5 Ways to Foster Innovation: Insights from Duncan Wardle & Mel Robbins

The most employable skillsets in the next decade will be creativity, intuition, curiosity, and imagination, predicted Duncan Wardle, the former Head of Innovation and Creativity at Disney.

Why? Because these skills are the hardest to program, and the most difficult for AI to replace.

Renowned speaker and best-selling author behind The 5 Second Rule, Mel Robbins, thinks it will be empathy.

Wardle and Robbins addressed some of the biggest challenges leaders face today in connecting with their teams and fostering a culture of innovation and creativity.

Sharing what he learnt from his decades with Disney, Wardle highlighted some of his best tools to foster design thinking and spark creativity by finding ways to make innovation less intimidating and more approachable.

Creativity is the ability to have an idea. Innovation is the ability to get it done.

Duncan Wardle

 

Let’s look at five useful takeaways from Duncan Wardle and Mel Robbins:

1. Be Consumer-led

 

One of the biggest barriers to innovation is that companies are led by quarterly results, instead of consumers and clients. This often leads to ideas getting stuck, diluted, or killed as they move through the approval process. If team leaders and decision-makers approach innovation with the mindset of satisfying only quarterly results, they set themselves up for disappointment.

Wardle notes that one way to foster innovation is to be consumer or client-led when problem-solving, troubleshooting, or brainstorming. Noting that this is the mindset that led Disney to introduce some of their highest revenue-generating ideas such as their MagicBands which guests can use to make purchases, reservations, orders, and move around seamlessly. This improved customer experience which, in turn, led to record revenue growth.

Wardle notes that a key to being consumer-led in mindset is to retain a child-like curiosity and to always ask ‘why?’

2. Engage in Creative Behaviors

 

Innovation relies on creativity. However, the current definition of creativity, which means to come up with big new ideas, can be limiting. Instead, Wardle recommends redefining ‘creativity’ to mean the habit of continually doing things in new ways to make a positive difference in our working lives.

As leaders, there are certain behaviors that can be adopted to create such an environment in a professional setting, starting by Signaling or creating physical signals that you are there to nurture ideas. Some examples include delivering a presentation outside of the boardroom instead of behind a conference table.

Another behavior leaders can adopt is to nurture ideas. Wardle emphasized the importance of nurturing contributions from team members during the ideation stage. The point is to grow the idea, not approve it. One way to do this is adopt the ‘Yes, and’ technique during brainstorming sessions to build upon ideas instead of judging them or shooting them down.

As for how leaders can set the stage for creative thinking among their team members, Wardle notes that playfulness and mindfulness go together. Usually at work, people are focused on accomplishing active tasks, or they are bogged down by urgent matters. Wardle calls this the river of thinking. It is when the conscious brain is in charge.

To tap into the subconscious part of the brain where creativity lies, he recommends starting a session with fun and energetic exercises. The goal is to bring out laughter. Creativity can flow better once a person is relaxed enough to access playfulness.

3. Use tools to foster innovative thinking

 

 During his talk, Wardle presented several tools that leaders can use to get people out of their river of thinking and foster innovation. The chief among them is asking “What if?” This is especially useful for leaders in a heavily regulated industry or surrounded by people who are stuck with tradition and ‘how things are always done’. A simple way to practice this is to write down the rules of the challenge or issue that is being worked on without judgment. After that, simply pick one and propose solutions by asking “what if…”. The more audacious the solution, the better.

Wardle also suggests involving naïve experts in every brainstorming session. A naïve expert is someone who does not work in the same field but is an expert in their own field. The reason for this is that they tend to be more comfortable asking seemingly silly questions that others in the room may be too embarrassed to ask. A naïve expert is there to suggest audacious ideas ungoverned by your river of thinking and to move you out of your river entirely.

Noting that “diversity is innovation”, Wardle emphasized that if someone doesn’t look like you, they can help you think differently. After all, their silly questions and audacious suggestions may end up sparking a truly ingenious idea in someone else.

