Podcast appearances and mentions of linda klein

Play Episode Listen Later Dec 6, 2022 4:55

In the last episode, we talked about how to have a system, plan, or campaign of helpfulness in place for the first couple of months when you meet someone new. This is something that you don't want to do for everyone but for a few really important people that you meet. In this episode of Real Relationships Real Revenue, I'm sharing ways to follow up in a hireable way. Topics We Cover in This Episode: How to take notes when meeting new people Why you need to do this immediately when meeting someone The most important thing you can do is write those things down. It will help you remember that person and give you some great things to follow up on. Don't fall into the trap of thinking you'll come up with new ways to follow up after the fact. If you want to learn more about following up and how much success it can bring you, make sure to listen to my conversation with Linda Klein. I think it'll really bring to life the idea of helpful follow-up. Resources Mentioned: Listen to my conversation with Linda Klein

topics we cover linda klein

How to Follow Up in a Hireable Way

Play Episode Listen Later Dec 6, 2022 4:55

In the last episode, we talked about how to have a system, plan, or campaign of helpfulness in place for the first couple of months when you meet someone new. This is something that you don't want to do for everyone but for a few really important people that you meet. In this episode of Real Relationships Real Revenue, I'm sharing ways to follow up in a hireable way. Topics We Cover in This Episode: How to take notes when meeting new people Why you need to do this immediately when meeting someone The most important thing you can do is write those things down. It will help you remember that person and give you some great things to follow up on. Don't fall into the trap of thinking you'll come up with new ways to follow up after the fact. If you want to learn more about following up and how much success it can bring you, make sure to listen to my conversation with Linda Klein. I think it'll really bring to life the idea of helpful follow-up. Resources Mentioned: Listen to my conversation with Linda Klein

topics we cover linda klein

How to Follow Up in a Hireable Way

Good Grief with Cheryl Jones

Play Episode Listen Later Dec 6, 2022 4:55

In the last episode, we talked about how to have a system, plan, or campaign of helpfulness in place for the first couple of months when you meet someone new. This is something that you don't want to do for everyone but for a few really important people that you meet. In this episode of Real Relationships Real Revenue, I'm sharing ways to follow up in a hireable way. Topics We Cover in This Episode: How to take notes when meeting new people Why you need to do this immediately when meeting someone The most important thing you can do is write those things down. It will help you remember that person and give you some great things to follow up on. Don't fall into the trap of thinking you'll come up with new ways to follow up after the fact. If you want to learn more about following up and how much success it can bring you, make sure to listen to my conversation with Linda Klein. I think it'll really bring to life the idea of helpful follow-up. Resources Mentioned: Listen to my conversation with Linda Klein

topics we cover linda klein

Loss and Grief: Personal Stories of Healthcare Professionals

Play Episode Listen Later Nov 9, 2022 55:36

Those of us who work in the healthcare world experience personal losses like all other humans. Sometimes our losses lead to our career choices and sometimes we are integrating losses into already established careers. How do we combine personal loss into our roles? And what happens when a loss of health and capacity lead to the need to step away form work we have been deeply committed to? As we talk about a recent book release of stories from health care professionals, we deepen our understanding of the ways loss and profession interweave. Are there ways a professional perspective helps our relationship to loss? Or sometimes does it not help? Join me with Cheryl Krauter, a contributor to Loss and Grief: Personal Stories of Doctors and Other Healthcare Professionals and Linda Klein, ones of its editors as we explore the book and its message.

health internet talk doctors loss radio wellness grief healthcare selfhelp personal stories good grief health care professionals voiceamerica cheryl jones linda klein

Loss and Grief: Personal Stories of Healthcare Professionals

Good Grief with Cheryl Jones

Play Episode Listen Later Nov 9, 2022 55:36

Those of us who work in the healthcare world experience personal losses like all other humans. Sometimes our losses lead to our career choices and sometimes we are integrating losses into already established careers. How do we combine personal loss into our roles? And what happens when a loss of health and capacity lead to the need to step away form work we have been deeply committed to? As we talk about a recent book release of stories from health care professionals, we deepen our understanding of the ways loss and profession interweave. Are there ways a professional perspective helps our relationship to loss? Or sometimes does it not help? Join me with Cheryl Krauter, a contributor to Loss and Grief: Personal Stories of Doctors and Other Healthcare Professionals and Linda Klein, ones of its editors as we explore the book and its message.

health internet talk doctors loss radio wellness grief healthcare selfhelp personal stories good grief health care professionals voiceamerica cheryl jones linda klein

Loss and Grief: Personal Stories of Healthcare Professionals

Good Grief with Cheryl Jones

Play Episode Listen Later Nov 9, 2022 55:36

Those of us who work in the healthcare world experience personal losses like all other humans. Sometimes our losses lead to our career choices and sometimes we are integrating losses into already established careers. How do we combine personal loss into our roles? And what happens when a loss of health and capacity lead to the need to step away form work we have been deeply committed to? As we talk about a recent book release of stories from health care professionals, we deepen our understanding of the ways loss and profession interweave. Are there ways a professional perspective helps our relationship to loss? Or sometimes does it not help? Join me with Cheryl Krauter, a contributor to Loss and Grief: Personal Stories of Doctors and Other Healthcare Professionals and Linda Klein, ones of its editors as we explore the book and its message.

health internet talk doctors loss radio wellness grief healthcare selfhelp personal stories good grief health care professionals voiceamerica cheryl jones linda klein

Dynamic Meeting Prep: How to Prepare for Your Business Development Meetings

Play Episode Listen Later Oct 24, 2022 5:09

This week on Real Relationships Real Revenue, we are going to be talking about preparing for business development meetings using a technique or method that we call Dynamic Meeting Prep, or DMP. There's a lot of research that shows that you play how you practice, so how you mentally prepare for these meetings is how you play. Topics We Cover in This Episode: How to think about client meetings Preparing for different scenarios It's so important to prepare for these meetings ahead of time. Don't fall into the trap of not preparing in advance. You don't want to practice what to say, you want to prepare for flexibility. There are so many things that could happen in your meeting so you want to think about those different scenarios and segments of the meetings and what you do in each one. If you want to learn more about dynamic meeting preparation, make sure to check out my interview with Linda Klein. The way she prepares and communicates is fantastic so I think you're really going to enjoy this interview. Resources Mentioned: Listen to my conversation with Linda Klein

preparing prep business development meetings dynamic dmp topics we cover linda klein

Dynamic Meeting Prep: How to Prepare for Your Business Development Meetings

Play Episode Listen Later Oct 24, 2022 5:09

This week on Real Relationships Real Revenue, we are going to be talking about preparing for business development meetings using a technique or method that we call Dynamic Meeting Prep, or DMP. There's a lot of research that shows that you play how you practice, so how you mentally prepare for these meetings is how you play. Topics We Cover in This Episode: How to think about client meetings Preparing for different scenarios It's so important to prepare for these meetings ahead of time. Don't fall into the trap of not preparing in advance. You don't want to practice what to say, you want to prepare for flexibility. There are so many things that could happen in your meeting so you want to think about those different scenarios and segments of the meetings and what you do in each one. If you want to learn more about dynamic meeting preparation, make sure to check out my interview with Linda Klein. The way she prepares and communicates is fantastic so I think you're really going to enjoy this interview. Resources Mentioned: Listen to my conversation with Linda Klein

preparing prep business development meetings dynamic dmp topics we cover linda klein

Dynamic Meeting Prep: How to Prepare for Your Business Development Meetings

Life Curation Podcast by Andrina Tisi

Play Episode Listen Later Oct 24, 2022 5:09

This week on Real Relationships Real Revenue, we are going to be talking about preparing for business development meetings using a technique or method that we call Dynamic Meeting Prep, or DMP. There's a lot of research that shows that you play how you practice, so how you mentally prepare for these meetings is how you play. Topics We Cover in This Episode: How to think about client meetings Preparing for different scenarios It's so important to prepare for these meetings ahead of time. Don't fall into the trap of not preparing in advance. You don't want to practice what to say, you want to prepare for flexibility. There are so many things that could happen in your meeting so you want to think about those different scenarios and segments of the meetings and what you do in each one. If you want to learn more about dynamic meeting preparation, make sure to check out my interview with Linda Klein. The way she prepares and communicates is fantastic so I think you're really going to enjoy this interview. Resources Mentioned: Listen to my conversation with Linda Klein

preparing prep business development meetings dynamic dmp topics we cover linda klein

She Was The First: Conversations with Women Trailblazers featuring Linda Klein

She's Got GAWL

Play Episode Listen Later Oct 17, 2022 30:38

The Georgia Bar Association was founded in 1884. In 1964, it was replaced by the State Bar of Georgia. Neither organization had a woman president until Linda Klein came along. A longtime GAWL member, Linda Klein is known both nationally and internationally as an innovator and thought leader. As a result, her lecture schedule has included presentations in France, Poland, Sweden, Spain, Russia, Croatia, Japan, Great Britain, and Canada. Attorney Klein is also past president of the American Bar Association-the world's largest voluntary professional organization. In recognition of her commitment to public service, President Jimmy Carter appointed her to serve on the Carter Center Board of Counselors. Not surprisingly, she was selected as one of the 100 most powerful and influential Georgians. However, what may come as a surprise is the fact that she didn't initially set out to become the first woman president of the State Bar of Georgia. In this episode, she discusses with host Ebony Phillips the chain of events that set her historic 1997 tenure as president in motion and shares words of wisdom for those who may be considering becoming “the first.” Tune in! --- Send in a voice message: https://anchor.fm/shesgotgawl/message

women canada conversations france japan russia spain sweden poland counselors great britain croatia jimmy carter trailblazers georgian american bar association state bar linda klein gawl

067 | In Freiheit Verbunden. In Verbindung Frei Sein - Linda Klein

Play Episode Listen Later Aug 5, 2022 48:52

In Freiheit verbunden und gleichzeitig in Verbindung frei zu sein. Wie kommen wir dahin? Zunächst sprechen wir darüber, was Verbundenheit überhaupt ist. Linda Klein und ich sprechen über die Verbundenheit zwischen Menschen, zu uns selbst und auch, sich allem was ist verbunden zu fühlen. Wie wir dies im Leben wahrnehmen und ansteuern können, unabhängig davon wo man sich befindet - örtlich aber auch in Bezug auf die Lebenssituation. Es ist auch wichtig, zu verstehen, dass sich diese beiden Grundbedürfnisse - Freisein und Verbundensein - nicht gegenseitig ausschliessen. Wir sprechen auch über die innere und äussere Freiheit. Das führt uns direkt zu “Next Level Beziehungen”, bei denen es darum geht, sich wahrhaftig zu zeigen, mit all seinen Bedürfnissen und Wünschen. Linda erklärt uns auch was Beziehungsmuster sind, wie sie entstehen können und wie wir sie transformieren. Linda Klein ist Psychologin, integrative Traumatherapeutin und ganzheitlicher Coach und begleitet Einzelpersonen und Paare raus aus alten Bindungsmustern und festgefahrenen Beziehungsdynamiken hin zu wahrhaftig nährenden und glücklichen Beziehungen. Ihr Wissen und ihre Erfahrungen gibt sie auch in ihrem Podcast „Next Level Beziehungen - In Freiheit verbunden. In Verbindung frei sein“ weiter, denn sie wünscht sich eine Welt, in der wir alle mehr und mehr wahrhaftig verbunden sind - mit uns selbst, mit anderen und mit allem was ist. ____________________ LINKS TO LINDA Website: https://linda-klein.com/ Facebook: https://www.facebook.com/linda.klein.94/ Instagram: https://www.instagram.com/linda.klein_/ Podcast: www.linda-klein.com/podcast ____________________ LINKS MENTIONED IN THE INTERVIEW Slow Sex by Diana Richardson: https://amzn.to/3BrDoSu Podcast Episode “Sowohl als auch - Embracing All Possibilities and Sensations”: https://andrinatisi.com/episode-066/ ____________________ CONNECT WITH ME Website: www.andrinatisi.com Instagram: www.instagram.com/andrinatisi/ Facebook: https://www.facebook.com/andrinatisiLIFECURATION

Going Back In Time, What Linda Klein, Henning Streubel, and Brian Cafferelli Would Say To Their Younger Self

Play Episode Listen Later Jul 25, 2022 43:00

Mo asks Linda Klein: If you could record a video around business development and send it back to your younger self, what would it say? Business development is about passion. Life is about passion. Don't lose your passion for getting involved. Helping others is the most satisfying thing you can do. In so many ways it's easier to make a dollar than it is to make a difference, but you can do both at the same time. Take the time to get good at what you do first, and then you'll have something valuable to sell. If you're going to say no, say it with kindness. “People will forget what you said and what you did, but they will never forget how you made them feel.” -Maya Angelou Treat people right. People you interact with today may be future clients and you should treat them with respect and kindness. If you're passionate about what you do, it will come through in your authenticity. Some of your best experiences will come from wasting time. If you rigidly plan, you might say no to something that is an incredible opportunity. Mo asks Henning Streubel: If you could record a video around relationship development and send it back to your younger self, what would it say? Henning would send three points back. The first is that you have to care about the people. You can only develop relationships when you care about the other person and their issues. When you are engaging with them, it's not about just showcasing your expertise and what you know. It's about listening to them and what they want. If you come with a cookie-cutter approach, you won't establish trust. Understanding what the other person needs and bringing a customized approach is the key to trust. This kind of work is a team sport. Think about how you can compliment your own skills and strengths with your team so you can offer a holistic value to your clients. The basis for all those lessons is that you aren't born with these skills and consistently learning them over time is okay. It is vital to respect the individual clients and companies that you work with. Not everything goes to plan. For Henning, he overcomes setbacks very quickly by looking forward rather than backwards. Feel the pain and then move on. Everybody needs to find their own way of processing pain, leverage the learning, and move forward again. It doesn't help us as a society or as leaders to dwell on setbacks for too long. For Henning, that means going for a run or a bike ride. For others, that could be having a conversation with someone they trust. Mo asks Brian Caffarelli: If you could record a video around business development and send it back to your younger self, what would it say? If you think selling is hard, buying is harder. Brian would want to tell his younger self that if he was more in tune and empathetic to the struggles of the buyer, sales wouldn't be as hard. When you feel stuck with sales, realize that the buyer is even more stuck. To create a great buying experience, deconstruct as many of the little decisions that need to be made before the purchase decision. Get a sense of where you are in the process and the personal motivations of the other person for the stage they are at. As the guide, it's your job to help the buyer understand what the next step is and move them forward when they are ready. Look into the past and see if your organization or you personally did something similar before. You might find challenges that were overcome and lessons that can be applied right now. In the early stages of the buying journey, the buyer doesn't necessarily realize the enormity or the complexity of the problem they are trying to solve. When trying to create demand, it's problem knowledge and not product knowledge that moves the needle. Empathy is the keyword. Buyers are trying to make a really hard decision and the better you understand the buying challenges the more likely you are to being able to solve their problem. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw linkedin.com/in/henning-streubel-phd on.bcg.com/henning - Use the envelope icon on this page to get in touch with Henning directly brian.caffarelli@stsconsulting.com linkedin.com/in/briancaffarelli

business empathy buyers going back henning younger self back in time linda klein episode growbigplaybook

Going Back In Time, What Linda Klein, Henning Streubel, and Brian Cafferelli Would Say To Their Younger Self

