97
Chapter Four Performance Conversations: Ask and Promise
Brian learned the power of specific requests when he asked Sam, a new consultant who had been with Sys-Tek Consulting less than nine months, to turn over the management of a new account he had spent months cultivating. Even though it was a large and complex account that went beyond his experience, Sam had been reluctant to turn over the account to anyone else. Then Brian took a performance approach in his conversation with Sam:
“Sam, you and I have had numerous discussions about the new account, and as you may recall, I originally wanted you to turn over its management to one of the senior consultants because I thought ...
Get The Four Conversations now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