Some other useful tools to foster innovation according to Wardle is to re-express a challenge from a consumer’s perspective, to tap into empathy, to dig into data and challenge it while being guided by your intuition, and to ensure that team members have time to gather inspiration, stimulus, and fresh ideas.

4. Flip negatives into positives

 

Mel Robbins introduced her highly popular 5-second rule as a tool to help leaders turn thoughts into action. Explaining the mechanism of it, Robbins notes that counting backwards from 5 interrupts the autopilot loop of your subconscious mind and activates your prefrontal cortex, the part of the brain that is essential in creating behavioral changes and allowing you to think strategically. Leaders who tend to overthink may benefit most from this method.

Crucially, Robbins noted that once an old pattern of overthinking or old behavior is interrupted, it must be replaced with a new one. Here is where the negative ‘what ifs’ should be flipped into positives instead. Thinking about all the ways an idea might fail is a thought pattern led by anxiety and uncertainty. Flipping into a positive mindset paves the way for more fruitful and productive thought processes, which is essential in fostering creativity and innovation.

<H2>5. Leaders must be self-aware

 

Robbins also stressed that the most important skillset in a leader right now is empathy, according to a McKinsey study on leadership. This is critical given the current state of the workforce – as well as the Great Resignation and Great Reshuffle – in which most employees are burnt out, stressed out, and feeling the weight of uncertainty.

However, for leaders to be empathetic, they must first have a sense of self-awareness. Robbins defines this as a leader’s ability to remain clear about an organization’s direction, confident, and manage their own anxiety and stress. If leaders are not able to manage their own stress, they will not be able to empathize with their employee’s stressors in these uncertain times.

Your ability to be effective in leadership is directly impacted by whether you’re ok with yourself. Your own self-awareness.

Mel Robbins
 

Robbins also mentioned trickle-down appreciation and a leader’s ability to create a safe and encouraging space for people to speak up and feel like they belong. Here, she noted the importance of identifying the unique needs of different team members. Some may feel comfortable contributing in a big meeting, others may need to a smaller crowd to feel comfortable voicing their ideas.

Either way, it is up to the leader to find ways to model to their team that everyone is appreciated, heard, and welcomed. This then trickles down to the entire team, fostering an environment that is more motivating and inviting to new ideas.

Mona Riabacke: How to Make the Best Decisions for Your Business

Decision-making is a critical component of leadership. It’s a skill that continuously needs to be sharpened to lead in an increasingly complex and uncertain business environment. In this exclusive interview, we speak with risk & decision analysis expert Mona Riabacke on the intricacies of decision-making in business, overcoming the top challenges in decision-making, what a good decision looks like, and more.  

 

What was the inspiration behind your book, Beslutspyramiden – Stegen till bättre beslut (Freestyle Decision Making – Surfing the Wave of Information)?

I wrote the book together with my husband and we both have PhDs in Risk & Decision Analysis. After we finished, we started giving speeches about decision-making. I often get the impression that people believe that this knowledge is only beneficial if you’re a business leader. 

We are all leaders of ourselves in one sense, and there is basic knowledge that we can all benefit from when it comes to decision-making. Most books on the market were quite complex and only appealed to managers and business leaders. So, we wanted to write about this topic that we believe is extremely important for everyone in a fashion that is easily accessible.  

A PhD thesis in Sweden is read by a handful of people at best and that’s not how the modern world commonly accesses knowledge. We spent a lot of time thinking about how to present this knowledge in a way that could be read by anyone. When we published our book, one of our daughters who was 9 or 10 at the time read it. Each section is around three pages and has many images so it’s easy to read. Many people have said it’s a good book to read while commuting to work too. 

What is the most common question you get when it comes to decision-making?

The most common question is “How do we make the best decisions?”  

Everyone wants a universal method that applies to all decisions. But I relate that to going to a physician and just asking, “What’s the best medicine for me?” without letting the physician examine me first. Decision-making is more complex than just having one universal rule. We want quick fixes that will make us better decision-makers, but it’s not that easy.  