Play Episode Listen Later Jul 25, 2022 43:00

Mo asks Linda Klein: If you could record a video around business development and send it back to your younger self, what would it say? Business development is about passion. Life is about passion. Don't lose your passion for getting involved. Helping others is the most satisfying thing you can do. In so many ways it's easier to make a dollar than it is to make a difference, but you can do both at the same time. Take the time to get good at what you do first, and then you'll have something valuable to sell. If you're going to say no, say it with kindness. “People will forget what you said and what you did, but they will never forget how you made them feel.” -Maya Angelou Treat people right. People you interact with today may be future clients and you should treat them with respect and kindness. If you're passionate about what you do, it will come through in your authenticity. Some of your best experiences will come from wasting time. If you rigidly plan, you might say no to something that is an incredible opportunity. Mo asks Henning Streubel: If you could record a video around relationship development and send it back to your younger self, what would it say? Henning would send three points back. The first is that you have to care about the people. You can only develop relationships when you care about the other person and their issues. When you are engaging with them, it's not about just showcasing your expertise and what you know. It's about listening to them and what they want. If you come with a cookie-cutter approach, you won't establish trust. Understanding what the other person needs and bringing a customized approach is the key to trust. This kind of work is a team sport. Think about how you can compliment your own skills and strengths with your team so you can offer a holistic value to your clients. The basis for all those lessons is that you aren't born with these skills and consistently learning them over time is okay. It is vital to respect the individual clients and companies that you work with. Not everything goes to plan. For Henning, he overcomes setbacks very quickly by looking forward rather than backwards. Feel the pain and then move on. Everybody needs to find their own way of processing pain, leverage the learning, and move forward again. It doesn't help us as a society or as leaders to dwell on setbacks for too long. For Henning, that means going for a run or a bike ride. For others, that could be having a conversation with someone they trust. Mo asks Brian Caffarelli: If you could record a video around business development and send it back to your younger self, what would it say? If you think selling is hard, buying is harder. Brian would want to tell his younger self that if he was more in tune and empathetic to the struggles of the buyer, sales wouldn't be as hard. When you feel stuck with sales, realize that the buyer is even more stuck. To create a great buying experience, deconstruct as many of the little decisions that need to be made before the purchase decision. Get a sense of where you are in the process and the personal motivations of the other person for the stage they are at. As the guide, it's your job to help the buyer understand what the next step is and move them forward when they are ready. Look into the past and see if your organization or you personally did something similar before. You might find challenges that were overcome and lessons that can be applied right now. In the early stages of the buying journey, the buyer doesn't necessarily realize the enormity or the complexity of the problem they are trying to solve. When trying to create demand, it's problem knowledge and not product knowledge that moves the needle. Empathy is the keyword. Buyers are trying to make a really hard decision and the better you understand the buying challenges the more likely you are to being able to solve their problem. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw linkedin.com/in/henning-streubel-phd on.bcg.com/henning - Use the envelope icon on this page to get in touch with Henning directly brian.caffarelli@stsconsulting.com linkedin.com/in/briancaffarelli

business empathy buyers going back henning younger self back in time linda klein episode growbigplaybook

Going Back In Time, What Linda Klein, Henning Streubel, and Brian Cafferelli Would Say To Their Younger Self

Play Episode Listen Later Jul 25, 2022 43:00

Mo asks Linda Klein: If you could record a video around business development and send it back to your younger self, what would it say? Business development is about passion. Life is about passion. Don't lose your passion for getting involved. Helping others is the most satisfying thing you can do. In so many ways it's easier to make a dollar than it is to make a difference, but you can do both at the same time. Take the time to get good at what you do first, and then you'll have something valuable to sell. If you're going to say no, say it with kindness. “People will forget what you said and what you did, but they will never forget how you made them feel.” -Maya Angelou Treat people right. People you interact with today may be future clients and you should treat them with respect and kindness. If you're passionate about what you do, it will come through in your authenticity. Some of your best experiences will come from wasting time. If you rigidly plan, you might say no to something that is an incredible opportunity. Mo asks Henning Streubel: If you could record a video around relationship development and send it back to your younger self, what would it say? Henning would send three points back. The first is that you have to care about the people. You can only develop relationships when you care about the other person and their issues. When you are engaging with them, it's not about just showcasing your expertise and what you know. It's about listening to them and what they want. If you come with a cookie-cutter approach, you won't establish trust. Understanding what the other person needs and bringing a customized approach is the key to trust. This kind of work is a team sport. Think about how you can compliment your own skills and strengths with your team so you can offer a holistic value to your clients. The basis for all those lessons is that you aren't born with these skills and consistently learning them over time is okay. It is vital to respect the individual clients and companies that you work with. Not everything goes to plan. For Henning, he overcomes setbacks very quickly by looking forward rather than backwards. Feel the pain and then move on. Everybody needs to find their own way of processing pain, leverage the learning, and move forward again. It doesn't help us as a society or as leaders to dwell on setbacks for too long. For Henning, that means going for a run or a bike ride. For others, that could be having a conversation with someone they trust. Mo asks Brian Caffarelli: If you could record a video around business development and send it back to your younger self, what would it say? If you think selling is hard, buying is harder. Brian would want to tell his younger self that if he was more in tune and empathetic to the struggles of the buyer, sales wouldn't be as hard. When you feel stuck with sales, realize that the buyer is even more stuck. To create a great buying experience, deconstruct as many of the little decisions that need to be made before the purchase decision. Get a sense of where you are in the process and the personal motivations of the other person for the stage they are at. As the guide, it's your job to help the buyer understand what the next step is and move them forward when they are ready. Look into the past and see if your organization or you personally did something similar before. You might find challenges that were overcome and lessons that can be applied right now. In the early stages of the buying journey, the buyer doesn't necessarily realize the enormity or the complexity of the problem they are trying to solve. When trying to create demand, it's problem knowledge and not product knowledge that moves the needle. Empathy is the keyword. Buyers are trying to make a really hard decision and the better you understand the buying challenges the more likely you are to being able to solve their problem. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw linkedin.com/in/henning-streubel-phd on.bcg.com/henning - Use the envelope icon on this page to get in touch with Henning directly brian.caffarelli@stsconsulting.com linkedin.com/in/briancaffarelli

business empathy buyers going back henning younger self back in time linda klein episode growbigplaybook

The Business Development Story That Changed Everything for Linda Klein, Jonathan Reckford, and Henning Streubel

Play Episode Listen Later Jul 19, 2022 41:09

Mo asks Linda Klein: Tell us a business development story that you are particularly proud of. Many years ago Linda did a favor for an accountant without sending him a bill. Five years later, the accountant called mainly to thank her and ask if she could help a friend of his. The new client was entering a mature market with lots of competition, but after Linda helped him start and grow his business, within nine months his company was the largest client for Linda's firm. Linda was able to make a difference in two people's lives. For the client, she helped him start a business that changed him and his family's lives, and for the accountant, she impacted him deeply enough for it to come back to her five years later. Linda has developed a business development program by volunteering. Linda doesn't have a lot of free time, but for her, volunteering and being helpful is fun and enjoyable so the business development benefits come naturally. If you're curious and read the news about your clients, you will find opportunities to reach out and be helpful. Being involved in your community gives you scale in meeting new people. Find what you like and get involved in that community. There are an infinite number of opportunities to get involved and meet like-minded people. Mo asks Jonathan Reckford: Tell us a development or growth story that you're really particularly proud of. Jonathan tells the story of a complex corporate partnership between Habitat for Humanity and Hilty, and how they've worked together closely after building a relationship over the years. Each year, the two organizations began to work more closely together and started developing new innovative approaches to achieving their mutual goals. There's not only funding, but it's making both parties better. They are achieving their goals as well inside a full strategic partnership which is much more exciting than just a transactional donor relationship. Jonathan's role was in building trust with the head of the foundation. Without that relationship, the partnership probably wouldn't exist. It also taught Jonathan a lot about building trust and being direct. Mo asks Henning Streubel: Tell us a business development story that you are particularly proud of. Henning's story begins with a rough start where a client CEO read an unflattering internal email about himself that he was never meant to see. Henning went to apologize in person and ended up having a great conversation that turned into an offer to have a second lunch in the future. During the second conversation the client began to open up about the challenges he had been experiencing, and Henning realized that he had gained this CEOs trust. Henning engaged some of his colleagues to help with the challenges the CEO was facing and this created the basis for a larger transformative project with the company. Today, Henning and the CEO are good friends. Henning is most proud about being able to overcome his discomfort with the initial situation and doing the right thing. Growth and comfort can't coexist. The skills needed to develop a relationship aren't innate. You can start right away to develop your skills, and it is possible to add value to someone else's career even when they have more years of experience than you. Henning is always thinking about how to take his professional relationships into a more personal realm because that's where he can deliver the most value. The challenge is in connecting with people with different personalities and experiences and then helping his team do the same thing. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw habitat.org linkedin.com/in/jonathanreckford Our Better Angels: Seven Simple Virtues That Will Change Your Life and the World by Jonathan Reckford linkedin.com/in/henning-streubel-phd on.bcg.com/henning - Use the envelope icon on this page to get in touch with Henning directly

ceo world growth humanity ceos business development habitat changed everything henning hilty linda klein episode growbigplaybook

The Business Development Story That Changed Everything for Linda Klein, Jonathan Reckford, and Henning Streubel

Play Episode Listen Later Jul 19, 2022 41:09

Mo asks Linda Klein: Tell us a business development story that you are particularly proud of. Many years ago Linda did a favor for an accountant without sending him a bill. Five years later, the accountant called mainly to thank her and ask if she could help a friend of his. The new client was entering a mature market with lots of competition, but after Linda helped him start and grow his business, within nine months his company was the largest client for Linda's firm. Linda was able to make a difference in two people's lives. For the client, she helped him start a business that changed him and his family's lives, and for the accountant, she impacted him deeply enough for it to come back to her five years later. Linda has developed a business development program by volunteering. Linda doesn't have a lot of free time, but for her, volunteering and being helpful is fun and enjoyable so the business development benefits come naturally. If you're curious and read the news about your clients, you will find opportunities to reach out and be helpful. Being involved in your community gives you scale in meeting new people. Find what you like and get involved in that community. There are an infinite number of opportunities to get involved and meet like-minded people. Mo asks Jonathan Reckford: Tell us a development or growth story that you're really particularly proud of. Jonathan tells the story of a complex corporate partnership between Habitat for Humanity and Hilty, and how they've worked together closely after building a relationship over the years. Each year, the two organizations began to work more closely together and started developing new innovative approaches to achieving their mutual goals. There's not only funding, but it's making both parties better. They are achieving their goals as well inside a full strategic partnership which is much more exciting than just a transactional donor relationship. Jonathan's role was in building trust with the head of the foundation. Without that relationship, the partnership probably wouldn't exist. It also taught Jonathan a lot about building trust and being direct. Mo asks Henning Streubel: Tell us a business development story that you are particularly proud of. Henning's story begins with a rough start where a client CEO read an unflattering internal email about himself that he was never meant to see. Henning went to apologize in person and ended up having a great conversation that turned into an offer to have a second lunch in the future. During the second conversation the client began to open up about the challenges he had been experiencing, and Henning realized that he had gained this CEOs trust. Henning engaged some of his colleagues to help with the challenges the CEO was facing and this created the basis for a larger transformative project with the company. Today, Henning and the CEO are good friends. Henning is most proud about being able to overcome his discomfort with the initial situation and doing the right thing. Growth and comfort can't coexist. The skills needed to develop a relationship aren't innate. You can start right away to develop your skills, and it is possible to add value to someone else's career even when they have more years of experience than you. Henning is always thinking about how to take his professional relationships into a more personal realm because that's where he can deliver the most value. The challenge is in connecting with people with different personalities and experiences and then helping his team do the same thing. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw habitat.org linkedin.com/in/jonathanreckford Our Better Angels: Seven Simple Virtues That Will Change Your Life and the World by Jonathan Reckford linkedin.com/in/henning-streubel-phd on.bcg.com/henning - Use the envelope icon on this page to get in touch with Henning directly

ceo world growth humanity ceos business development habitat changed everything henning hilty linda klein episode growbigplaybook

The Business Development Story That Changed Everything for Linda Klein, Jonathan Reckford, and Henning Streubel

Play Episode Listen Later Jul 19, 2022 41:09

Mo asks Linda Klein: Tell us a business development story that you are particularly proud of. Many years ago Linda did a favor for an accountant without sending him a bill. Five years later, the accountant called mainly to thank her and ask if she could help a friend of his. The new client was entering a mature market with lots of competition, but after Linda helped him start and grow his business, within nine months his company was the largest client for Linda's firm. Linda was able to make a difference in two people's lives. For the client, she helped him start a business that changed him and his family's lives, and for the accountant, she impacted him deeply enough for it to come back to her five years later. Linda has developed a business development program by volunteering. Linda doesn't have a lot of free time, but for her, volunteering and being helpful is fun and enjoyable so the business development benefits come naturally. If you're curious and read the news about your clients, you will find opportunities to reach out and be helpful. Being involved in your community gives you scale in meeting new people. Find what you like and get involved in that community. There are an infinite number of opportunities to get involved and meet like-minded people. Mo asks Jonathan Reckford: Tell us a development or growth story that you're really particularly proud of. Jonathan tells the story of a complex corporate partnership between Habitat for Humanity and Hilty, and how they've worked together closely after building a relationship over the years. Each year, the two organizations began to work more closely together and started developing new innovative approaches to achieving their mutual goals. There's not only funding, but it's making both parties better. They are achieving their goals as well inside a full strategic partnership which is much more exciting than just a transactional donor relationship. Jonathan's role was in building trust with the head of the foundation. Without that relationship, the partnership probably wouldn't exist. It also taught Jonathan a lot about building trust and being direct. Mo asks Henning Streubel: Tell us a business development story that you are particularly proud of. Henning's story begins with a rough start where a client CEO read an unflattering internal email about himself that he was never meant to see. Henning went to apologize in person and ended up having a great conversation that turned into an offer to have a second lunch in the future. During the second conversation the client began to open up about the challenges he had been experiencing, and Henning realized that he had gained this CEOs trust. Henning engaged some of his colleagues to help with the challenges the CEO was facing and this created the basis for a larger transformative project with the company. Today, Henning and the CEO are good friends. Henning is most proud about being able to overcome his discomfort with the initial situation and doing the right thing. Growth and comfort can't coexist. The skills needed to develop a relationship aren't innate. You can start right away to develop your skills, and it is possible to add value to someone else's career even when they have more years of experience than you. Henning is always thinking about how to take his professional relationships into a more personal realm because that's where he can deliver the most value. The challenge is in connecting with people with different personalities and experiences and then helping his team do the same thing. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw habitat.org linkedin.com/in/jonathanreckford Our Better Angels: Seven Simple Virtues That Will Change Your Life and the World by Jonathan Reckford linkedin.com/in/henning-streubel-phd on.bcg.com/henning - Use the envelope icon on this page to get in touch with Henning directly

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John Tigh's, Linda Klein's, and Andrew Robertson's Favorite Business Development Strategy

Play Episode Listen Later Jul 13, 2022 45:17

Mo asks John Tigh: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System? John has been involved in the Snowball System for a long time and the Gravitas Model is a strategy that he uses every single day. It's the perfect framework for taking any conversation where you want to go. It has an incredible level of flexibility and imparts a character to your conversation that people can't help but enjoy. It also gives you the ability to keep the conversation going. When you ask great questions, you get a triple win. With the way the Gravitas Model is designed, they light up the pleasure center of the other person's mind when they are sharing their personal perspective, you learn their priorities in their words, and the questions highly correlate to likability. The more they talk and the less you talk, the more the other person will like you. John's perfect buyer is in the C-Suite or someone dealing with content creation. During a conversation with his perfect buyer, John would talk about what they have in common, the challenges they experienced in the past, and their current role and their current projects. Typically, the goal for each meeting is to secure the next meeting. By addressing the base level mechanical questions, John can take a conversation up to higher level vision-based goals. He often asks people how calm the seas are and what they think the future holds, with a hook at the end about any questions that John didn't ask but should have. John is always looking for an opportunity to offer value in some way or to make a connection or introduction for the other person in an effort to secure the next meeting. The framework is simply built around looking for ways to make the other person look good. Once you get the Gravitas Model in your bones, it really does help every kind of conversation, whether that's spoken or written. Mo asks Linda Klein: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Linda never wants to be unprepared in her work, and the same is true in meeting with a client, which is why Dynamic Meeting Prep is Linda's favorite strategy. A potential client's business always has important area-specific language that they use that you should know. It's amazing how much companies have on their website and what you can learn by doing some research. Those insights are invaluable during a meeting, and preparing for a meeting pays dividends when you land the business because then you have a huge head start. Everybody prepares for delivery meetings but rarely do people prepare for the initial meeting. You can't prepare for the first meeting at a dinner before the meeting day. Research is crucial. Make preparation a priority and get the team strategy outlined ahead of time. Your team needs to show the client that they are seamless, working together and solving the client's problems. Figure out what your goal for the meeting is, what the frame for the meeting is and how to kick it off, what the big questions that might be asked, natural next steps, and potential cliffhangers you can use to get the next meeting. Being direct can be a challenge but being authentic about the fact that you want to simply be helpful is the best approach. Be ready to discuss what the client wants to discuss. The more prepared you are in advance, the easier it will be to switch gears and the more comfortable you will be. Mo asks Andrew Robertson: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Writing down the seven relationships that are the most important to growing the business was a technique that changed the way Andrew thought about business development. Andrew has a lot of great relationships with CEOs in various other businesses, but a lot of them didn't start out at the top. Those relationships were nurtured over time with people that moved up in their organizations or moved around in their industry. Think about how you got into your position and where people are right now that you can connect with. When asked to list our most important relationships, we tend to think of our best current relationships by default, but that's the wrong approach. We should think about the relationships that will have the most impact on our business first. The number seven forces you to make choices and really identify those relationships that will move the needle. Your list should contain people you have a relationship with, people you don't know but would like to have a relationship with, and the people you need to have a relationship with who won't necessarily send you business directly but can help you find it elsewhere. You only have a limited amount of time, so you need to be clear on your priorities, not just around what you do but who the most important people are. Create a shortlist and give yourself a short timeframe to connect and advance the relationship with those people. If someone is not going to make an impact, it's better to figure that out in three months rather than three years. Be thoughtful. Sit on the other side of the desk and empathize with the person you're trying to build a relationship with. Mentioned in this Episode: GrowBIGPlaybook.com john@clevercognitive.com linkedin.com/in/johntigh clevercognitive.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw andrew.robertson@bbdo.com

