We’ve all heard cliché statements involving old dogs and new tricks.
I’m old enough but never think of myself as old.
I’ve learned the value of learning new things – not a trick or tricks of the trade, as much as a mindset and practice changes have altered my approach, some from experience and some from the guidance of others. Sometimes that’s the mentorship of people inside and outside my industry, sometimes from rookies who ask very straightforward and innocent questions that deserve a re-think before answering.
I don’t think any single course or breakthrough book in negotiating or tactics is a solution to any ‘way of doing business,’ which can compare to asking, ‘why do we do business any particular way?’
I’ve learned that clients are always looking for magic solutions to their problems – they don’t want us to solve them, so we shouldn’t strategize to do that. Instead, we should work hard to do our work well and give our information and advice based on our experience and market knowledge. It’s not our business, and not our money – so we are not the ones making a risk/reward decision.
But it is always our job to provide professional and honest information based on a strategic approach to a successful outcome for our client.