I think it’s important to ask yourself what your most important decisions are. For those decisions, why are you making them and what do you want to optimize? Also, depending on who’s making the decision, the context is important. For example, is the decision profit-related? Do you need to make the decision quickly? What criteria do you need to prioritize? 

 

What is the hardest part about decision-making?

Many decisions are one-time decisions. The context and the decision itself are not the same if you could go back and do it again. The world changes all the time so we can’t go back and replicate the decision to see whether another option would have been better. 

This brings the question of what a good decision is. Many people instinctively think a good decision leads to profit or good results. A good decision is one where you are as aware as possible of what you’re doing and why, and you have a method to go about it. It’s easier to know what information you need and who to ask for expert advice. However, people often start at the wrong end. They start with alternatives and analyze them. It’s important to be aware of what you’re doing because most of our decisions are made at a subconscious level. 

Emotions also affect how we perceive things. We don’t have an objective view of the world. We don’t see the world as it is, we see the world as we ourselves are. Depending on my education, my experiences, and my needs, I will look at the world from one point of view, and you look at it from another. Combining different perspectives is good when you want to make a more competent, objective decision.  

 

Is the process of combining different perspectives challenging in a business context?

It can be. Many leaders I’ve interviewed said that a number of decisions they face are very complex. The most common method to make complex decisions is to gather people with different perspectives and views. But they also say trying to combine different perspectives is harder than making a decision with people who think the same way you do. In the end, the result is more rational because you have different views. Also, it’s important to be clear about what roles people have in the decision-making process. For example, be clear If their role in the group is to be experts, and whose responsibility it is to make the final decision.   

 

Decision-making in business is a balancing act of being data-driven and instinctive. Is one more important than the other?

It depends on the decision. Data can be very useful, especially in sales and studying people’s behaviors. However, you may not have all the data to make certain decisions. Depending on how important the decision is, perhaps you have to look at some data but also use your experience. The world is constantly changing and there’s a lot of uncertainty, so we can never be 100% sure. That’s why we have to rely on our gut as well. The combination of being data-driven and instinctive is effective. 

In my research, I also found that the more complex the decision, the more we rely on our hunch. You must understand yourself better because we all have biases when we make decisions. For instance, if you don’t like uncertainty, you might subconsciously avoid all the alternatives where there’s a lot of uncertainty. Understanding your strengths and weaknesses, and having self-awareness are important.  

 

Do you find that male and female leaders approach decision-making differently?

It’s hard to distinguish between male and female decision-making. There’s no approach that applies to everyone. However, when faced with hard decisions, my impression is that women often care more about being judged than men do. They consider how people will accept their decisions and what they think to a greater extent. Many women feel that they are questioned more than male leaders, or risk being questioned.  

Generally, men are perceived as bigger risk-takers, and women as more risk-averse, but I’m not sure this is correct. There are several studies of the risk behavior of men and women, often in gambling situations, but how accurate this is in reality is hard to say. I think it’s more of a stereotype, but we seem to react a bit differently under stress and pressure and therefore, again, I think we need both. Personally, I think many women have a broader view when they approach decisions and often take the feelings of others into consideration, especially if it’s a hard decision that not everyone will be happy with.  

However, going back to group decisions, combining people with different perspectives is the best approach regardless of gender. But we need to look at facts at the same time. There are much fewer women in leadership positions compared to men. Why is that? The question is quite complex, but I think many women feel they have to make sacrifices they’re not happy with. But there’s also a shift in how today’s women see themselves compared to women in my generation. So, I hope to see more female leaders in the future.  

 

*The interview answers have been edited for length and clarity. 

How to Unlock the Power of AI in Enterprise Architecture 

AI is transforming every facet of an organization’s operations, and enterprise architecture is no exception. AI has the potential to revolutionize the way enterprise architects drive business growth in their organizations. According to a PayScale study, today’s enterprise architects are expected to have strong AI and business intelligence competencies. In this article, we explore how AI can assist common enterprise architecture tasks, the role of enterprise architects in AI adoption, and how AI can be harnessed to create an agile enterprise architecture.  