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John Tigh's, Linda Klein's, and Andrew Robertson's Favorite Business Development Strategy

Play Episode Listen Later Jul 13, 2022 45:17

Mo asks John Tigh: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System? John has been involved in the Snowball System for a long time and the Gravitas Model is a strategy that he uses every single day. It's the perfect framework for taking any conversation where you want to go. It has an incredible level of flexibility and imparts a character to your conversation that people can't help but enjoy. It also gives you the ability to keep the conversation going. When you ask great questions, you get a triple win. With the way the Gravitas Model is designed, they light up the pleasure center of the other person's mind when they are sharing their personal perspective, you learn their priorities in their words, and the questions highly correlate to likability. The more they talk and the less you talk, the more the other person will like you. John's perfect buyer is in the C-Suite or someone dealing with content creation. During a conversation with his perfect buyer, John would talk about what they have in common, the challenges they experienced in the past, and their current role and their current projects. Typically, the goal for each meeting is to secure the next meeting. By addressing the base level mechanical questions, John can take a conversation up to higher level vision-based goals. He often asks people how calm the seas are and what they think the future holds, with a hook at the end about any questions that John didn't ask but should have. John is always looking for an opportunity to offer value in some way or to make a connection or introduction for the other person in an effort to secure the next meeting. The framework is simply built around looking for ways to make the other person look good. Once you get the Gravitas Model in your bones, it really does help every kind of conversation, whether that's spoken or written. Mo asks Linda Klein: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Linda never wants to be unprepared in her work, and the same is true in meeting with a client, which is why Dynamic Meeting Prep is Linda's favorite strategy. A potential client's business always has important area-specific language that they use that you should know. It's amazing how much companies have on their website and what you can learn by doing some research. Those insights are invaluable during a meeting, and preparing for a meeting pays dividends when you land the business because then you have a huge head start. Everybody prepares for delivery meetings but rarely do people prepare for the initial meeting. You can't prepare for the first meeting at a dinner before the meeting day. Research is crucial. Make preparation a priority and get the team strategy outlined ahead of time. Your team needs to show the client that they are seamless, working together and solving the client's problems. Figure out what your goal for the meeting is, what the frame for the meeting is and how to kick it off, what the big questions that might be asked, natural next steps, and potential cliffhangers you can use to get the next meeting. Being direct can be a challenge but being authentic about the fact that you want to simply be helpful is the best approach. Be ready to discuss what the client wants to discuss. The more prepared you are in advance, the easier it will be to switch gears and the more comfortable you will be. Mo asks Andrew Robertson: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Writing down the seven relationships that are the most important to growing the business was a technique that changed the way Andrew thought about business development. Andrew has a lot of great relationships with CEOs in various other businesses, but a lot of them didn't start out at the top. Those relationships were nurtured over time with people that moved up in their organizations or moved around in their industry. Think about how you got into your position and where people are right now that you can connect with. When asked to list our most important relationships, we tend to think of our best current relationships by default, but that's the wrong approach. We should think about the relationships that will have the most impact on our business first. The number seven forces you to make choices and really identify those relationships that will move the needle. Your list should contain people you have a relationship with, people you don't know but would like to have a relationship with, and the people you need to have a relationship with who won't necessarily send you business directly but can help you find it elsewhere. You only have a limited amount of time, so you need to be clear on your priorities, not just around what you do but who the most important people are. Create a shortlist and give yourself a short timeframe to connect and advance the relationship with those people. If someone is not going to make an impact, it's better to figure that out in three months rather than three years. Be thoughtful. Sit on the other side of the desk and empathize with the person you're trying to build a relationship with. Mentioned in this Episode: GrowBIGPlaybook.com john@clevercognitive.com linkedin.com/in/johntigh clevercognitive.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw andrew.robertson@bbdo.com

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John Tigh's, Linda Klein's, and Andrew Robertson's Favorite Business Development Strategy

Play Episode Listen Later Jul 13, 2022 45:17

Mo asks John Tigh: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System? John has been involved in the Snowball System for a long time and the Gravitas Model is a strategy that he uses every single day. It's the perfect framework for taking any conversation where you want to go. It has an incredible level of flexibility and imparts a character to your conversation that people can't help but enjoy. It also gives you the ability to keep the conversation going. When you ask great questions, you get a triple win. With the way the Gravitas Model is designed, they light up the pleasure center of the other person's mind when they are sharing their personal perspective, you learn their priorities in their words, and the questions highly correlate to likability. The more they talk and the less you talk, the more the other person will like you. John's perfect buyer is in the C-Suite or someone dealing with content creation. During a conversation with his perfect buyer, John would talk about what they have in common, the challenges they experienced in the past, and their current role and their current projects. Typically, the goal for each meeting is to secure the next meeting. By addressing the base level mechanical questions, John can take a conversation up to higher level vision-based goals. He often asks people how calm the seas are and what they think the future holds, with a hook at the end about any questions that John didn't ask but should have. John is always looking for an opportunity to offer value in some way or to make a connection or introduction for the other person in an effort to secure the next meeting. The framework is simply built around looking for ways to make the other person look good. Once you get the Gravitas Model in your bones, it really does help every kind of conversation, whether that's spoken or written. Mo asks Linda Klein: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Linda never wants to be unprepared in her work, and the same is true in meeting with a client, which is why Dynamic Meeting Prep is Linda's favorite strategy. A potential client's business always has important area-specific language that they use that you should know. It's amazing how much companies have on their website and what you can learn by doing some research. Those insights are invaluable during a meeting, and preparing for a meeting pays dividends when you land the business because then you have a huge head start. Everybody prepares for delivery meetings but rarely do people prepare for the initial meeting. You can't prepare for the first meeting at a dinner before the meeting day. Research is crucial. Make preparation a priority and get the team strategy outlined ahead of time. Your team needs to show the client that they are seamless, working together and solving the client's problems. Figure out what your goal for the meeting is, what the frame for the meeting is and how to kick it off, what the big questions that might be asked, natural next steps, and potential cliffhangers you can use to get the next meeting. Being direct can be a challenge but being authentic about the fact that you want to simply be helpful is the best approach. Be ready to discuss what the client wants to discuss. The more prepared you are in advance, the easier it will be to switch gears and the more comfortable you will be. Mo asks Andrew Robertson: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Writing down the seven relationships that are the most important to growing the business was a technique that changed the way Andrew thought about business development. Andrew has a lot of great relationships with CEOs in various other businesses, but a lot of them didn't start out at the top. Those relationships were nurtured over time with people that moved up in their organizations or moved around in their industry. Think about how you got into your position and where people are right now that you can connect with. When asked to list our most important relationships, we tend to think of our best current relationships by default, but that's the wrong approach. We should think about the relationships that will have the most impact on our business first. The number seven forces you to make choices and really identify those relationships that will move the needle. Your list should contain people you have a relationship with, people you don't know but would like to have a relationship with, and the people you need to have a relationship with who won't necessarily send you business directly but can help you find it elsewhere. You only have a limited amount of time, so you need to be clear on your priorities, not just around what you do but who the most important people are. Create a shortlist and give yourself a short timeframe to connect and advance the relationship with those people. If someone is not going to make an impact, it's better to figure that out in three months rather than three years. Be thoughtful. Sit on the other side of the desk and empathize with the person you're trying to build a relationship with. Mentioned in this Episode: GrowBIGPlaybook.com john@clevercognitive.com linkedin.com/in/johntigh clevercognitive.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw andrew.robertson@bbdo.com

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What Business Development REALLY Means, According to Andrew Robertson, Mark Harris, and Linda Klein

Play Episode Listen Later Jul 7, 2022 47:45

Mo asks Andrew Robertson: What is your personal definition of business development? Business development at its best is win/win/win. Your business wins, the client wins, and thirdly, the client is winning so much that they become your best business development ambassador. Raving fans turn into your own personal sales force. Focusing on the win for the client secures the win for the business. If your client wins enough, they become predisposed to become a raving fan, but you still have to ask for it. Do something for them that gets them something of value and gets you even more. Don't assume it will happen automatically. First, recognize that the person you are working with is a person and not just a job title. They have interests and frustrations, and when you understand that there is something you can engage with together. Dinner is a great opportunity to connect with someone outside of the confines and constraints of the work. You can also find a time to accompany them on another aspect of their work and learn more about what they do and what they care about in a way that's not structured like a meeting. The best conversations you can have with a client are the ones where you do 20% of the talking. Figure out questions to act as a stimulus and get them talking. There is value and benefit for people in just having the opportunity to talk. Mo asks Mark Harris: What is your personal definition of business development? Business development means something different to everybody. For Mark, it's all about helping people understand what their needs are (teaching) and then once you find that out it's helping them find the solution they need. Mark focuses on one phrase when going into the first meeting with someone, specifically being “humbly curious”. He's simply looking to understand what motivates someone and where they are coming from, and what's going to help them. Nobody wants to be sold, but everybody likes to buy, especially from people they like. Focusing on the sale is a short-term strategy. Sometimes the right thing is to not sell something. If things aren't a good fit now but might be later, being upfront and telling the prospect the truth is how you can build trust and empathy and secure a valuable long-term relationship. Ask as many questions as you can. When you can train your mind to ask questions and be humbly curious, the world is your oyster and you can bring value to that organization at all times. Mo asks Linda Klein: What is your personal definition of business development? Adding value to a client's business by solving the problem. Service professionals often only look at a client's issue through the lens of their own expertise, but that's not the way to grow a business. Asking for the sale before solving the problem (or diagnosing the problem) isn't going to work. Linda looks for ways to solve client problems that keep them from growing their own business. Sometimes that means referring the client to someone else when the issue is outside her area of expertise. Linda starts solving the problem before a transaction has occurred. We can sense when someone is trying to sell us before any value has really been added to the relationship and it usually makes us want to run away. Go into the first meeting simply to get to know somebody instead of trying to close the sale. When you help someone achieve their goals, you feel great and you increase the odds of them turning into a paying client. When following up, think about who you could connect the person with and what the person said in the initial meeting that you continue the conversation with. If you have taken your time to get to know the industry your prospect is in, you will know where the pain points are and have opportunities to help. The number one thing you can do to be proactive in building relationships is writing down your top five to ten people that are important to your career and using that to make sure you're constantly being helpful. Mentioned in this Episode: GrowBIGPlaybook.com andrew.robertson@bbdo.com Mark_C_Harris@glic.com linkedin.com/in/mark-harris-9ba1b53 lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw

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What Business Development REALLY Means, According to Andrew Robertson, Mark Harris, and Linda Klein

Play Episode Listen Later Jul 7, 2022 47:45

Mo asks Andrew Robertson: What is your personal definition of business development? Business development at its best is win/win/win. Your business wins, the client wins, and thirdly, the client is winning so much that they become your best business development ambassador. Raving fans turn into your own personal sales force. Focusing on the win for the client secures the win for the business. If your client wins enough, they become predisposed to become a raving fan, but you still have to ask for it. Do something for them that gets them something of value and gets you even more. Don't assume it will happen automatically. First, recognize that the person you are working with is a person and not just a job title. They have interests and frustrations, and when you understand that there is something you can engage with together. Dinner is a great opportunity to connect with someone outside of the confines and constraints of the work. You can also find a time to accompany them on another aspect of their work and learn more about what they do and what they care about in a way that's not structured like a meeting. The best conversations you can have with a client are the ones where you do 20% of the talking. Figure out questions to act as a stimulus and get them talking. There is value and benefit for people in just having the opportunity to talk. Mo asks Mark Harris: What is your personal definition of business development? Business development means something different to everybody. For Mark, it's all about helping people understand what their needs are (teaching) and then once you find that out it's helping them find the solution they need. Mark focuses on one phrase when going into the first meeting with someone, specifically being “humbly curious”. He's simply looking to understand what motivates someone and where they are coming from, and what's going to help them. Nobody wants to be sold, but everybody likes to buy, especially from people they like. Focusing on the sale is a short-term strategy. Sometimes the right thing is to not sell something. If things aren't a good fit now but might be later, being upfront and telling the prospect the truth is how you can build trust and empathy and secure a valuable long-term relationship. Ask as many questions as you can. When you can train your mind to ask questions and be humbly curious, the world is your oyster and you can bring value to that organization at all times. Mo asks Linda Klein: What is your personal definition of business development? Adding value to a client's business by solving the problem. Service professionals often only look at a client's issue through the lens of their own expertise, but that's not the way to grow a business. Asking for the sale before solving the problem (or diagnosing the problem) isn't going to work. Linda looks for ways to solve client problems that keep them from growing their own business. Sometimes that means referring the client to someone else when the issue is outside her area of expertise. Linda starts solving the problem before a transaction has occurred. We can sense when someone is trying to sell us before any value has really been added to the relationship and it usually makes us want to run away. Go into the first meeting simply to get to know somebody instead of trying to close the sale. When you help someone achieve their goals, you feel great and you increase the odds of them turning into a paying client. When following up, think about who you could connect the person with and what the person said in the initial meeting that you continue the conversation with. If you have taken your time to get to know the industry your prospect is in, you will know where the pain points are and have opportunities to help. The number one thing you can do to be proactive in building relationships is writing down your top five to ten people that are important to your career and using that to make sure you're constantly being helpful. Mentioned in this Episode: GrowBIGPlaybook.com andrew.robertson@bbdo.com Mark_C_Harris@glic.com linkedin.com/in/mark-harris-9ba1b53 lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw

business service focusing dinner figure business development really means raving mark harris andrew robertson linda klein episode growbigplaybook

What Business Development REALLY Means, According to Andrew Robertson, Mark Harris, and Linda Klein

Play Episode Listen Later Jul 7, 2022 47:45

Mo asks Andrew Robertson: What is your personal definition of business development? Business development at its best is win/win/win. Your business wins, the client wins, and thirdly, the client is winning so much that they become your best business development ambassador. Raving fans turn into your own personal sales force. Focusing on the win for the client secures the win for the business. If your client wins enough, they become predisposed to become a raving fan, but you still have to ask for it. Do something for them that gets them something of value and gets you even more. Don't assume it will happen automatically. First, recognize that the person you are working with is a person and not just a job title. They have interests and frustrations, and when you understand that there is something you can engage with together. Dinner is a great opportunity to connect with someone outside of the confines and constraints of the work. You can also find a time to accompany them on another aspect of their work and learn more about what they do and what they care about in a way that's not structured like a meeting. The best conversations you can have with a client are the ones where you do 20% of the talking. Figure out questions to act as a stimulus and get them talking. There is value and benefit for people in just having the opportunity to talk. Mo asks Mark Harris: What is your personal definition of business development? Business development means something different to everybody. For Mark, it's all about helping people understand what their needs are (teaching) and then once you find that out it's helping them find the solution they need. Mark focuses on one phrase when going into the first meeting with someone, specifically being “humbly curious”. He's simply looking to understand what motivates someone and where they are coming from, and what's going to help them. Nobody wants to be sold, but everybody likes to buy, especially from people they like. Focusing on the sale is a short-term strategy. Sometimes the right thing is to not sell something. If things aren't a good fit now but might be later, being upfront and telling the prospect the truth is how you can build trust and empathy and secure a valuable long-term relationship. Ask as many questions as you can. When you can train your mind to ask questions and be humbly curious, the world is your oyster and you can bring value to that organization at all times. Mo asks Linda Klein: What is your personal definition of business development? Adding value to a client's business by solving the problem. Service professionals often only look at a client's issue through the lens of their own expertise, but that's not the way to grow a business. Asking for the sale before solving the problem (or diagnosing the problem) isn't going to work. Linda looks for ways to solve client problems that keep them from growing their own business. Sometimes that means referring the client to someone else when the issue is outside her area of expertise. Linda starts solving the problem before a transaction has occurred. We can sense when someone is trying to sell us before any value has really been added to the relationship and it usually makes us want to run away. Go into the first meeting simply to get to know somebody instead of trying to close the sale. When you help someone achieve their goals, you feel great and you increase the odds of them turning into a paying client. When following up, think about who you could connect the person with and what the person said in the initial meeting that you continue the conversation with. If you have taken your time to get to know the industry your prospect is in, you will know where the pain points are and have opportunities to help. The number one thing you can do to be proactive in building relationships is writing down your top five to ten people that are important to your career and using that to make sure you're constantly being helpful. Mentioned in this Episode: GrowBIGPlaybook.com andrew.robertson@bbdo.com Mark_C_Harris@glic.com linkedin.com/in/mark-harris-9ba1b53 lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw

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Henning Streubel, Linda Klein, and Mark Harris Discuss Why It's Time To Get Great At Business Development

