I will delivering some fun content during the show to all Partners and Customers.

  1. BUS-559 Increasing user adoption on Tuesday from 10:30 to noon. This session is based on my conversations last year with customers during Sage City. I was surprised at how many current customers struggled with user adoption. Topics will include: identifying and dealing with resistance and leading during times of change.
  2. MAX-558 Healing leadership on Tuesday from 1:30 to 2:30. I am thrilled to have the permission of my mentors Howard Hansen and Steve Geske to include this topic this year. We will cover emotional triangles and chronic versus transactional anxiety.
  3. IND-561 Economics in one game on Wednesday from 4 to 5. This is an expanded version of my Inspire Tour keynote presentation. It includes an additional round in the game, a deeper dive into some of the economic data and some fun videos that I did not have time to show during the keynote version on the road.
  4. IND-560 Top ten business myths on Thursday from 11-11:45. This session will be a rapid fire look at these myths and includes a 10 minute question and answer period.

I would ask my Sage Partner friends to promote some of these sessions to your customers and maybe even plan to attend with them. As always, I think they will promote healthy conversations.

If you have any thoughts on these sessions, please feel free to comment below or send me an email.