 

How AI Can Support Enterprise Architects 

 

A report by Bizzdesign lists the following as top priorities to drive enterprise architecture forward:  

  • Improving communication about how enterprise architecture adds value to organizations (56%) 
  • Accelerating the development of enterprise architecture processes (50%) 
  • Delivering more strategic insights (41%) 
  • Getting more support from senior management (33%). 
 

AI presents viable solutions to realize those priorities and boost the organizational impact of enterprise architecture. Here are areas where AI can be applied:  

 

Getting enterprise architecture projects off the ground 

The early stages of an enterprise architecture project are crucial. Employing AI techniques such as machine learning and neural graph networks can lay a strong foundation for an enterprise architecture program. Without AI, identifying areas for improvement and finding relevant insights can be time-consuming, resource-intensive, and prone to human error. For example, enterprise architects can utilize AI tools to quickly and efficiently analyze large volumes of data to pinpoint areas that require improvement, such as process bottlenecks or areas lacking automation. With a more precise understanding of these areas, enterprise architects can develop a more effective program tailored to their organization’s specific needs.  

Enabling data-driven analysis and decision-making 

AI can help enterprise architects make more proactive decisions by delivering solutions based on data-driven analysis, identifying patterns and trends more effectively, and enabling real-time, multi-source data analysis. For instance, for enterprise architects in the automotive industry, AI can use advanced natural language processing (NLP) to analyze unstructured data, such as vehicle specifications, internal communications, and maintenance logs, to identify key insights and trends. With this information, enterprise architects can make informed decisions about strategies based on the current state of the business, supply chain trends, and production efficiency. 

Reducing enterprise architecture project failure rates

Factors contributing to the failure of enterprise architecture projects include inadequate leadership support, poor stakeholder communication, and a limited grasp of business requirements. However, difficulty managing business complexity is the biggest pitfall with enterprise architecture projects. AI tools can help enterprise architects manage this complexity by providing insights and identifying patterns from large volumes of data from different sources. Additionally, AI tools can proactively identify potential roadblocks that could hinder project success. It can swiftly flag risks and dependencies that might impact project timelines, budgets, or scope. 

 

What are Enterprise Architecture Tools with AI Capabilities? 

 

The enterprise architecture tool sector is booming, with revenues growing up to 30% annually (Gartner). Consequently, today’s enterprise architects have access to a wide range of AI-enabled enterprise architecture tools. It’s important to explore and pilot solutions to identify which tools fit organizational needs and budget the best. Here are examples of readily available tools on the market:  

 
  • Ardoq: Employs machine learning to automatically discover and map an organization’s architecture.  
  • LeanIX: Leverages machine learning to enhance data quality, provide recommendations for application rationalization, and enable predictive analysis. 
  • QualiWare X: Uses machine learning to automate data population, create architecture diagrams, and suggest improvements based on historical data and best practices.  
  • Bizzdesign Enterprise Studio: Employs NLP to understand and process text-based data, enabling users to capture, analyze, and categorize information from documents. 
  • Sparx Systems Enterprise Architect: Integrates NLP for natural language querying of architectural models, making it easier for users to access and understand complex architecture data. 
  • Mega Hopex: Incorporates NLP for semantic data extraction and analysis, as well as interaction with architecture data. 
 

Driving Innovation with Generative AI 

 

A good enterprise architect is both a tech-savvy analyst and a creative thinker. However, the increasing complexity of IT landscapes and the processes that come with it eat up most of their time, leaving little time and energy for strategic thinking. 

This is where generative AI tools come in. These tools can become valuable assets that assist with time-consuming tasks such as creating reports, conducting research, analyzing data, summarizing complex documents, and debugging code. In addition, generative AI tools provide a quicker way to gain insights into market trends, customer behavior, and competition to inform strategic decisions.    