Play Episode Listen Later Jul 1, 2022 46:38

Mo asks Henning Streubel: When was the moment that growth and business development was something you wanted to focus on? Henning is intrinsically motivated to help people, but it's less about business development and sales. Whenever he meets someone, he has a tendency to ask deep questions. Early in his career working for a utility client in Germany, he realized that the client's company had many more problems than he initially thought which he discovered by simply having a deep conversation. Because of those conversations, the client was able to take Henning's thoughts and ideas back to her boss and make positive changes. For Henning, relationship development starts with insights, which allows you to create an impact and trust. Many highly analytical people have difficulty talking about anything outside of the project. Henning recommends understanding that everyone is a human being which means they share a common foundation. Being genuine about being curious is key. Don't just use small talk as a way to open a conversation. Follow up on the topics and go deeper. This shows your interest in them as a human being. Establishing a personal relationship makes connecting with them easier outside the context of the work. It creates an entry point that lets you have the impact you want to have. When you open up on your experience, you become more vulnerable and that creates a better foundation for trust. This was something that Henning had to learn and practice. Having a few stories in your back pocket can make it easier. Mo asks Linda Klein: When was the moment that you realized that growth was great? Linda separates the ideas of business development and building a relationship. In the beginning of Linda's career as a lawyer, she spent a lot of time learning about her client's business and that relationship building always paid off. It's not about developing the business, it's about developing the relationship. Linda tells the story of how her grandfather started a grocery business in the early days of the Great Depression, how understanding and getting to know the people in the community became a crucial reason for their success, how that also inspired Linda and how she built her career. When meeting new people, Linda is always looking for the things outside the day-to-day business relationship that are important to them. There is always a place where you can connect. It's important to be hireable and to share your expertise, but it's more important to be human first. Start with something relatable instead of leading with your area of expertise and what services you can offer. The number one correlation to likeability is commonality. Always look for the common areas you can connect on. Every conversation and interaction you have will be different, but the person you're speaking with will always give you clues. By offering details and asking for details, you're going to find areas of commonality. It's extremely important for diverse members of your team to feel like they can find areas to connect. Mo asks Mark Harris: Tell me a story of when you realized that you needed to focus on business development. Mark takes us back to the summer of 1994 when he took on a job selling books door-to-door, a path that some of the most successful rainmakers have followed. It started off as a way to make more money than working at the local McDonald's but it became a skill that Mark learned he could get better at. All skills are both learned and earned. Mark was initially not good at sales at all and after 12 hours of hearing no, he decided to flip his approach and try to make a connection with the person first. He also learned that he needed to create little wins throughout the day to manage his energy and motivation. The steps to a purchase are the same no matter what you're selling. Connect with the person first and find out if you can solve their needs. Mark also learned how to deal with his emotions at that time, and when he figured out how to do that he became a lot more relatable and fun to be around. That whole first summer was all about being more relatable to people immediately after meeting them. After a couple sales, Mark figured out what he was really providing people with, and it wasn't a book. When he took the focus off the money and made it about helping the other person, the sale became much easier. By breaking the process into each individual piece, Mark created a series of small wins that were under his control. Even a rejection can be a learning experience. When you put yourself outside your comfort zone, you become more capable emotionally of handling the experience and more likely to overcome the next hurdle, and every hurdle you jump builds your confidence. Think about what you can do every single day to get you closer to your ultimate win. You don't know when your next sale is going to happen, but if you can focus on what you can control it will happen. Mentioned in this Episode: GrowBIGPlaybook.com linkedin.com/in/henning-streubel-phd on.bcg.com/henning - Use the envelope icon on this page to get in touch with Henning directly lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw Mark_C_Harris@glic.com linkedin.com/in/mark-harris-9ba1b53

germany mcdonald business development establishing great depression henning mark harris linda klein episode growbigplaybook

Henning Streubel, Linda Klein, and Mark Harris Discuss Why It's Time To Get Great At Business Development

Play Episode Listen Later Jul 1, 2022 46:38

Mo asks Henning Streubel: When was the moment that growth and business development was something you wanted to focus on? Henning is intrinsically motivated to help people, but it's less about business development and sales. Whenever he meets someone, he has a tendency to ask deep questions. Early in his career working for a utility client in Germany, he realized that the client's company had many more problems than he initially thought which he discovered by simply having a deep conversation. Because of those conversations, the client was able to take Henning's thoughts and ideas back to her boss and make positive changes. For Henning, relationship development starts with insights, which allows you to create an impact and trust. Many highly analytical people have difficulty talking about anything outside of the project. Henning recommends understanding that everyone is a human being which means they share a common foundation. Being genuine about being curious is key. Don't just use small talk as a way to open a conversation. Follow up on the topics and go deeper. This shows your interest in them as a human being. Establishing a personal relationship makes connecting with them easier outside the context of the work. It creates an entry point that lets you have the impact you want to have. When you open up on your experience, you become more vulnerable and that creates a better foundation for trust. This was something that Henning had to learn and practice. Having a few stories in your back pocket can make it easier. Mo asks Linda Klein: When was the moment that you realized that growth was great? Linda separates the ideas of business development and building a relationship. In the beginning of Linda's career as a lawyer, she spent a lot of time learning about her client's business and that relationship building always paid off. It's not about developing the business, it's about developing the relationship. Linda tells the story of how her grandfather started a grocery business in the early days of the Great Depression, how understanding and getting to know the people in the community became a crucial reason for their success, how that also inspired Linda and how she built her career. When meeting new people, Linda is always looking for the things outside the day-to-day business relationship that are important to them. There is always a place where you can connect. It's important to be hireable and to share your expertise, but it's more important to be human first. Start with something relatable instead of leading with your area of expertise and what services you can offer. The number one correlation to likeability is commonality. Always look for the common areas you can connect on. Every conversation and interaction you have will be different, but the person you're speaking with will always give you clues. By offering details and asking for details, you're going to find areas of commonality. It's extremely important for diverse members of your team to feel like they can find areas to connect. Mo asks Mark Harris: Tell me a story of when you realized that you needed to focus on business development. Mark takes us back to the summer of 1994 when he took on a job selling books door-to-door, a path that some of the most successful rainmakers have followed. It started off as a way to make more money than working at the local McDonald's but it became a skill that Mark learned he could get better at. All skills are both learned and earned. Mark was initially not good at sales at all and after 12 hours of hearing no, he decided to flip his approach and try to make a connection with the person first. He also learned that he needed to create little wins throughout the day to manage his energy and motivation. The steps to a purchase are the same no matter what you're selling. Connect with the person first and find out if you can solve their needs. Mark also learned how to deal with his emotions at that time, and when he figured out how to do that he became a lot more relatable and fun to be around. That whole first summer was all about being more relatable to people immediately after meeting them. After a couple sales, Mark figured out what he was really providing people with, and it wasn't a book. When he took the focus off the money and made it about helping the other person, the sale became much easier. By breaking the process into each individual piece, Mark created a series of small wins that were under his control. Even a rejection can be a learning experience. When you put yourself outside your comfort zone, you become more capable emotionally of handling the experience and more likely to overcome the next hurdle, and every hurdle you jump builds your confidence. Think about what you can do every single day to get you closer to your ultimate win. You don't know when your next sale is going to happen, but if you can focus on what you can control it will happen. Mentioned in this Episode: GrowBIGPlaybook.com linkedin.com/in/henning-streubel-phd on.bcg.com/henning - Use the envelope icon on this page to get in touch with Henning directly lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw Mark_C_Harris@glic.com linkedin.com/in/mark-harris-9ba1b53

germany mcdonald business development establishing great depression henning mark harris linda klein episode growbigplaybook

Henning Streubel, Linda Klein, and Mark Harris Discuss Why It's Time To Get Great At Business Development

Play Episode Listen Later Jul 1, 2022 46:38

Mo asks Henning Streubel: When was the moment that growth and business development was something you wanted to focus on? Henning is intrinsically motivated to help people, but it's less about business development and sales. Whenever he meets someone, he has a tendency to ask deep questions. Early in his career working for a utility client in Germany, he realized that the client's company had many more problems than he initially thought which he discovered by simply having a deep conversation. Because of those conversations, the client was able to take Henning's thoughts and ideas back to her boss and make positive changes. For Henning, relationship development starts with insights, which allows you to create an impact and trust. Many highly analytical people have difficulty talking about anything outside of the project. Henning recommends understanding that everyone is a human being which means they share a common foundation. Being genuine about being curious is key. Don't just use small talk as a way to open a conversation. Follow up on the topics and go deeper. This shows your interest in them as a human being. Establishing a personal relationship makes connecting with them easier outside the context of the work. It creates an entry point that lets you have the impact you want to have. When you open up on your experience, you become more vulnerable and that creates a better foundation for trust. This was something that Henning had to learn and practice. Having a few stories in your back pocket can make it easier. Mo asks Linda Klein: When was the moment that you realized that growth was great? Linda separates the ideas of business development and building a relationship. In the beginning of Linda's career as a lawyer, she spent a lot of time learning about her client's business and that relationship building always paid off. It's not about developing the business, it's about developing the relationship. Linda tells the story of how her grandfather started a grocery business in the early days of the Great Depression, how understanding and getting to know the people in the community became a crucial reason for their success, how that also inspired Linda and how she built her career. When meeting new people, Linda is always looking for the things outside the day-to-day business relationship that are important to them. There is always a place where you can connect. It's important to be hireable and to share your expertise, but it's more important to be human first. Start with something relatable instead of leading with your area of expertise and what services you can offer. The number one correlation to likeability is commonality. Always look for the common areas you can connect on. Every conversation and interaction you have will be different, but the person you're speaking with will always give you clues. By offering details and asking for details, you're going to find areas of commonality. It's extremely important for diverse members of your team to feel like they can find areas to connect. Mo asks Mark Harris: Tell me a story of when you realized that you needed to focus on business development. Mark takes us back to the summer of 1994 when he took on a job selling books door-to-door, a path that some of the most successful rainmakers have followed. It started off as a way to make more money than working at the local McDonald's but it became a skill that Mark learned he could get better at. All skills are both learned and earned. Mark was initially not good at sales at all and after 12 hours of hearing no, he decided to flip his approach and try to make a connection with the person first. He also learned that he needed to create little wins throughout the day to manage his energy and motivation. The steps to a purchase are the same no matter what you're selling. Connect with the person first and find out if you can solve their needs. Mark also learned how to deal with his emotions at that time, and when he figured out how to do that he became a lot more relatable and fun to be around. That whole first summer was all about being more relatable to people immediately after meeting them. After a couple sales, Mark figured out what he was really providing people with, and it wasn't a book. When he took the focus off the money and made it about helping the other person, the sale became much easier. By breaking the process into each individual piece, Mark created a series of small wins that were under his control. Even a rejection can be a learning experience. When you put yourself outside your comfort zone, you become more capable emotionally of handling the experience and more likely to overcome the next hurdle, and every hurdle you jump builds your confidence. Think about what you can do every single day to get you closer to your ultimate win. You don't know when your next sale is going to happen, but if you can focus on what you can control it will happen. Mentioned in this Episode: GrowBIGPlaybook.com linkedin.com/in/henning-streubel-phd on.bcg.com/henning - Use the envelope icon on this page to get in touch with Henning directly lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw Mark_C_Harris@glic.com linkedin.com/in/mark-harris-9ba1b53

germany mcdonald business development establishing great depression henning mark harris linda klein episode growbigplaybook

Linda Klein on Leading with Passion and Growing by Solving Problems

Play Episode Listen Later May 7, 2022 72:17

Linda Klein drops the mic with her incredible insights and hard-won wisdom in this episode where she shares her experience working with clients as a lawyer and creating relationships through her passion to help others. Find out how to prepare for a meeting in a way that will make you more confident and comfortable and capable of helping a prospect with their issues, the most important life lesson she learned from her father and how it applies to growing a business, and why you shouldn't ever lose your passion for getting involved and helping other people. Mo asks Linda Klein: When was the moment that you realized that growth was great? Linda separates the ideas of business development and building a relationship. In the beginning of Linda's career as a lawyer, she spent a lot of time learning about her client's business and that relationship building always paid off. It's not about developing the business, it's about developing the relationship. Linda tells the story of how her grandfather started a grocery business in the early days of the Great Depression, how understanding and getting to know the people in the community became a crucial reason for their success, how that also inspired Linda and how she built her career. When meeting new people, Linda is always looking for the things outside the day-to-day business relationship that are important to them. There is always a place where you can connect. It's important to be hireable and to share your expertise, but it's more important to be human first. Start with something relatable instead of leading with your area of expertise and what services you can offer. The number one correlation to likeability is commonality. Always look for the common areas you can connect on. Every conversation and interaction you have will be different, but the person you're speaking with will always give you clues. By offering details and asking for details, you're going to find areas of commonality. It's extremely important for diverse members of your team to feel like they can find areas to connect. Mo asks Linda Klein: What is your personal definition of business development? Adding value to a client's business by solving the problem. Service professionals often only look at a client's issue through the lens of their own expertise, but that's not the way to grow a business. Asking for the sale before solving the problem (or diagnosing the problem) isn't going to work. Linda looks for ways to solve client problems that keep them from growing their own business. Sometimes that means referring the client to someone else when the issue is outside her area of expertise. Linda starts solving the problem before a transaction has occurred. We can sense when someone is trying to sell us before any value has really been added to the relationship and it usually makes us want to run away. Go into the first meeting simply to get to know somebody instead of trying to close the sale. When you help someone achieve their goals, you feel great and you increase the odds of them turning into a paying client. When following up, think about who you could connect the person with and what the person said in the initial meeting that you continue the conversation with. If you have taken your time to get to know the industry your prospect is in, you will know where the pain points are and have opportunities to help. The number one thing you can do to be proactive in building relationships is writing down your top five to ten people that are important to your career and using that to make sure you're constantly being helpful. Mo asks Linda Klein: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Linda never wants to be unprepared in her work, and the same is true in meeting with a client, which is why Dynamic Meeting Prep is Linda's favorite strategy. A potential client's business always has important area-specific language that they use that you should know. It's amazing how much companies have on their website and what you can learn by doing some research. Those insights are invaluable during a meeting, and preparing for a meeting pays dividends when you land the business because then you have a huge head start. Everybody prepares for delivery meetings but rarely do people prepare for the initial meeting. You can't prepare for the first meeting at a dinner before the meeting day. Research is crucial. Make preparation a priority and get the team strategy outlined ahead of time. Your team needs to show the client that they are seamless, working together and solving the client's problems. Figure out what your goal for the meeting is, what the frame for the meeting is and how to kick it off, what the big questions that might be asked, natural next steps, and potential cliffhangers you can use to get the next meeting. Being direct can be a challenge but being authentic about the fact that you want to simply be helpful is the best approach. Be ready to discuss what the client wants to discuss. The more prepared you are in advance, the easier it will be to switch gears and the more comfortable you will be. Mo asks Linda Klein: Tell us a business development story that you are particularly proud of. Many years ago Linda did a favor for an accountant without sending him a bill. Five years later, the accountant called mainly to thank her and ask if she could help a friend of his. The new client was entering a mature market with lots of competition, but after Linda helped him start and grow his business, within nine months his company was the largest client for Linda's firm. Linda was able to make a difference in two people's lives. For the client, she helped him start a business that changed him and his family's lives, and for the accountant, she impacted him deeply enough for it to come back to her five years later. Linda has developed a business development program by volunteering. Linda doesn't have a lot of free time, but for her, volunteering and being helpful is fun and enjoyable so the business development benefits come naturally. If you're curious and read the news about your clients, you will find opportunities to reach out and be helpful. Being involved in your community gives you scale in meeting new people. Find what you like and get involved in that community. There are an infinite number of opportunities to get involved and meet like-minded people. Mo asks Linda Klein: If you could record a video around business development and send it back to your younger self, what would it say? Business development is about passion. Life is about passion. Don't lose your passion for getting involved. Helping others is the most satisfying thing you can do. In so many ways it's easier to make a dollar than it is to make a difference, but you can do both at the same time. Take the time to get good at what you do first, and then you'll have something valuable to sell. If you're going to say no, say it with kindness. “People will forget what you said and what you did, but they will never forget how you made them feel.” -Maya Angelou Treat people right. People you interact with today may be future clients and you should treat them with respect and kindness. If you're passionate about what you do, it will come through in your authenticity. Some of your best experiences will come from wasting time. If you rigidly plan, you might say no to something that is an incredible opportunity. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw

business service passion research figure great depression solving problems linda klein snowball system episode growbigplaybook

