Client Performance

What this workshop is about

As small business advisors, we want to help our clients execute the plans we make together. A challenge many advisors face is that even good plans don't get carried out. However, the real problem is that we see a missed action as a lack of commitment — when clients don't execute because they don't own the plan, the plan isn't realistic, or nobody keeps them accountable. The truth is that a plan is not enough: people don't resist action, they resist what makes action hard. That's why we need to remove the barriers — diagnose them, offer stepping stones, and follow up without judgment.

You will learn

• How to recognize the barriers that keep clients from executing — ownership, realism and accountability among them
• How to offer stepping stones that remove those barriers
• How to make action plans clients can execute: decisions and actions, timelines, bite-size steps
• How to follow up on missed actions in a way that builds trust
• How to track progress and results with clients over time

The 2-hour workshop

1. Introduction and self-assessment
2. Exploration of the subject
3. Case studies and advisor insights
4. Framework and tool introduction
5. Time-out with advisor insights
6. Test drive of the tools presented
7. Time-out with advisor insights
8. Self-assessment and wrap-up