William El Kaim, IT Architecture Director at Boston Consulting Group cites five key areas where generative AI can support enterprise architects

  • Reduce the time spent on low-value tasks and enhance collaboration between business and IT 
  • Make enterprise architecture and technology governance more efficient 
  • Use up-to-date IT landscape data to improve the quality of analysis  
  • Design compliant architectures with guided design and automated model generation 
  • Accelerate knowledge transfer, training, and skills gap closure 
  • As generative AI tools like ChatGPT become more advanced, they will no doubt become an essential resource for enterprise architects. As Capgemini Architecture Director, Pascal Espinouse explains:  
 

“Whether it be assisting with architecture design, component selection, or technical documentation generation, ChatGPT has the potential to transform the way architects work. It can ultimately increase their productivity, efficiency, and effectiveness.” 

 

The Role of Enterprise Architects in AI Adoption

 

As enterprise architects are in charge of aligning technology strategies with business objectives, they can have a significant influence on the adoption, implementation, and governance of AI. Here are several initiatives enterprise architects can take on to help businesses adopt AI tools effectively:  

  • Identify where AI can add value: This gives enterprise architects an opportunity to gain a holistic understanding of the organization’s goals, capabilities, and resources. With ongoing collaboration with top management, enterprise architects possess the insights to identify which areas can benefit the most from AI and develop an AI implementation roadmap from there.  
  • Assess technical feasibility and risks: Enterprise architects can leverage their analytical skills here and do a deep dive into the organization’s existing infrastructure, data availability, and compatibility with AI systems to ensure AI is implemented successfully and safely.  
  • Develop an AI governance framework: Enterprise architects have a chance to work together with fellow IT colleagues to define policies, guidelines, and standards for data privacy, security, and algorithmic transparency to ensure the ethical and responsible use of AI throughout the organization.  
 

When it comes to generative AI, McKinsey recommends five key elements that need to be incorporated into the technology architecture: 

  • Context management and caching provide models with relevant information from enterprise data sources. Access to data allows the model to understand context and produce outputs. Caching also stores results to enable faster responses. 
  • Policy management to ensure controlled and customized access to confidential enterprise data assets.  
  • Model hub with trained, approved models that can be provisioned on demand, storing model checkpoints, weights, and parameters. 
  • Prompt library containing optimized instructions for the generative AI models, including prompt versioning as models are updated. 
  • MLOps platform with upgraded MLOps capabilities considering the complexity of generative AI models. MLOps pipelines need instrumentation to measure task-specific performance, such as measuring a model’s knowledge retrieval. 
 

As AI technologies continue to evolve, enterprise architects have a unique opportunity to drive organizational growth and innovation. By understanding the potential of these technologies and their application in different business domains, enterprise architects can design intelligent systems, optimize processes, and foster a culture of innovation. 

Rob Holub: How Building Connections Make You a Better Leader

Today’s C-levels and senior leadership not only need to have business acumen and technical prowess but also strong networking skills to build connections both inside and outside the organization. In this exclusive interview, media and communications expert and accomplished public speaker Rob Holub shares observations and insights from his extensive career working with business leaders from large companies on the challenges of building connections, the importance of self-reflection, and steps to create meaningful relationships.  

 

We know you’re passionate about human connection and that it’s a focal point in your keynote speeches. What are the key things business leaders should think about before building connections with others?

Connection is a very broad word and field to talk about. The important questions to ask are: Why do you need to connect and with whom? What kind of connections are you looking for as a business leader? Are you looking for a deeper connection? And if so, then why? Is it the superficial connections you’re looking for? Is it trustworthy, meaningful, or authentic connections? 

Generally, business leaders who prioritize connections set a positive tone for corporate culture and promote values like collaboration and empathy. In essence, connections for business leaders are the backbone of effective leadership and contribute to a positive work environment, foster innovation, and build a strong basis for success as well. Of course, that’s the goal of any business leader, to build a resilient organization that can foster long-term success.   

 

Based on your experience working with business leaders, what are their top challenges in building connections with their employees and peers?

I’m self-employed but I’ve worked for big corporations as well and have come across business leaders on different levels.  