Linda Klein on Leading with Passion and Growing by Solving Problems

Play Episode Listen Later May 7, 2022 72:17

Linda Klein drops the mic with her incredible insights and hard-won wisdom in this episode where she shares her experience working with clients as a lawyer and creating relationships through her passion to help others. Find out how to prepare for a meeting in a way that will make you more confident and comfortable and capable of helping a prospect with their issues, the most important life lesson she learned from her father and how it applies to growing a business, and why you shouldn't ever lose your passion for getting involved and helping other people. Mo asks Linda Klein: When was the moment that you realized that growth was great? Linda separates the ideas of business development and building a relationship. In the beginning of Linda's career as a lawyer, she spent a lot of time learning about her client's business and that relationship building always paid off. It's not about developing the business, it's about developing the relationship. Linda tells the story of how her grandfather started a grocery business in the early days of the Great Depression, how understanding and getting to know the people in the community became a crucial reason for their success, how that also inspired Linda and how she built her career. When meeting new people, Linda is always looking for the things outside the day-to-day business relationship that are important to them. There is always a place where you can connect. It's important to be hireable and to share your expertise, but it's more important to be human first. Start with something relatable instead of leading with your area of expertise and what services you can offer. The number one correlation to likeability is commonality. Always look for the common areas you can connect on. Every conversation and interaction you have will be different, but the person you're speaking with will always give you clues. By offering details and asking for details, you're going to find areas of commonality. It's extremely important for diverse members of your team to feel like they can find areas to connect. Mo asks Linda Klein: What is your personal definition of business development? Adding value to a client's business by solving the problem. Service professionals often only look at a client's issue through the lens of their own expertise, but that's not the way to grow a business. Asking for the sale before solving the problem (or diagnosing the problem) isn't going to work. Linda looks for ways to solve client problems that keep them from growing their own business. Sometimes that means referring the client to someone else when the issue is outside her area of expertise. Linda starts solving the problem before a transaction has occurred. We can sense when someone is trying to sell us before any value has really been added to the relationship and it usually makes us want to run away. Go into the first meeting simply to get to know somebody instead of trying to close the sale. When you help someone achieve their goals, you feel great and you increase the odds of them turning into a paying client. When following up, think about who you could connect the person with and what the person said in the initial meeting that you continue the conversation with. If you have taken your time to get to know the industry your prospect is in, you will know where the pain points are and have opportunities to help. The number one thing you can do to be proactive in building relationships is writing down your top five to ten people that are important to your career and using that to make sure you're constantly being helpful. Mo asks Linda Klein: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Linda never wants to be unprepared in her work, and the same is true in meeting with a client, which is why Dynamic Meeting Prep is Linda's favorite strategy. A potential client's business always has important area-specific language that they use that you should know. It's amazing how much companies have on their website and what you can learn by doing some research. Those insights are invaluable during a meeting, and preparing for a meeting pays dividends when you land the business because then you have a huge head start. Everybody prepares for delivery meetings but rarely do people prepare for the initial meeting. You can't prepare for the first meeting at a dinner before the meeting day. Research is crucial. Make preparation a priority and get the team strategy outlined ahead of time. Your team needs to show the client that they are seamless, working together and solving the client's problems. Figure out what your goal for the meeting is, what the frame for the meeting is and how to kick it off, what the big questions that might be asked, natural next steps, and potential cliffhangers you can use to get the next meeting. Being direct can be a challenge but being authentic about the fact that you want to simply be helpful is the best approach. Be ready to discuss what the client wants to discuss. The more prepared you are in advance, the easier it will be to switch gears and the more comfortable you will be. Mo asks Linda Klein: Tell us a business development story that you are particularly proud of. Many years ago Linda did a favor for an accountant without sending him a bill. Five years later, the accountant called mainly to thank her and ask if she could help a friend of his. The new client was entering a mature market with lots of competition, but after Linda helped him start and grow his business, within nine months his company was the largest client for Linda's firm. Linda was able to make a difference in two people's lives. For the client, she helped him start a business that changed him and his family's lives, and for the accountant, she impacted him deeply enough for it to come back to her five years later. Linda has developed a business development program by volunteering. Linda doesn't have a lot of free time, but for her, volunteering and being helpful is fun and enjoyable so the business development benefits come naturally. If you're curious and read the news about your clients, you will find opportunities to reach out and be helpful. Being involved in your community gives you scale in meeting new people. Find what you like and get involved in that community. There are an infinite number of opportunities to get involved and meet like-minded people. Mo asks Linda Klein: If you could record a video around business development and send it back to your younger self, what would it say? Business development is about passion. Life is about passion. Don't lose your passion for getting involved. Helping others is the most satisfying thing you can do. In so many ways it's easier to make a dollar than it is to make a difference, but you can do both at the same time. Take the time to get good at what you do first, and then you'll have something valuable to sell. If you're going to say no, say it with kindness. “People will forget what you said and what you did, but they will never forget how you made them feel.” -Maya Angelou Treat people right. People you interact with today may be future clients and you should treat them with respect and kindness. If you're passionate about what you do, it will come through in your authenticity. Some of your best experiences will come from wasting time. If you rigidly plan, you might say no to something that is an incredible opportunity. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw

business service passion research figure great depression solving problems linda klein snowball system episode growbigplaybook

Linda Klein on Leading with Passion and Growing by Solving Problems

Play Episode Listen Later May 7, 2022 72:17

Linda Klein drops the mic with her incredible insights and hard-won wisdom in this episode where she shares her experience working with clients as a lawyer and creating relationships through her passion to help others. Find out how to prepare for a meeting in a way that will make you more confident and comfortable and capable of helping a prospect with their issues, the most important life lesson she learned from her father and how it applies to growing a business, and why you shouldn't ever lose your passion for getting involved and helping other people. Mo asks Linda Klein: When was the moment that you realized that growth was great? Linda separates the ideas of business development and building a relationship. In the beginning of Linda's career as a lawyer, she spent a lot of time learning about her client's business and that relationship building always paid off. It's not about developing the business, it's about developing the relationship. Linda tells the story of how her grandfather started a grocery business in the early days of the Great Depression, how understanding and getting to know the people in the community became a crucial reason for their success, how that also inspired Linda and how she built her career. When meeting new people, Linda is always looking for the things outside the day-to-day business relationship that are important to them. There is always a place where you can connect. It's important to be hireable and to share your expertise, but it's more important to be human first. Start with something relatable instead of leading with your area of expertise and what services you can offer. The number one correlation to likeability is commonality. Always look for the common areas you can connect on. Every conversation and interaction you have will be different, but the person you're speaking with will always give you clues. By offering details and asking for details, you're going to find areas of commonality. It's extremely important for diverse members of your team to feel like they can find areas to connect. Mo asks Linda Klein: What is your personal definition of business development? Adding value to a client's business by solving the problem. Service professionals often only look at a client's issue through the lens of their own expertise, but that's not the way to grow a business. Asking for the sale before solving the problem (or diagnosing the problem) isn't going to work. Linda looks for ways to solve client problems that keep them from growing their own business. Sometimes that means referring the client to someone else when the issue is outside her area of expertise. Linda starts solving the problem before a transaction has occurred. We can sense when someone is trying to sell us before any value has really been added to the relationship and it usually makes us want to run away. Go into the first meeting simply to get to know somebody instead of trying to close the sale. When you help someone achieve their goals, you feel great and you increase the odds of them turning into a paying client. When following up, think about who you could connect the person with and what the person said in the initial meeting that you continue the conversation with. If you have taken your time to get to know the industry your prospect is in, you will know where the pain points are and have opportunities to help. The number one thing you can do to be proactive in building relationships is writing down your top five to ten people that are important to your career and using that to make sure you're constantly being helpful. Mo asks Linda Klein: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Linda never wants to be unprepared in her work, and the same is true in meeting with a client, which is why Dynamic Meeting Prep is Linda's favorite strategy. A potential client's business always has important area-specific language that they use that you should know. It's amazing how much companies have on their website and what you can learn by doing some research. Those insights are invaluable during a meeting, and preparing for a meeting pays dividends when you land the business because then you have a huge head start. Everybody prepares for delivery meetings but rarely do people prepare for the initial meeting. You can't prepare for the first meeting at a dinner before the meeting day. Research is crucial. Make preparation a priority and get the team strategy outlined ahead of time. Your team needs to show the client that they are seamless, working together and solving the client's problems. Figure out what your goal for the meeting is, what the frame for the meeting is and how to kick it off, what the big questions that might be asked, natural next steps, and potential cliffhangers you can use to get the next meeting. Being direct can be a challenge but being authentic about the fact that you want to simply be helpful is the best approach. Be ready to discuss what the client wants to discuss. The more prepared you are in advance, the easier it will be to switch gears and the more comfortable you will be. Mo asks Linda Klein: Tell us a business development story that you are particularly proud of. Many years ago Linda did a favor for an accountant without sending him a bill. Five years later, the accountant called mainly to thank her and ask if she could help a friend of his. The new client was entering a mature market with lots of competition, but after Linda helped him start and grow his business, within nine months his company was the largest client for Linda's firm. Linda was able to make a difference in two people's lives. For the client, she helped him start a business that changed him and his family's lives, and for the accountant, she impacted him deeply enough for it to come back to her five years later. Linda has developed a business development program by volunteering. Linda doesn't have a lot of free time, but for her, volunteering and being helpful is fun and enjoyable so the business development benefits come naturally. If you're curious and read the news about your clients, you will find opportunities to reach out and be helpful. Being involved in your community gives you scale in meeting new people. Find what you like and get involved in that community. There are an infinite number of opportunities to get involved and meet like-minded people. Mo asks Linda Klein: If you could record a video around business development and send it back to your younger self, what would it say? Business development is about passion. Life is about passion. Don't lose your passion for getting involved. Helping others is the most satisfying thing you can do. In so many ways it's easier to make a dollar than it is to make a difference, but you can do both at the same time. Take the time to get good at what you do first, and then you'll have something valuable to sell. If you're going to say no, say it with kindness. “People will forget what you said and what you did, but they will never forget how you made them feel.” -Maya Angelou Treat people right. People you interact with today may be future clients and you should treat them with respect and kindness. If you're passionate about what you do, it will come through in your authenticity. Some of your best experiences will come from wasting time. If you rigidly plan, you might say no to something that is an incredible opportunity. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw

business service passion research figure great depression solving problems linda klein snowball system episode growbigplaybook

Going Back In Time, What Linda Klein Would Say To Her Younger Self

Play Episode Listen Later May 6, 2022 7:20

Mo asks Linda Klein: If you could record a video around business development and send it back to your younger self, what would it say? Business development is about passion. Life is about passion. Don't lose your passion for getting involved. Helping others is the most satisfying thing you can do. In so many ways it's easier to make a dollar than it is to make a difference, but you can do both at the same time. Take the time to get good at what you do first, and then you'll have something valuable to sell. If you're going to say no, say it with kindness. “People will forget what you said and what you did, but they will never forget how you made them feel.” -Maya Angelou Treat people right. People you interact with today may be future clients and you should treat them with respect and kindness. If you're passionate about what you do, it will come through in your authenticity. Some of your best experiences will come from wasting time. If you rigidly plan, you might say no to something that is an incredible opportunity. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw

business going back younger self back in time linda klein episode growbigplaybook

Going Back In Time, What Linda Klein Would Say To Her Younger Self

Play Episode Listen Later May 6, 2022 7:20

Mo asks Linda Klein: If you could record a video around business development and send it back to your younger self, what would it say? Business development is about passion. Life is about passion. Don't lose your passion for getting involved. Helping others is the most satisfying thing you can do. In so many ways it's easier to make a dollar than it is to make a difference, but you can do both at the same time. Take the time to get good at what you do first, and then you'll have something valuable to sell. If you're going to say no, say it with kindness. “People will forget what you said and what you did, but they will never forget how you made them feel.” -Maya Angelou Treat people right. People you interact with today may be future clients and you should treat them with respect and kindness. If you're passionate about what you do, it will come through in your authenticity. Some of your best experiences will come from wasting time. If you rigidly plan, you might say no to something that is an incredible opportunity. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw

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Going Back In Time, What Linda Klein Would Say To Her Younger Self

Play Episode Listen Later May 6, 2022 7:20

Mo asks Linda Klein: If you could record a video around business development and send it back to your younger self, what would it say? Business development is about passion. Life is about passion. Don't lose your passion for getting involved. Helping others is the most satisfying thing you can do. In so many ways it's easier to make a dollar than it is to make a difference, but you can do both at the same time. Take the time to get good at what you do first, and then you'll have something valuable to sell. If you're going to say no, say it with kindness. “People will forget what you said and what you did, but they will never forget how you made them feel.” -Maya Angelou Treat people right. People you interact with today may be future clients and you should treat them with respect and kindness. If you're passionate about what you do, it will come through in your authenticity. Some of your best experiences will come from wasting time. If you rigidly plan, you might say no to something that is an incredible opportunity. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw

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The Business Development Story That Changed Everything for Linda Klein

Play Episode Listen Later May 5, 2022 16:53

Mo asks Linda Klein: Tell us a business development story that you are particularly proud of. Many years ago Linda did a favor for an accountant without sending him a bill. Five years later, the accountant called mainly to thank her and ask if she could help a friend of his. The new client was entering a mature market with lots of competition, but after Linda helped him start and grow his business, within nine months his company was the largest client for Linda's firm. Linda was able to make a difference in two people's lives. For the client, she helped him start a business that changed him and his family's lives, and for the accountant, she impacted him deeply enough for it to come back to her five years later. Linda has developed a business development program by volunteering. Linda doesn't have a lot of free time, but for her, volunteering and being helpful is fun and enjoyable so the business development benefits come naturally. If you're curious and read the news about your clients, you will find opportunities to reach out and be helpful. Being involved in your community gives you scale in meeting new people. Find what you like and get involved in that community. There are an infinite number of opportunities to get involved and meet like-minded people. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw

business development changed everything linda klein episode growbigplaybook

The Business Development Story That Changed Everything for Linda Klein

Play Episode Listen Later May 5, 2022 16:53

Mo asks Linda Klein: Tell us a business development story that you are particularly proud of. Many years ago Linda did a favor for an accountant without sending him a bill. Five years later, the accountant called mainly to thank her and ask if she could help a friend of his. The new client was entering a mature market with lots of competition, but after Linda helped him start and grow his business, within nine months his company was the largest client for Linda's firm. Linda was able to make a difference in two people's lives. For the client, she helped him start a business that changed him and his family's lives, and for the accountant, she impacted him deeply enough for it to come back to her five years later. Linda has developed a business development program by volunteering. Linda doesn't have a lot of free time, but for her, volunteering and being helpful is fun and enjoyable so the business development benefits come naturally. If you're curious and read the news about your clients, you will find opportunities to reach out and be helpful. Being involved in your community gives you scale in meeting new people. Find what you like and get involved in that community. There are an infinite number of opportunities to get involved and meet like-minded people. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw

business development changed everything linda klein episode growbigplaybook

The Business Development Story That Changed Everything for Linda Klein

Play Episode Listen Later May 5, 2022 16:53

Mo asks Linda Klein: Tell us a business development story that you are particularly proud of. Many years ago Linda did a favor for an accountant without sending him a bill. Five years later, the accountant called mainly to thank her and ask if she could help a friend of his. The new client was entering a mature market with lots of competition, but after Linda helped him start and grow his business, within nine months his company was the largest client for Linda's firm. Linda was able to make a difference in two people's lives. For the client, she helped him start a business that changed him and his family's lives, and for the accountant, she impacted him deeply enough for it to come back to her five years later. Linda has developed a business development program by volunteering. Linda doesn't have a lot of free time, but for her, volunteering and being helpful is fun and enjoyable so the business development benefits come naturally. If you're curious and read the news about your clients, you will find opportunities to reach out and be helpful. Being involved in your community gives you scale in meeting new people. Find what you like and get involved in that community. There are an infinite number of opportunities to get involved and meet like-minded people. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw

business development changed everything linda klein episode growbigplaybook

Linda Klein's Favorite Business Development Strategy

Play Episode Listen Later May 4, 2022 18:15

Mo asks Linda Klein: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Linda never wants to be unprepared in her work, and the same is true in meeting with a client, which is why Dynamic Meeting Prep is Linda's favorite strategy. A potential client's business always has important area-specific language that they use that you should know. It's amazing how much companies have on their website and what you can learn by doing some research. Those insights are invaluable during a meeting, and preparing for a meeting pays dividends when you land the business because then you have a huge head start. Everybody prepares for delivery meetings but rarely do people prepare for the initial meeting. You can't prepare for the first meeting at a dinner before the meeting day. Research is crucial. Make preparation a priority and get the team strategy outlined ahead of time. Your team needs to show the client that they are seamless, working together and solving the client's problems. Figure out what your goal for the meeting is, what the frame for the meeting is and how to kick it off, what the big questions that might be asked, natural next steps, and potential cliffhangers you can use to get the next meeting. Being direct can be a challenge but being authentic about the fact that you want to simply be helpful is the best approach. Be ready to discuss what the client wants to discuss. The more prepared you are in advance, the easier it will be to switch gears and the more comfortable you will be. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw

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Linda Klein's Favorite Business Development Strategy

Play Episode Listen Later May 4, 2022 18:15

Mo asks Linda Klein: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Linda never wants to be unprepared in her work, and the same is true in meeting with a client, which is why Dynamic Meeting Prep is Linda's favorite strategy. A potential client's business always has important area-specific language that they use that you should know. It's amazing how much companies have on their website and what you can learn by doing some research. Those insights are invaluable during a meeting, and preparing for a meeting pays dividends when you land the business because then you have a huge head start. Everybody prepares for delivery meetings but rarely do people prepare for the initial meeting. You can't prepare for the first meeting at a dinner before the meeting day. Research is crucial. Make preparation a priority and get the team strategy outlined ahead of time. Your team needs to show the client that they are seamless, working together and solving the client's problems. Figure out what your goal for the meeting is, what the frame for the meeting is and how to kick it off, what the big questions that might be asked, natural next steps, and potential cliffhangers you can use to get the next meeting. Being direct can be a challenge but being authentic about the fact that you want to simply be helpful is the best approach. Be ready to discuss what the client wants to discuss. The more prepared you are in advance, the easier it will be to switch gears and the more comfortable you will be. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw

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Linda Klein's Favorite Business Development Strategy

Play Episode Listen Later May 4, 2022 18:15

Mo asks Linda Klein: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Linda never wants to be unprepared in her work, and the same is true in meeting with a client, which is why Dynamic Meeting Prep is Linda's favorite strategy. A potential client's business always has important area-specific language that they use that you should know. It's amazing how much companies have on their website and what you can learn by doing some research. Those insights are invaluable during a meeting, and preparing for a meeting pays dividends when you land the business because then you have a huge head start. Everybody prepares for delivery meetings but rarely do people prepare for the initial meeting. You can't prepare for the first meeting at a dinner before the meeting day. Research is crucial. Make preparation a priority and get the team strategy outlined ahead of time. Your team needs to show the client that they are seamless, working together and solving the client's problems. Figure out what your goal for the meeting is, what the frame for the meeting is and how to kick it off, what the big questions that might be asked, natural next steps, and potential cliffhangers you can use to get the next meeting. Being direct can be a challenge but being authentic about the fact that you want to simply be helpful is the best approach. Be ready to discuss what the client wants to discuss. The more prepared you are in advance, the easier it will be to switch gears and the more comfortable you will be. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw

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What Business Development REALLY Means, According to Linda Klein

Play Episode Listen Later May 3, 2022 17:54

Mo asks Linda Klein: What is your personal definition of business development? Adding value to a client's business by solving the problem. Service professionals often only look at a client's issue through the lens of their own expertise, but that's not the way to grow a business. Asking for the sale before solving the problem (or diagnosing the problem) isn't going to work. Linda looks for ways to solve client problems that keep them from growing their own business. Sometimes that means referring the client to someone else when the issue is outside her area of expertise. Linda starts solving the problem before a transaction has occurred. We can sense when someone is trying to sell us before any value has really been added to the relationship and it usually makes us want to run away. Go into the first meeting simply to get to know somebody instead of trying to close the sale. When you help someone achieve their goals, you feel great and you increase the odds of them turning into a paying client. When following up, think about who you could connect the person with and what the person said in the initial meeting that you continue the conversation with. If you have taken your time to get to know the industry your prospect is in, you will know where the pain points are and have opportunities to help. The number one thing you can do to be proactive in building relationships is writing down your top five to ten people that are important to your career and using that to make sure you're constantly being helpful. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw

service business development really means linda klein episode growbigplaybook

What Business Development REALLY Means, According to Linda Klein

Play Episode Listen Later May 3, 2022 17:54

Mo asks Linda Klein: What is your personal definition of business development? Adding value to a client's business by solving the problem. Service professionals often only look at a client's issue through the lens of their own expertise, but that's not the way to grow a business. Asking for the sale before solving the problem (or diagnosing the problem) isn't going to work. Linda looks for ways to solve client problems that keep them from growing their own business. Sometimes that means referring the client to someone else when the issue is outside her area of expertise. Linda starts solving the problem before a transaction has occurred. We can sense when someone is trying to sell us before any value has really been added to the relationship and it usually makes us want to run away. Go into the first meeting simply to get to know somebody instead of trying to close the sale. When you help someone achieve their goals, you feel great and you increase the odds of them turning into a paying client. When following up, think about who you could connect the person with and what the person said in the initial meeting that you continue the conversation with. If you have taken your time to get to know the industry your prospect is in, you will know where the pain points are and have opportunities to help. The number one thing you can do to be proactive in building relationships is writing down your top five to ten people that are important to your career and using that to make sure you're constantly being helpful. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw

service business development really means linda klein episode growbigplaybook

What Business Development REALLY Means, According to Linda Klein

Play Episode Listen Later May 3, 2022 17:54

Mo asks Linda Klein: What is your personal definition of business development? Adding value to a client's business by solving the problem. Service professionals often only look at a client's issue through the lens of their own expertise, but that's not the way to grow a business. Asking for the sale before solving the problem (or diagnosing the problem) isn't going to work. Linda looks for ways to solve client problems that keep them from growing their own business. Sometimes that means referring the client to someone else when the issue is outside her area of expertise. Linda starts solving the problem before a transaction has occurred. We can sense when someone is trying to sell us before any value has really been added to the relationship and it usually makes us want to run away. Go into the first meeting simply to get to know somebody instead of trying to close the sale. When you help someone achieve their goals, you feel great and you increase the odds of them turning into a paying client. When following up, think about who you could connect the person with and what the person said in the initial meeting that you continue the conversation with. If you have taken your time to get to know the industry your prospect is in, you will know where the pain points are and have opportunities to help. The number one thing you can do to be proactive in building relationships is writing down your top five to ten people that are important to your career and using that to make sure you're constantly being helpful. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw

service business development really means linda klein episode growbigplaybook

Linda Klein on Growth – Time To Get Great At Business Development

Play Episode Listen Later May 2, 2022 17:23

Mo asks Linda Klein: When was the moment that you realized that growth was great? Linda separates the ideas of business development and building a relationship. In the beginning of Linda's career as a lawyer, she spent a lot of time learning about her client's business and that relationship building always paid off. It's not about developing the business, it's about developing the relationship. Linda tells the story of how her grandfather started a grocery business in the early days of the Great Depression, how understanding and getting to know the people in the community became a crucial reason for their success, how that also inspired Linda and how she built her career. When meeting new people, Linda is always looking for the things outside the day-to-day business relationship that are important to them. There is always a place where you can connect. It's important to be hireable and to share your expertise, but it's more important to be human first. Start with something relatable instead of leading with your area of expertise and what services you can offer. The number one correlation to likeability is commonality. Always look for the common areas you can connect on. Every conversation and interaction you have will be different, but the person you're speaking with will always give you clues. By offering details and asking for details, you're going to find areas of commonality. It's extremely important for diverse members of your team to feel like they can find areas to connect. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw

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Linda Klein on Growth – Time To Get Great At Business Development

Play Episode Listen Later May 2, 2022 17:23

Mo asks Linda Klein: When was the moment that you realized that growth was great? Linda separates the ideas of business development and building a relationship. In the beginning of Linda's career as a lawyer, she spent a lot of time learning about her client's business and that relationship building always paid off. It's not about developing the business, it's about developing the relationship. Linda tells the story of how her grandfather started a grocery business in the early days of the Great Depression, how understanding and getting to know the people in the community became a crucial reason for their success, how that also inspired Linda and how she built her career. When meeting new people, Linda is always looking for the things outside the day-to-day business relationship that are important to them. There is always a place where you can connect. It's important to be hireable and to share your expertise, but it's more important to be human first. Start with something relatable instead of leading with your area of expertise and what services you can offer. The number one correlation to likeability is commonality. Always look for the common areas you can connect on. Every conversation and interaction you have will be different, but the person you're speaking with will always give you clues. By offering details and asking for details, you're going to find areas of commonality. It's extremely important for diverse members of your team to feel like they can find areas to connect. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw

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Linda Klein on Growth – Time To Get Great At Business Development

Rein & Raus - Der Sexperimente Podcast

Play Episode Listen Later May 2, 2022 17:23

Mo asks Linda Klein: When was the moment that you realized that growth was great? Linda separates the ideas of business development and building a relationship. In the beginning of Linda's career as a lawyer, she spent a lot of time learning about her client's business and that relationship building always paid off. It's not about developing the business, it's about developing the relationship. Linda tells the story of how her grandfather started a grocery business in the early days of the Great Depression, how understanding and getting to know the people in the community became a crucial reason for their success, how that also inspired Linda and how she built her career. When meeting new people, Linda is always looking for the things outside the day-to-day business relationship that are important to them. There is always a place where you can connect. It's important to be hireable and to share your expertise, but it's more important to be human first. Start with something relatable instead of leading with your area of expertise and what services you can offer. The number one correlation to likeability is commonality. Always look for the common areas you can connect on. Every conversation and interaction you have will be different, but the person you're speaking with will always give you clues. By offering details and asking for details, you're going to find areas of commonality. It's extremely important for diverse members of your team to feel like they can find areas to connect. Mentioned in this Episode: GrowBIGPlaybook.com lklein@bakerdonelson.com linkedin.com/in/lindakleinlaw

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Folge 93 – Wachstum › Wie wir durch Sex, Liebe und Beziehungen mehr wir selbst werden.

Play Episode Listen Later Nov 27, 2021 80:27

Heute habe ich einen Gastauftritt von mir im Podcast "Next Level Beziehungen" von Linda Klein dabei. Mit ihr spreche ich sehr explizit über meinen Weg: Wie Sexperimente und Beziehungen helfen, die Grenzen von anderen und mir selbst deutlich zu spüren und wie deshalb persönliches Wachstum entsteht. Gerade gegen Ende haben wir einige Wisdom-Bombs, die Du nicht verpassen willst... Wenn Du Lust hast, etwas mehr über mich zu erfahren, empfehle ich Dir diese Folge von Herzen. Zu Rein&Raus: Rein&Raus Website, Events & Newsletter: www.reinundraus.com Spende und supporte: www.patreon.com/reinundraus

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Ep. 21: Sexuality, An Interesting Conference

ORT Shorts

Play Episode Listen Later Oct 1, 2021 4:39

Dr. Oord explains the upcoming conference on Sexuality: https://www.aninterestingconference.com/

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EP 5: Purity Culture and Reproductive Health With Ann Kay

Mind Your Uterus Podcast

Play Episode Listen Later Jul 20, 2021 43:07

Linda Klein describes components of purity culture as “ men are taught their minds are evil, whereas women are taught their bodies are evil. That is to say, men's thoughts and actions are said to be either pure or impure, while women themselves are said to be either pure or impure.” It is this belief system that often facilitates stigma in women when they seek contraceptive or abortion services. We dive into this with Ann Kay, a feminist from Zambia as we seek to learn the ways in which purity culture impacts women in southern africa and their reproductive bodily autonomy.

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Embracing Change in ADR: A Conversation with ABA Past President Linda Klein

Resolutions: A Podcast About Dispute Resolution and Prevention

Play Episode Listen Later Jan 12, 2021 32:06

In this episode, guest host Marcie Dickson speaks with Linda Klein, past president of ABA and senior managing shareholder at Baker Donelson. Klein, also a mediator and arbitrator, discusses a range of topics, including specific actions to address diversity and inclusion, the permanence of ODR, compulsory mediation, and what's next in dispute resolution.

Linda Klein - psychologička (17.11.2020 13:05)

Hosť Andrey Poláčkovej

Play Episode Listen Later Nov 17, 2020 26:40

Psychologička Linda Klein: Nie je ani tak dôležité, či sa nás druhí pýtajú ako sa máme, ale či sa to my pýtame samých seba. Talkshow Hosť Andrey Poláčkovej pripravuje RTVS - Slovenský rozhlas, Rádio Slovensko, SRo1.

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Linda Klein - psychologička (16.9.2020 13:05)

Hosť Andrey Poláčkovej

Play Episode Listen Later Sep 16, 2020 26:49

Ruku na srdce! Kto z nás sa rád obklopuje negatívnymi ľuďmi? Krátkodobo vieme byť oporou a povzbudením, ale dlhodobý negativizmus znášame ťažko a postupne sa takému človeku vyhýbame až nakoniec prerušíme kontakt. Čo ale, ak je niekto prehnane optimistický? Môže byť aj pozitivita negatívna? Ako si ustrážiť správnu mieru, aby sme svoje okolie a v konečnom dôsledku ani seba neotrávili, ale zároveň nepotláčali svoju prirodzenosť a emócie, prezradí A. Poláčkovej psychologička Linda Klein. Talkshow Hosť Andrey Poláčkovej pripravuje RTVS - Slovenský rozhlas, Rádio Slovensko, SRo1.

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Mit Embodiment auf sein Herz hören lernen

UPLEVEL Podcast

Play Episode Listen Later Jan 13, 2020 53:26

Wie gut gelingt es dir, auf dein Herz zu hören und deiner Intuition zu vertrauen? Für viele Menschen, die jahrelang ihrem Verstand gefolgt sind und die Stimme ihres Herzens verdrängt oder unterdrückt haben, ist es besonders am Anfang sehr schwierig, sich wieder auf ihre Gefühle einzulassen und ihr Herz wirklich zu spüren. Oftmals schaltet sich der Verstand dazwischen, der versucht, zu begreifen, wie dieses „auf sein Herz hören“ überhaupt funktionieren soll. Der Verstand möchte die Gedanken und Gefühle einordnen und bewerten, anstatt das Fühlen einfach geschehen zu lassen. In der heutigen Podcast-Episode habe ich die wundervolle Linda Klein zu Gast, mit der ich über genau dieses Thema spreche. Wie schaffen wir es, mehr auf unser Herz zu hören? Wie können wir lernen, dem Leben trotz Krisen und Rückschlägen wieder zu vertrauen und unseren Herzensweg gehen? In unserem Interview teilt Linda ihre ganz persönliche Reise vom Kopf zurück ins Herz und wie es ihr gelungen ist, sich wieder tief mit ihrer Intuition zu verbinden. Wir sprechen auch darüber, wie du es schaffst, mehr Leichtigkeit in dein Business und deinen Alltag zu bringen, dich selbstbewusst im Aussen zu zeigen und weshalb es für ein erfolgreiches Business so unheimlich wichtig ist, in dich selbst und dein Unternehmen zu investieren. Linda verrät dir ausserdem einen absoluten Gamechanger, der ihr dabei geholfen hat, ihr Business in den vergangenen Monaten auf’s nächste Level zu bringen und mit Klarheit und Fokus in jeden Tag zu starten. Viel Spass beim Anhören! Alles Liebe, Britta Kurzbio von Linda Klein, Interviewgast Linda Klein arbeitet als Psychologin und Krisencoach mit Menschen, die sich leer und verzweifelt fühlen, weil sie nicht mehr weiter wissen. Sie gibt ihnen Halt und begleitet sie aus der Krise zurück in ihre Kraft, damit sie sich wieder lebendig und frei fühlen und mit Klarheit und Zuversicht ihren ganz eigenen Weg voller Freude und in tiefer Verbundenheit mit sich selbst gehen können. Ihre Mission ist es, Leid zu transformieren. Vom Leid in die Freude. Aus der Krise in die Kraft. https://linda-klein.com https://www.facebook.com/lindakleincoaching/ https://www.instagram.com/lindaklein_coaching/ LINKS ZUR EPISODE kostenloses Persönlichkeitsquiz: Welcher Soulpreneur-Typ bist du? Mehr zu Linda Klein BEWERTE DEN PODCAST Ich würde mich riesig freuen, wenn du den Podcast auf iTunes bewertest und eine Rezension hinterlässt. Das hilft, dass der Podcast von Anderen noch leichter gefunden werden kann und dass noch mehr Leute Zugang zu den Themen bekommen. Vielen Dank schon mal dafür!

