WHAT IT TAKES TO BE SUCCESSFUL IN A FORTUNE 100 AS A CORPORATE RESEARCHER

Career 6 yrs supplier side 4 yrs consultant 8 yrs corporate research Credentials MA Research Methods Certified in I/O Psychology Certified in Hypnosis My Network 990 LinkedIn Connections 450 (45%) are Researchers! About Me

So what does it take to succeed as a Corporate Market Researcher

The Secret Formula TE

① Great methodologists ③ Process vast amounts of info ④ Deliver deep insights ② Subject matter experts ⑤ Like deadlines! TE = Technical Expert

That may be enough when… Few Stakeholders Clear Findings No Surprises Desirable Outcome No Hidden Agendas

That may not be enough when… Multiple Stakeholders Vague Findings Challenge legacy thinking Bad News Politics Makes someone look bad Change Recommended

“I already knew all that” “You asked the wrong people” “They are lying” “We need more research” “So what?” Sometimes we get open push back…

Or worse…. They say nothing…

What happens next? Discredit the Research Stall / Delay on decision making Discredit YOU They do nothing

The Secret Formula TE SCSC SCSC

+ Determine the right Consulting Posture + What research requires + Who is involved SC = Savvy Consultant + How will it impact the company

The “Four Consulting Postures” For Them With Them By Them To Them By Bruce Mabee

Consulting Posture 1: All about service Traditional “service” model Deliver what client asks Stick to the script For Them Ideal for: -C-Suite clients -Simple projects -Few decision makers -Sponsorship is clear

Consulting Posture 2: High energy & spunk Team model Clients treat you like a true partner No hierarchy With Them Ideal for: -Mid-Level clients -Large scale projects -Could impact multiple departments -Conflicting interests may be at play -Buy-in may or may not be clear

Consulting Posture 3: Grant them freedom Client-centered Encourage clients to take over Watch from sidelines By Them Ideal for: -Senior level clients who want to dictate -Facts only, no recommendations -Requires expertise beyond what you know -Extremely political or confidential

Consulting Posture 4: Assume responsibility We “help” without being asked Assume we know better We consider the greater good To Them Ideal for: -Inexperienced, junior level clients -Project ranges from simple to complex -You really do know better -It is organizationally “safe” to do this It usually isn’t!

Consider your organizational culture, the project scope and potential impact as you choose a posture For Them With Them By Them To Them

So, you master TE and SC but…. The presentation doesn’t go so well…

The Secret Formula TE SCSC SCSC EQS

EQ = EQ Superstar! Presentation Day will determine your fate Researcher You are a technical expert You can deliver what they ask You are good at your job Strategic Business Partner You are a technical expert You are adaptive & flexible You connect business with research You inspire them to think bigger You earn a seat at their table They confide in you

You make the company better

EQ Superstar Presentation Strategy ① Consider audience ② Design PPT to audience ③ Right language & detail ④ Pre-socialize as needed Before the big day…. #1 reason why presentations fail: Presenters fail to connect with their audience!

EQ Superstar Presentation Strategy During the Presentation…. Scan the room for signs of resistance, then address it ① Charisma & confidence ② Read body language ③ Adjust your delivery ④ Make it interactive

Watch for Resistance Non-Verbal Cues  Shifting away from you  Clenched fists, pointing fingers  Shaking heads when you speak  Bent over in chair towards you  Trust the feeling in your body!

Listen for Resistance Verbal Cues  One word answers  Flooding you with details  Pressing for solutions  Silence  Attack Identify the resistance and ask your client a pointed question. Make a game time decision if you should press on or off line. Don’t become discouraged! Resistance often means you are hitting on something important!

EQ Superstar Presentation Strategy After the Presentation…. Proactivity = builds relationships & strengthens credibility ① Solicit feedback ② Answer questions ③ Track progress

SC-EQ Superstar Must Reads To help you design & tell great stories To make you a body language master To enhance your consulting skills Learn from the best by watching Ted Talks!

SC-EQ Superstar Must View  Search YouTube or…  Connect with me on LinkedIn  Click on my most recent post that contains this link: Steve Jobs Presentation Skills From St George International School of English

TE SCSC SCSC EQS Now that you know the Secret Formula… Go be GREAT!