One thing I would say is that business leaders with big responsibilities have time constraints. They often have packed schedules. It’s difficult to make time for networking and building relationships actively. Time constraints are a big challenge more than ever before in today’s digital world and overwhelming workloads. So, can you make the time to build connections? Because building connections, especially trustworthy ones, takes time and effort. I think a lot of business leaders don’t have that time or prioritize other matters.  

Authenticity is also a big challenge. From my personal experience working with business leaders, sometimes they were not accessible. As a colleague or employee, I was questioning why that is. To give access as a business leader and have access as an employee or colleague to the business leader is also very important. That can also be a challenge because you think at a certain point on the corporate ladder you don’t necessarily allow that access. But I think in today’s world where hierarchies are questioned and flattened out more, that access should be given in both ways. That connection allows a business leader to be more authentic because they don’t have to pretend to be somebody different just because they meet different people in different contexts.  

And maybe there’s a fear of rejection as well. When you are afraid to get rejected or not be well-received, that can hinder business leaders from actively seeking new connections because they have a certain identity as a business leader, and maybe want to portray or protect their identity in that way.  

The last challenge is digital overload in today’s world. Social media can help you connect and build connections. On the other hand, it can hinder you from connecting again in a more quality way with people as you are just reaching out to the whole world constantly. You’re overloaded and overwhelmed with digital content. I think there’s a risk there to distract yourself as well, and not build connections that are fruitful for your company.  

In a nutshell, I think every business leader should be mindful of their time and energy. In the end, try to leverage your existing network for introductions and referrals as well. Also, practice being present for your colleagues and co-business leaders. This is to ensure meaningful connections, not just quick and superficial ones. That takes presence, time, and energy. 

 

Does being present become more difficult the higher you are on the corporate ladder?

If you’re working for a big company with 1,000+ employees, even if each of these employees wants to connect with the CEO, it’s impossible for the CEO to connect with all 1,000+ employees. The question will be, again, which connections are important to build or to maintain? I agree that because of the responsibility and working a lot on strategic decision-making levels, it will be a question of how much time you have available to do so. So yes, working higher on the corporate ladder will probably be more difficult for you to allow yourself to invest enough time to do so, that could be true for any employee who struggles to find enough time to finish their jobs each day.  

There are also the expectations of authority. Business leaders are expected to exude authority and confidence. This expectation can create a barrier and make it challenging to approach informal conversations with other people and build networks. If you think that’s true, it limits your sense of self. So, a bit of self-reflection and cracking down on some limiting beliefs will help each individual business leader open up. That’s another experience I’ve had many times in my life, in my 20+ years of experience in the professional world where I think I could not access the business leader. So, because they thought they were an authority, they were not allowed to be available.  

One other aspect is isolation. I think that comes with that authority. For example, maybe they have their own office, and they don’t like to keep their doors open, they isolate themselves. That can also hinder the process of building connections. But that is influenced by the whole organizational culture and work ethic.  

Leadership can create a competitive environment; it’s challenging for business leaders to receive feedback. Maybe people working with them or for them don’t necessarily give enough feedback. Employees need feedback from business leaders and vice versa. So, it’s a question of balancing. The business leader is not a business leader without their employees. It always takes both sides, and both can contribute. I would also say never separate those two entities. Always look at them as a connected field of energy. 

 

Does joining a business network like Aurora Live alleviate those challenges?

100%! If you ask me what the tools are for building new connections for business leaders, one of the first things I would say is attending networking events and actively participating in industry events, conferences, and seminars. On the other hand, it’s a good opportunity to meet new people and expand your professional network, as well as share your struggles and challenges with other business leaders. However, do not overdo it because that itself can be a risk to lose yourself and get networking fatigue. 

 

When building connections, why is self-reflection an important skill for business leaders to have?

It goes back to human nature that we probably tend to blame the outside world for the things that are happening around us or to us. That can be the same for a business. So, the topic of self-reflection or introspection is valuable in any field of life, personal or professional. In addition, business leaders need to take responsibility and accountability for their actions. And to take responsibility means to stand up for yourself in good and bad times. I don’t want to generalize, but I think in certain corporate environments, business leaders don’t necessarily take accountability for their mistakes. It takes courage, authenticity, and self-reflection because maybe they think that it’s not their fault. And that’s your job, you need to take that responsibility because your employees can’t.  