ALPS In Brief – Episode 34: An ABA President's Hope for the Future

The ALPS In Brief Podcast

Play Episode Listen Later Jul 25, 2019 35:08

What is the American Bar Association (ABA) doing to ensure there is a national voice for, not just the legal profession, but for vulnerable people and communities that we serve, to make sure that the Constitution is protected? As his term comes to an end, current ABA President Bob Carlson sits down with ALPS Executive Vice President Chris Newbold to discuss the ABA's work to move the needle on tough topics like lawyer wellbeing, natural disaster relief, immigration, diversity and inclusion, and the vision of global stewardship. Transcript: CHRIS NEWBOLD: Good afternoon. This is Chris Newbold, executive vice president of ALPS. Welcome to ALPS in Brief podcast. I'm actually here today in Missoula, Montana. It's July 19, 2019, and I have a very special guest here in our offices. Current ABA president in America, attorney Bob Carlson. Bob Carlson is a former past president of the state bar of Montana and is the second Montanan to ever hold the post of ABA President. Bob, thank you for joining us today. BOB CARLSON: Well Chris, thanks for having me. And just to tell your viewers, we just completed another successful ALPS leadership retreat here in Missoula, and had bar leaders and executive directors from around the country. It was inspirational as always, so thank you. CHRIS: Yeah, obviously ALPS, in our malpractice insurance, one of the strong partnerships that we enjoy is our relationship with state bars and, and Bob was actually, back in his state bar is, was a major force in the creation of ALPS. And so we obviously appreciate his longtime support of ALPS. Bob, let's talk, I want to talk a little bit about ... Let's talk one year ago today, right? So you were on the cusp of going into the annual meeting in which you were going to be sworn in as president of the ABA, right? Talk to our listeners about just kind of what you were thinking about before you went into the post. Obviously, you went through a pretty long cycle of leadership positions in the ABA, but there's, there's probably nothing like kind of getting ready for the actual year itself. And so talk to us about your mindset, about what you were thinking about going into the year as ABA president. BOB: Well, a few things. First of all, my predecessor, Hilarie Bass had started some programs that we wanted the association to continue. Going back a couple of years before that with Linda Klein and Paula Brown, they had started some programs that as an association, we wanted to continue. What we didn't want to do is just start something new, start a fresh initiative that was Bob Carlson's initiative. And I think that Hilarie had a similar mindset and we had worked well together and an issue that was very, very important to both of us was attorney wellness and wellbeing. We were bound and determined to continue to spread the message about the work that the association and state local bars were doing in that area. The second thing was to try to continue to spread the message about what the ABA and its young lawyers division does in the area of disaster relief and disaster resiliency. In the last two years, we've had disasters, significant devastating disasters, whether it's hurricanes or tornadoes or wildfires or earthquakes from the US Virgin Islands to American Samoa. So literally one end of this country to the other, and we wanted to continue to focus on that. Immigration was a critical issue. The ABA has significant policy in this area to try to assist in making sure that, number one, the children that were removed from their families were reunited. We're still working on that. Number two, that unaccompanied minors got a fair hearing and got as much representation, whether direct representation or pro bono representation, that we could provide or at a minimum that they had been provided with some information about what their rights were and also to assist people seeking asylum. We continue to work on that even though the landscape seems to change on a regular basis. And finally we were rolling out a new website and a new membership model. I come from a very small firm in a rural state and I wanted to make sure that we had Hilarie and Judy and some other, Judy Perry Martinez, my successor, and others speaking for the larger firms. Hillary's firm was 2000 lawyers. At the start of my year, we had five or six. We're now three due to a couple of moves out of state of a couple of associates. But wanted to really show to lawyers in small firms around the country that the ABA was relevant to them. And that was a great value in terms of making them a better practitioner, providing them the right tools they needed to assist their clients, and to make it more affordable and accessible. On the eve last, almost what is a 49 weeks ago today? That was the thought. Had a lot of momentum going into the year from things that my predecessors had done, and I think we've kept the momentum up and, and moved the ball forward on a lot of areas. CHRIS: That's a really interesting thing to kind of note because I think in the governance model of the ABA, there has been a little bit, what's the president's initiative? Best practices in nonprofit governance would tell you that, you know, there's a strategic plan, right? And there's a vision of a board and the president is just the steward of the vision, right? As opposed to, and it seems like there's been a lot of progress with the last couple of leaders of the ABA in terms of executing a coherent, sustainable vision for the organization. BOB: And that's been the goal. I grew up in the bar world in the state bar, Montana. When I first became a member of the board, we were just starting, this was back in the 80s, we were just starting our strategic planning process and when I became president we were five, six years into that process and the presidents were moving things forward. A strategic plan keeps getting evolved every year. You look at it every year. You've done retreats, the [inaudible 00:06:43] retreats for the state bar and others, that you know, what have you accomplished but needs more work? What new issues have arisen on the landscape? The legal profession is constantly evolving. Issues constantly evolve, so you have to figure out a way to meet that. Most of the state bars though don't have the turnover, complete turnover in leadership that the ABA does. So you have a board at the ABA that rolls over completely, is a new board every three years We have a strategic plan now for the board that Hilarie pushed through. We have done some reorganization internally, but the mindset has to be at the top. The leaders at the top have to say, listen, we support the association moving forward. This is not about the individuals that are the presidents. This is about the association. This is about the profession. This is about the independence of the judiciary, and diversity and inclusion. What are we going to do to move those things forward? And the way you do it is you sort of have a relay. It's not a sprint. It's not, I'm going to do as much as I can in one year. It is confident in the knowledge that you keep moving the baton forward. That I took it from Hilarie and I'm giving it to Judy and she's giving it to Patricia Refo from Arizona, and we're going to continue to move the association forward in a strategic way, and in an organized way. This gives you the flex. This allows you to meet the ongoing programs, to continue to expand and work on programs, but also meet the new things that happen in every presidency. Whether you're a state bar president or the president of the largest voluntary legal association in the world, every year there's going to be something that happens that you're going to have to react to on behalf of your members and on behalf of the profession. CHRIS: So you have those expectations, right? There's continuity in the goals one year later. How do feel like things at one? BOB: I actually feel really good. We have moved. We have made progress in a number of areas, and I think the association as a whole has strengthened. We did a lot of things last year to strengthen and we did a number of more to strengthen it, and we are positioned to really have a very strong national association for the future. I think for the listener that's critically important to the independence of the judiciary. It's critically important to due process and the rule of law that you have a national voice for, it's not just for the legal profession, it's for vulnerable people and communities that we serve to make sure that the message gets delivered, to make sure that the Constitution is protected. I feel like we really as an association have made a lot of progress, and one area that we've made significant progress in is the area of lawyer wellness and wellbeing. Thanks a lot in no small part to your work and assistance as the co-chair of the ABA working group on lawyer wellbeing in the profession. I'm sure I've totally messed up the title but we have really created a movement. Primarily my job is taking in as many groups as possible about the issues concerning lawyer wellbeing and lawyer wellness, whether it's a state bar, or a local bar, or law schools, or meetings of managing partners, or to regional bar associations. Not only what the ABA is doing, but how we can partner with all the other stakeholders, including companies like ALPS, who write legal malpractice insurance and have been big supporters of the organized bar since ALPS inception. So I feel really good. We created a pledge we have for legal employers to talk about and think about lawyer wellness and wellbeing for their employees. We've got 120 legal employers that have signed up both law schools, in-house counsel, some of the largest law firms in the country, and then a small firm like myself. So it's not just for big firms, and it's not a one size fits all. It's what can you do to make sure that the consciousness of the law firms and the employers are raised so that they are more aware of the issues that their employees are going through. So if somebody needs help, they know the resources they can get to, the toolkit on lawyer wellbeing with the 80 tips, a [inaudible 00:11:53] that you can download on your phone. I mean that's tremendous progress in an area where we needed something to say, listen, this is okay to talk about. It is okay to get help. It is imperative that you get help. And we're trying to make sure that publicly, every day, everywhere I've gone this year to every audience, those words come out of my mouth. If you need help, we have the resources to get you help. Because to be a good lawyer, you need to be a healthy lawyer. CHRIS: Yeah. And how would you characterize the state of attorney wellbeing right now if you had to kind of step back and reflect a little bit? Because obviously, we have a long way to go. The numbers are not favorable, right? But education and discussion and as you say, the creation of a movement dedicated to the betterment of the profession is a noble direction for us to take. BOB: It is, and we've made progress. I do think we've made progress. The conversations over the past year, I sort of lost track of the count, but I think I spoke in 17, 18, 19 law schools primarily on the topic of lawyer and law student wellbeing, urging law schools to think about it. And there's a number of law schools that are doing great things. There's number of law schools that within an hour after leaving the lunch with the students, they created a working group to discuss how they could do things in their law school, which included faculty, interested faculty members and deans. So I think we've kept this as sort of a fear thing for so long. People were afraid that if they identified as having a problem, whether it's a mental disease problem, anxiety, depression, bipolar, whatever, or if it's a substance issue, they felt that if they sought help that they'd have to report themselves and that they would be stigmatized, and they would be penalized for that either in their admission to the law school or their admission to the bar. So we increased the bandwidth of the stakeholders where we have regular discussions with the conference of chief justices. So the 50 chief justices from every state who can basically oversee the practice of law and the admission to law and to practice in their states. We've had discussions in law schools. We've had discussions with managing partners of big firms, medium firms, and small firms. There was a national summit where educators, lawyers, legal malpractice insurance companies got together to talk about how to move this message forward. I'd say the most important thing we've done is we talked about it every day, and I think that's made a big difference. There's a lot of things, there's a lot of positive things that the legal profession is doing today. A lot of, whether it's volunteering a for pro-Bono in disaster relief areas, whether it's volunteering to assist people seeking asylum at the border or in their communities, whether it's volunteering to help people with their veterans benefits, or the elderly. Whether it's lobbying for legal services, adequate funding and the Legal Services Corporation or the public service loan forgiveness program. All things that the profession is doing, the great things. Those things provide you satisfaction as lawyers. Helping somebody pro bono, for free, provides satisfaction. So we're trying to provide as many opportunities to younger lawyers to do that, as well as more seasoned lawyers like myself. At the same time, it's sort of an individual decision about how you want your life as a legal practitioner to unfold. Do you want to be a professor? Do you want to work in government? Do you want to be in a big firm or small firm? When I taught in law school, since I come from a small firm, and Hilarie comes from a very large firm before me, and Judy comes from a medium-sized firm, I make that analysis. Here's the world's largest legal association. Here's three totally separate, 2000 lawyer firm from Miami, three to five lawyer firm at the time I started from Butte Montana, a few hundred lawyers from New Orleans, Louisiana. That's pretty diverse in terms of practice areas, in terms of scope. You lay that out to people saying these are things that you can do. You can choose to practice where you want, and you need to make part of that decision to make yourself feel like you're giving back. CHRIS: In many respects, you know, the attorney wellbeing is a one attorney at a time progression. Right? And the more that we're raising the visibility of the issue, willing to have meaningful conversations, be vulnerable at times. Right? And be able to look out for one another. It's amazing how much impact you can have, one lawyer can have, on the people around them. BOB: Yeah. And I think for a long time, people were either embarrassed or didn't want to interfere. But if you look at it in terms of if you saw somebody that was stepping out in front of a bus, you know, you'd reach out and grab the person. And people that are suffering from either addiction or anxiety, depression, other mental diseases, that's that equipment. And do you have to at least say something, be willing to raise the issue, not to embarrass them, not to demean them, to treat it as a part of society. These things are in society. Unfortunately, the legal profession has way higher averages of people suffering from these issues than the average population and way more than the other professions. And so we need to be able to speak up. And I think part of it historically was, oh, that was a sign of honor to, I could party hard and then still get up and go to work and be a great a lawyer or I, you know, I feel bad so I'm not going to go help because that would make me seem weak. So I'm going to, you know, ignore it for self-medicate, which compounds the problem. And the more you can normalize this, or de-stigmatize it, the more you can say, this is part of life. We're here to help you. You need to get help and we are not going to judge you when you do it. CHRIS: Yeah. And one of the things that also I think is interesting is that you know, there seems to be more willingness as a society for us to talk about these issues, right? I mean, you, you hear top 40 songs talking about suicide hotlineS, and you see a lot more stars coming out and being more vulnerable about things that are affecting them. And then you have generational change. Right? And so talk about what you see in terms of just, you know, you spent a lot of time in law schools. I mean, I think the generational shift in terms of the millennials are soon going to be, you know, the majority of lawyers out there. Right? And what that means in terms of the awareness of worK-life balance, professional satisfaction and willingness to talk about these issues more openly and honestly. BOB: Yeah, I think the trend is, I think we're seeing some positive results in the more experienced, the baby boomer generation, getting help and being willing to talk about it. But I really do see a great hope for the profession with our younger lawyers and with the law students coming out because they are more willing to seek help. They're more willing to seek fulfillment in both their day jobs, whatever they are, but also volunteering on issues of importance to them. And as an association, we're trying to provide as many opportunities for them as possible so they can volunteer their time and talents to the communities where they live. And I think that is going to pay dividends in terms of their self-fulfillment, their enjoyment of their job. I've practiced law now for, I graduated 40 years ago, and there's been some tough times. The practice of law is difficult, but I've always enjoyed doing this. I've always enjoyed being a lawyer, helping clients. But I think part of what's given me the fulfillment in this is this. I mean I've been active in the state and national bar, you know, since the early eighties, so not too long after I got a law school. And that sense of giving back to the profession, that sense of being around talented lawyers from all over the country, and having that experience has really been fulfilling in not only my life but my family's life. My wife and I have great friends all over the country, that but for doing this volunteer work, we would've never met these people. And I think that part of the thing is to, and I come from a small firm, we've always been a small firm and we've always been committed to giving back to both the bar and the community. But that sense of fulfillment is something that if we can convince more lawyers starting in law school and more young lawyers to participate in that, to take that time and provide more opportunities. You don't have to do this. I mean being the president of this association has been great, but you know, not everybody's going to do this. I do know that in every classroom, every group of young lawyers that I talk to, I say the same thing. There is somebody in this room that in the next 20 years is going to be standing up giving this set of remarks to the next generation of lawyers. Because I do believe that. I believe that you have to be open to the possibilities that one thing you do, one day, one volunteer effort somewhere, you have to be open to the possibility that that is not only going to change the person's life that you're helping, that it's going to change your life. And I think our generation has done a pretty good job. But this next generation I think is ready, willing and able to step up to the plate. And I have great confidence. Is it perfect yet? No, but are we making progress? Did we move the needle this year in a number of areas as an association of profession? Absolutely yes. CHRIS: That's great. That's great. Tell me how has your small firm perspective been important in your leadership perspective? Not that it's unusual that a small firm lawyer becomes president of the ABA. But when you look at the numbers, right? 49% of, you know, the ABA statistics, 49% of lawyers in private practice are solo practitioners. Right? And then the next, you know, 24, 26% are in firms of two to five. Right? So it's fairly unusual to find somebody who has the capacity, the commitment to step forward and bring that perspective from a leadership perspective. And so I'm wondering how you reflect now about how that perspective has been part of your leadership journey. BOB: Well, I certainly think it's helped. It's helped keep me grounded. I've never taken myself too seriously, although I tried to learn something every day and lay awake at night thinking could I have done this better or differently. But I think that being from a smaller firm, when you're out talking to groups of lawyers, most of them are going to be in that category. And I know what they're going through. I mean, I know the day to day ups and downs, and joys and sort of a downside of being in a small firm and being part of the fabric of a community. And being from a rural state, that sort of amplifies that. Because lawyers volunteer everywhere, but if you're in a big city that shouldn't, but it sort of gets lost in the whole, there's a lot of people doing a lot of things. If you're in a small town or from a rural state, you see lawyers on every board. You see lawyers coaching soccer and baseball and refereeing and they're part of the fabric, the literal fabrics of their communities. And to be from that background, I think gives you a better voice when you're talking to those folks. I think the association as a whole and the leaders have always done a great job trying to assist solo and small firm lawyers be better lawyers. We've got great tools for that. We've worked hard over the last several years to expand that. And maybe it was in part because of comments or suggestions that I brought to the table being from that perspective. And so I think that it allows you to walk up and say, listen, I get it. Now the larger firm lawyers who have been president, they're empathetic. They do get it. They want to help everybody there. Their job, you're leading this association, you want to help all the members and you want to increase membership. You want to gain more people so you can help more people help more clients. And so they get it. But it's like when I walk into the room with 50 managing partners of these major law firms, I get it because I've been in those discussions, some of them I've known for a long time, but I don't know what it is they're going through managing 59 offices in 30 countries or whatever it is. I mean I empathize but they're like looking at me like what do you know? And I think that now there's a face because there's been this misperception that the ABA is only for big law firms and coastal law firms. And that's just not true. A vast number of our members are from solo and small firms and, but now they know that you can lead this. Now they know that number one, leadership is for everybody. It's very diverse across all categories. And they know that there's somebody here that they could pick up the phone and say, I'm having this issue, what programs are the ABA running or do you have to help me? And they know that I know what I'm talking about when I'm talking to them. It's just a matter of expanding the bandwidth and pushing the envelope that we have all sorts of people who've risen to the top and leadership of this association. This association is a big tent and it is for everybody, no matter where you come from, no matter what your practice, no matter what your firm size, no matter what your gender, race, social or sexual orientation, ethnicity, religion, whatever. This association is for them. We have done I think a better job over the last several years of moving that message, in part because of who we've selected to be the president of this association. CHRIS: Well, you sit now in the home stretch of your tenure as president, just a few short weeks you'll be handing off the baton. Have you had any time to reflect on the year? You've, you've been go, go, go, go, go. I'm just curious about the personal side of this type of service, commitment to the profession. I'm sure you'll have a decompression time at some point here in the near future. But you've been in enough airplanes where you probably get some time to think as well. BOB: Yeah. I've been trying to take it one hour at a time, literally. Get to the next commitment, be in the moment for the people that I'm speaking to or having conversations with at the time, and then keep moving. I've done some reflection on the plains, but a lot of it is how can I do a better job and the time that's remaining in this term to deliver the message better. Trying to learn from every set of remarks, how could I make more of an impact on the audience? How can I make this work? How can we make a broader impact on other issues facing the profession and the judiciary in the United States and frankly the world? So what can you do to move that forward? And I've been very fortunate. My very small law firm has supported me. I have still practiced law this year, not as much as maybe I would have liked to help my partner out and help the law firm out in our clients, but I've done some, which is a little unusual for an ABA president. And I think I've had great support from my wife Cindy. Because we have two dogs who miss us and we miss them. We haven't traveled a lot together and plus this job is sort of like being on a rock band tour without the band. You're sometimes in multiple cities in a handful of days and she prefers to go to a location to sort of be there for a few days, three or four days at a time. And there's times when you're in a city for two hours. So it's been a little difficult at times. But she's been great. But we've been in this for the whole run. We're going to be 34 years of marriage, but we dated before that. So she's my entire career or bar service, my entire career at my law firm, which I started in 1981, she's been in the picture. And she's got a lot of friends in the state bars, and in the national bar, and people that she's met around the world. This has been a fabulous experience. I'll sit back and reflect later, but we still have three weeks give or take to go and there's still more stuff to do. We're still trying to every day look at things and say, how can we do good today and continue to move the association forward? CHRIS: Well thank you Bob, obviously for your service. I think anybody who ultimately serves in a service capacity, in a leadership role, I think our ultimate goals that leave the organization better than we found it. Right? And I think that if that's the benchmark versus success, I think you should certainly be proud of what you've been able to achieve in your year as ABA President. And again, there's a lot of people around you. There's an incredible ABA staff, right? This is an organization that's committed to betterment. And you know, while you're the steward of the vision at this point, I know it's got to be fulfilling for you to begin to think about the fact that you've ideally move the needle forward and you're going to leave at a stronger organization than you found it. BOB: Yeah, you sort of stole my last set of comments. But yeah, we do have a great, not only a great staff, they're tremendous and they provide a great deal of support. But we have a tremendous number of volunteer members, volunteer lawyer leaders around the country that participate like yourself, on working groups, committees, task force commissions, the sections that provide the substantive practice. We have such a great wealth of talent in this association. We are definitely moving the needle in a number of areas. Do we have more work to do? Yes, but we will continue to do that. We'll continue to speak out where it's necessary in defense of, not only the profession, not only the judiciary, but in defense of due process and rule of law, both in this country and around the world. That's what the association has been doing. I am fortunate enough to be the 142nd president. We've been doing this for 142 years, three years, and we're going to keep doing it. So thanks for your time. I appreciate all that you've done and all that ALPS has done as a company to support the organized bar. CHRIS: Bob, it's been fun. I appreciate you taking a couple of minutes on a late Friday afternoon at the conclusion of our ALPS bar leaders retreat. Again, Bob's been a great friend of mine and our organization. We thank him for his service and leadership of this great profession. So thank you Bob. BOB: Thank you. Appreciate it. CHRIS: That will conclude our ALPS in Brief a podcast. If you have any thoughts or suggestions, please let us know for future topics, and that's it. Have a great weekend. Thanks.