When you do that, you become vulnerable. But through your vulnerability, people will see that you have done some self-reflection. It’s not so much about the business leader as a person but that they’re representing a certain vision and values of their organization. Employees need that and if you don’t have that, then it becomes difficult, and it can fall apart. So, that process of self-reflection is very necessary. It makes you more approachable, human, and credible because nobody’s perfect.  

I think just as much as employees want to get appreciation; you need to show it. So, express that gratitude with a simple Thank You note or email, and be a good listener. Listen to your employees, it’s not just up to them to listen to the business leader. So, you need to live up to these human qualities of communication that are effective for your success in your organization.  

 

Can you share a few practical ways to practice self-reflection, especially if you are a busy business leader?

It starts with being mindful, meaning that you observe yourself. You don’t need to take half an hour to do that, it has a lot to do with awareness. Observe yourself as a business leader. How do you communicate with people when you get certain feedback? If you get rejections, don’t blame the other person but ask yourself whether you have communicated appropriately. That’s already a part of self-reflection.  

When I say self-reflection and becoming mindful, I’m not talking about meditation. A good way to start the day with gratitude is a ritual where you thank your employees for contributing to the success of your company. Maybe 10 years ago, people would have said, “This is spiritual crap.” Nowadays, I think people have gained more access to these tools because they are burning out. Employees and business leaders are burning out not because they work too many hours a day. It’s because they’re not getting appreciation, and they are not giving themselves appreciation. They think they need to perform better and that they’re not good enough.  

Self-reflection has a lot to do with self-love. Don’t crucify yourself for certain things. Don’t be too hard on yourself. Again, it starts with exercises of awareness because we always have certain patterns that we repeat in relationships, both personal and business. And we keep asking ourselves why these things are repeating. If you don’t self-reflect and ask yourself why, you will constantly attract the same problems in life. It takes a lot of effort but it’s very rewarding, because once you start to do that and grow, your environment starts to grow the people around you, and you start to change by looking at things from different perspectives.  

It’s also important to keep a certain lightness in your life. We were all children at one point and then we lost the child within us. So maybe remind yourself that you’ve been this child, full of curiosity and loving everything around you, and to bring back that child in you rather than be a tough businessperson who must be perfect. I think that will help you to be more human and accessible to whoever you work with. Be an empathetic leader. I think there are old schools of business leadership thinking that now are getting questioned or washed away with some new schools with self-reflection and self-awareness.  

 

*The interview answers have been edited for length and clarity. 

5 Tips to Secure Next Steps with Decision-Makers

You booked a meeting with a prospect, hooray!

Securing a meeting with a high-level decision-maker is a significant first step. However, the real challenge lies in turning that meeting into an ongoing conversation and eventually a long-lasting business relationship. How can you maximize your chances even if it’s a 15-minute virtual meeting? It all starts with a well-prepared and engaging introductory meeting. Here are five tips to keep the conversation going with prospects.

 

1. KNOW YOUR PROSPECT, KNOW YOUR PRODUCT

Prepare thoroughly by understanding your prospect’s organization, their goals, and challenges. Personalization goes a long way — 80% of customers prefer companies offering tailored experiences (Epsilon).

  • Take a few minutes to scan your prospect‘s LinkedIn profile and their company‘s website and social media platforms.
  • Identify trending topics and shared connections that can add value to your meeting.
  • Create an agenda for yourself. Having one for your reference keeps you on track and focused.
 

Pro Tip: Thorough preparation signals professionalism and respect for your prospect’s time, creating a strong first impression.

 

2. KEEP IT CONCISE

During the meeting, avoid lengthy introductions or background details. Focus instead on how your solution directly improves their business. One slide with the most relevant insights often works better than an exhaustive deck.

Decision-makers are often juggling many priorities. To secure their attention, take a few minutes to demonstrate how valuable a collaboration will be by relating it to the prospect’s timelines and goals.