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A Conversation with Linda Klein

The Future of Resolution

Play Episode Listen Later Jan 28, 2019 30:10

Season 2 of The Future of Resolution Podcast kicks off with former American Bar Association president Linda Klein. In this episode, Klein touches on a range of important issues impacting the practice of law, including the importance of diversity in alternative dispute resolution; judicial independence; and attorney wellness initiatives. Klein is a senior managing shareholder at Baker Donelson and a past president for the American Bar Association (ABA), the world's largest voluntary professional association. She previously served as chair of the ABA's House of Delegates, the association's policymaking body. She has also served as chair of the Tort Trial and Insurance Practice Section, chair of the Committee on Rules and Calendar of the House of Delegates, chair of the Coalition for Justice, and chair of ABA Day, the Association's Congressional outreach effort. She is a recent member of the Council of the ABA Section of International Law and also served as a columnist and on the Board of Editors of Law Practice Management Magazine. In 2013, Klein had the honor of being a McGlothlin fellow on the campuses of William and Mary's Business and Law Schools. She delivered the commencement addresses at Atlanta's John Marshall College of Law (2018), Georgia State University College of Law (2017), Cleveland-Marshall College of Law (2017), Pepperdine University School of Law (2016), and Washington and Lee University School of Law (2012). In 2009, Klein was honored with the Randolph Thrower Award for Lifetime Achievement and was named to the YWCA Academy of Women Achievers. In 2004, the American Bar Association honored Ms. Klein with the prestigious Margaret Brent Achievement Award.

American Bar Association Immediate Past President Linda Klein on Veterans Initiatives

Law Talk With BJ

Play Episode Listen Later Sep 3, 2018 33:43

In this episode of Law Talk with BJ, BJ Bernstein talks with Linda Klein, American Bar Association (ABA) Immediate Past President, on the topic of veterans initiatives.

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ABA Annual Meeting 2018: Temporary Law Licenses for Military Spouses

Play Episode Listen Later Aug 10, 2018 26:43

For lawyers who are military spouses, the inevitable move from state to state can be a nightmare for licensing reasons. In this report from On The Road at ABA Annual Meeting 2018, host Laurence Colletti talks to Linda Klein, Michelle Suskauer, Nan DeRenzi, Karen Scanlan, and Katherine Lee Goyette about the jurisdiction issues faced by lawyer military spouses and the work that’s being done in both Florida and Georgia to provide temporary law licenses. They also discuss the Veterans Legal Service Initiative and the law service clinics that are partnering legal help along with medical help for veterans. Linda Klein is managing shareholder for the Georgia offices of Baker, Donelson, Bearman, Caldwell & Berkowitz, LLP. Michelle R. Suskauer is a West Palm Beach Criminal Lawyer and an AV Preeminent rated attorney by Martindale-Hubbell. Nan DeRenzi is the chief operating officer of Jefferson Consulting Group and is a former United States Navy officer. Karen Scanlan is an attorney licensed in Illinois and is a native of Chicago. Katherine Lee Goyette is an associate attorney for Fendley & Etson, Attorneys at Law, in Clarksville, Tennessee, focusing on personal injury, criminal defense, and family law matters.

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#27 Durf als ouder kwetsbaar te zijn

CIP podcast

Play Episode Listen Later Jun 8, 2018 22:35

Linda Klein vertelt aan Rik Bokelman dat ouderschap te maken heeft met kwetsbaarheid.

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ABA Annual Meeting 2017: Linda Klein on Her Tenure as ABA President

Lawyer 2 Lawyer - Law News and Legal Topics

Play Episode Listen Later Aug 11, 2017 13:38

Before she steps down as ABA President, Linda Klein talks to host Laurence Colletti about the things she has achieved in the past year in this On The Road report. Together, they discuss CLE in the City, increasing access to justice for veterans, and Public Service Loan Forgiveness, just a few initiatives she addressed during her time as president.

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Broken Promises and Public Service Loan Forgiveness - Rebroadcast

ABA Law Student Podcast

Play Episode Listen Later Jul 31, 2017 20:24

Law school is essential to becoming a successful lawyer but it doesn’t come cheap. Public Service Loan Forgiveness was a program put in place to entice young lawyers to take public service positions which have historically paid less than private sector positions. After ten years of making on-time, full payments while in a public service role, the loan would be forgiven. Recently, though, the Department of Education was sued by the ABA for not keeping its promises. Even after declaring those involved in the program to be fully qualified for loan forgiveness, it was later decided later that they were not qualified. In this episode of the ABA Law Student Podcast, host Chris Morgan discusses these events with the president of the ABA, Linda Klein. They dive into the original goals of the program, why the program is necessary, and actions the ABA is currently taking to ensure those relying on the program are compensated. Linda concludes by saying that the Department of Education’s decision will also affect the ability of the ABA to provide legal services to those that need it most. Linda Klein is the senior managing shareholder at Baker Donelson Bearman Caldwell & Berkowitz and president of the American Bar Association. Klein’s practice, based in Atlanta, includes most types of business dispute resolution, including contract law, employment law and professional liability, working extensively with clients in the construction, higher education and pharmaceutical industries.

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The Gamble of Public Service Loan Forgiveness

ABA Law Student Podcast

Play Episode Listen Later Jun 22, 2017 16:23

Young lawyers are needed to fill public service roles but often law school debt funnels them into higher paying positions. The Public Service Loan Forgiveness (PSLF) program was aimed to help this issue by forgiving student debt after ten years of qualifying employment at the local, state, or federal level. In this episode of the ABA Law Student Podcast, host Chris Morgan talks to ABA President Linda Klein about the PSLF program, how it has fallen short, and the resulting suit that the ABA filed against the Department of Education. She also discusses the future of the trial and how to raise awareness as it continues. Linda Klein is the current President of the American Bar Association. In her practice life, she is managing shareholder for the Georgia offices of Baker, Donelson, Bearman, Caldwell & Berkowitz, LLP.

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Will Budget Cuts to the Legal Services Corporation Diminish Access To Justice?

Play Episode Listen Later Mar 31, 2017 32:38

On March 16, 2017, President Trump unveiled his proposed federal budget. With this proposed budget came many federal budget cuts to federal agencies and programs like the Corporation for Public Broadcasting, “Meals on Wheels,” and the Office of Violence Against Women. Included in these cuts, was the Legal Services Corporation, an independent nonprofit established by Congress in 1974 to provide financial support for civil legal aid to low-income Americans. If President Trump’s current budget proposal is approved by Congress, this elimination of funding would directly impact those who seek legal representation. On Lawyer 2 Lawyer, host Bob Ambrogi joins attorney Jim Sandman, president of the Legal Services Corporation, and attorney Linda Klein, president of the American Bar Association, to discuss President Trump’s budget proposal to zero out funding for the Legal Services Corporation. This discussion includes the state of legal services funding today and what cuts or elimination would mean for lower income Americans. Attorney James J. Sandman has been president of the Legal Services Corporation since 2011. Jim practiced law with Arnold & Porter LLP for 30 years and served as the firm’s managing partner for a decade. Attorney Linda Klein is president of the American Bar Association and the senior managing shareholder at Baker Donelson Bearman Caldwell & Berkowitz. Special thanks to our sponsors, Clio and Litera.

ABA TECHSHOW 2017: Women Are Powerful in Legal Technology

Play Episode Listen Later Mar 20, 2017 11:39

This year’s ABA TECHSHOW roster has more women faculty than men. While the legal industry has previously been predominantly men, this demographic is shifting. In this episode of On The Road, host Sharon Nelson talks to Linda Klein, Heidi Alexander, Rochelle Washington, Brooke Moore, Sarah Glassmeyer, and Catherine Reach about the women in legal technology. Their discussion includes why it’s important to promote women’s roles in the legal industry and what specific characteristics women have to improve the tech field. Linda Klein is the current president of the American Bar Association. In her practice life, she is managing shareholder for the Georgia offices of Baker, Donelson, Bearman, Caldwell & Berkowitz, LLP. Heidi Alexander is a law practice management advisor at the Massachusetts Law Office Management Assistance Program (MassLOMAP), where she advises lawyers on practice management matters and provides guidance in implementing new law office technologies. Rochelle Washington is the senior staff attorney in the Practice Management Advisory Service (PMAS) of the D.C. Bar. She assists lawyers with starting and managing law firms through sessions, programs, and seminars. Catherine Sanders Reach is the director of law practice management technology for the Chicago Bar Association. For over 10 years, she was the director at the ABA’s Legal Technology Resource Center and served on the ABA TECHSHOW Board from 2007-2009. Brooke Moore is the managing attorney at Arkansas Virtual Lawyer. She created AVL based on a growing need for affordable quality assistance and a steady decline in access, currently not adequately addressed by the legal industry. Sarah Glassmeyer is a lawyer and librarian currently working as a research fellow in the Harvard Library Innovation Lab. She is a passionate believer in the idea that access to information is access to justice.

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ABA Midyear Meeting 2017: Updates from ABA President Linda Klein

Play Episode Listen Later Feb 3, 2017 19:29

There are often many things going on with the American Bar Association, but few know more about them than ABA President Linda Klein. In this On The Road report, Digital Detectives hosts Sharon Nelson and John Simek interview Linda Klein about current hot button issues for the association. Together, they discuss Linda’s statement regarding the recent presidential executive orders on immigration, the veterans initiative, the ABA Blueprint web tool, President Trump’s Supreme Court nominee, and Law Day 2017. Tune in for an inside look at what the American Bar Association has going on. Linda Klein is the senior managing shareholder at Baker Donelson Bearman Caldwell & Berkowitz and president of the American Bar Association.

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Broken Promises and Public Service Loan Forgiveness

ABA Law Student Podcast

Play Episode Listen Later Jan 31, 2017 19:47

Law school is essential to becoming a successful lawyer but it doesn’t come cheap. Public Service Loan Forgiveness was a program put in place to entice young lawyers to take public service positions which have historically paid less than private sector positions. After ten years of making on-time, full payments while in a public service role, the loan would be forgiven. Recently, though, the Department of Education was sued by the ABA for not keeping its promises. Even after declaring those involved in the program to be fully qualified for loan forgiveness, the ABA decided later that they were not qualified. In this episode of the ABA Law Student Podcast, host Chris Morgan discusses these events with the president of the ABA, Linda Klein. They dive into the original goals of the program, why the program is necessary, and actions the ABA is currently taking to ensure those relying on the program are compensated. Linda concludes by saying that the Department of Education’s decision will also affect the ability of the ABA to provide legal services to those that need it most. Linda Klein is the senior managing shareholder at Baker Donelson Bearman Caldwell & Berkowitz and president of the American Bar Association. Klein’s practice, based in Atlanta, includes most types of business dispute resolution, including contract law, employment law and professional liability, working extensively with clients in the construction, higher education and pharmaceutical industries. Mentioned in the episode: ABA sues Department of Education over retroactive denials to lawyers under Public Service Loan Forgiveness

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ABA Annual Meeting 2016: President Linda Klein’s Year To Come

Lawyer 2 Lawyer - Law News and Legal Topics

Play Episode Listen Later Aug 11, 2016 13:24

“I went to law school because I wanted to help people” ~ Linda Klein The ABA Annual Meeting marks both the end and beginning of leadership as the organization marches into the future. This time On The Road, hosts Lynae Tucker and Chris Morgan, the student editor and the 12th Circuit Governor for the ABA Law Student Division sit down with incoming ABA President Linda Klein, who is the 140th person to head the American Bar Association, at the 2016 ABA Annual Meeting. They discuss Linda’s early pro bono work for the elderly and her upcoming programs designed help our nation's veterans. In addition, Linda tells us about her decades long involvement with the American Bar Association and how forging early relationships helped guide her career. She encourages lawyers to volunteer and citizens to vote. In addition, she believes that lawyers need to play a part to ensure the next generation receives a good primary education. Linda Klein is the current President of the American Bar Association. In her practice life, she is managing shareholder for the Georgia offices of Baker, Donelson, Bearman, Caldwell & Berkowitz, LLP. She has practiced law for over 30 years in Atlanta focusing on dispute resolution practice, in the areas of construction, pharmaceutical, and education law. Over the years, she has held many leadership positions at the American Bar Association including Special Advisor to the Standing Committee on Membership, Special Advisor on the ABA Program, Evaluation, and Planning Committee, Member of the Women Rainmakers Committee, and many more.

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The American Bar Association: A Look Ahead Under New President, Linda Klein

Play Episode Listen Later Jul 22, 2016 26:29

The American Bar Association is one of the world’s largest voluntary professional organizations, with nearly 400,000 members and more than 3,500 entities. It is committed to doing what only a national association of attorneys can do: serve members, improve the legal profession, eliminate bias and enhance diversity, and advance the rule of law throughout the United States and around the world. On Lawyer 2 Lawyer, hosts J. Craig Williams and Bob Ambrogi join Linda Klein, president-elect of the American Bar Association, as she takes a look back at the past year as president-elect and looks ahead to her initiatives and mission under her presidency at the American Bar Association. Linda Klein is president-elect of the American Bar Association. Linda, senior managing shareholder at Baker Donelson Bearman Caldwell & Berkowitz, assumed the role of president-elect of the American Bar Association in August 2015 at the ABA Annual Meeting in Chicago. She is presently serving a one-year term as president-elect then will become ABA president in August 2016.

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ABA Law Practice Division: Linda Klein on Female Leadership in the Legal World