  • Tie it to business deadlines: Explain how the collaboration can put them ahead of their competitors by a certain quarter, for example.
  • Highlight opportunity costs: Mention how companies that implement your solution earlier see a 2x ROI compared to later adopters.
  • Identify immediate wins: Focus on quick wins they can achieve by acting now.
 

Pro Tip: End the meeting with an action plan. Conclude with clear next steps and decisions to build momentum for a follow-up.

 

Decision-Maker Perspective:

If the person meeting me has done their homework so they know something about our company already, it’s always good. Also, when it’s interactive. Because in 15 minutes, a 100-slide PowerPoint is awful. I would say two slides maximum and then open a dialogue with the possible partner. That’s beneficial.” – CISO, Musti Group

 

3. GO BEYOND SURFACE-LEVEL METRICS

Decision-makers likely know the basics about your company from prior research. Don’t waste time rehashing easily accessible information. Instead, offer data-driven insights or perspectives they can’t find online. A Harvard Business Review study reveals that 75% of B2B buyers finalize their decision before contacting vendors. To stand out, showcase your unique value through industry knowledge and real-world successes.

  • Name-drop relevant companies or results: “We recently helped [competitor] increase customer acquisition by 30% in under six months.”
  • Showcase case studies: Share brief success stories or testimonials that align with their situation.
  • Highlight relevant partnerships or industry recognition: “We’ve partnered with over 500 enterprise clients, including [names].”

Prospects also want to know a vendor’s technical capabilities, financial stability, track records, and compliance considerations. Having that information readily available helps you stand out among your competitors.

 

Pro Tip: Showcase your best testimonials and case studies. Include details about the challenges, the process of implementation, and the results.

 

Decision-Maker Perspective:

Be specific. Given our time constraints, provide a brief introduction, outlining what the solution can do and its relevant areas. Before meetings, I research the company to understand its capabilities and where there might be relevance or potential for a relationship.

During the meeting, I give a high-level overview of the solution’s coverage and then explore any points of interest. In meetings with us, honesty is crucial. Don’t oversell what you can deliver. Let’s engage in meaningful discussions about what is feasible and provide inspiration for potential collaborations.” – Director, Industrial Technology (OT) & Automation, DSV

 

4. DITCH THE SALES PITCH

Instead of a traditional sales pitch, why not go a step further and provide a product demo during your presentation? This makes for a more interactive and engaging sales presentation that includes the decision-maker. A product demo allows you to:

  • Practice active listening and have a two-way conversation with the customer.  
  • Calculate ROI live during the demo and address the prospect’s budget concerns.
  • Cover important features such as user experience, compliance details, and security measures.

Decision-makers are interested in learning about what vendors have to offer, and a demonstration is a clear way to do that.

 

Pro Tip: Answer every question clearly and concisely to ensure your solution is easy to understand.

 

Decision-Maker Perspective:

“Meeting vendors for us is more about understanding what’s available out there. For example, the progress of certain technology among vendors and what they have been implementing.”CIO, Finavia

 

5. FOLLOW UP DIRECTLY AND RESPECTFULLY  

The meeting doesn’t end when you log off. Following up is essential to maintaining momentum and keeping your conversation in mind. Due to their busy schedules, decision-makers value brevity and clarity. Your follow-up should be concise, respectful of their time, and easy to respond to. A clear, actionable follow-up email increases the likelihood of securing a meeting.

  • Thank them for their time and briefly reference something meaningful from your discussion.
  • Suggest a concrete time frame and purpose. For example: “Can we schedule 20 minutes next Tuesday to discuss streamlining your Q4 goals with our solution?”
  • Provide a few time slot options or use scheduling tools to book a follow-up meeting.
  • If you don’t get a response via email, follow up and connect with them on LinkedIn.
 

Pro Tip: Prioritize building long-term relationships with prospects with securing a follow-up meeting as the first step. If they don’t respond immediately, nurture the relationship by sharing insights or tailored content that reinforces your value.