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Tony Adams Playing to Your Strengths Leadership. Communication. Engagement. (c) Tony Adams 2013-14 All rights reserved Positive Risk Management in action The Truth about how David beat Goliath
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Positive Risk Management - "Playing to Your Strengths"

Aug 11, 2014

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Business

Tony Adams

How did David beat Goliath Inc?

By playing to his strengths.
By using a Positive Risk Management approach to think creatively, imagine possibilities and identify opportunities.

A true story that demonstrates you CAN apply a positive, forward-thinking view on the classic risk management framework.

New focus. New questions. Classical planning.
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Transcript
Page 1: Positive Risk Management - "Playing to Your Strengths"

Tony Adams

Playing to Your Strengths

Leadership. Communication. Engagement.(c) Tony Adams 2013-14 All rights reserved

Positive Risk Management in action

The Truth about how David beat Goliath

Page 2: Positive Risk Management - "Playing to Your Strengths"

Tony AdamsLeadership. Communication. Engagement.

Things look grim.

David is a small vendor, bidding against the mighty Goliath Inc.

David has challenges.

David vs Goliath Inc

(c) Tony Adams 2013-14 All rights reserved

Not the best sales pitch.Not the best product.

Not the best price.

Page 3: Positive Risk Management - "Playing to Your Strengths"

Tony AdamsLeadership. Communication. Engagement.

Old ThinkingDavid's "old thinking" is reactive and defensive.

"We may lose the job if our price is too high"

"The bid will be dropped if our product scope is wrong"

(c) Tony Adams 2013-14 All rights reserved

"If our delivery is slow, the client will reject our solution"

It forces him to look downwards

It constrains his outlook

Page 4: Positive Risk Management - "Playing to Your Strengths"

Tony AdamsLeadership. Communication. Engagement.

Old Thinking will failDavid will lose the opportunity if he uses Old Thinking.

He will try to match Goliath's strengths and pitch to his competitor's strengths.

(c) Tony Adams 2013-14 All rights reserved

Goliath has the better product scope.

Goliath market reach can deliver to the client faster.Goliath's scale can leverage lower

prices.

A different approach is needed. Fast.

Page 5: Positive Risk Management - "Playing to Your Strengths"

Tony AdamsLeadership. Communication. Engagement.

Looking for OpportunityWhat if David takes a different approach?

(c) Tony Adams 2013-14 All rights reserved

Seeks positive opportunities

Leverages his strengths His focus changes

Looks upwards

Opens pathways Smashes obstacles

Imagine if he...

Page 6: Positive Risk Management - "Playing to Your Strengths"

Tony AdamsLeadership. Communication. Engagement.

Playing to Your StrengthsDavid's path lies in playing to his strengths.

"I won't go head-to-head on things I'm not the best at. Instead, I will concentrate on the things I am great at."

(c) Tony Adams 2013-14 All rights reserved

"What are my competitive advantages?"

Looking for positive opportunities.

"What are the things that I do better than the competition?

Removing blockers.

Finding the things he does best. Leveraging them.

Page 7: Positive Risk Management - "Playing to Your Strengths"

Tony AdamsLeadership. Communication. Engagement.

Positive Risk Management

"What risks are stopping me from delivering to my strengths?"

"What blockers are holding me back?"

(c) Tony Adams 2013-14 All rights reserved

David's thinking changes.

becomes

"What is preventing me from adding new value?"

"What will happen if this goes wrong?"

Page 8: Positive Risk Management - "Playing to Your Strengths"

Tony AdamsLeadership. Communication. Engagement.

Find Your Strengths

(c) Tony Adams 2013-14 All rights reserved

David looks for the things he does best.

"When you talk to me, you are talking to the Boss. I can make decisions

quickly."

"My small size means I am fast and nimble"

"I can adapt to your workplace style and integrate with your team seamlessly."

"Less is more. I bring a small vendor's personal touch and work with you as a true partner."

"I bring flexibility and responsiveness. I can grow and change with you along the journey"

Page 9: Positive Risk Management - "Playing to Your Strengths"

Tony AdamsLeadership. Communication. Engagement.

Identify Your Blockers

(c) Tony Adams 2013-14 All rights reserved

David identifies his "blockers" - the things that stop him delivering to his strengths.

"When you talk to me, you only hear one opinion. I do not have a large number of voices at the table."

"I am dependent on myself. If I get ill, the Business suffers."

"My small size means that I have a limited ability to bring people in quickly"

"The market is full of providers like myself. My service offering does not stand apart from the crowd."

Page 10: Positive Risk Management - "Playing to Your Strengths"

Tony AdamsLeadership. Communication. Engagement.

New focus. New questions. Classical planning.

Plan for the BlockersDavid's risk management approach targets the Blockers.

(c) Tony Adams 2013-14 All rights reserved

It draws on the classics. It gives him room to work with his strengths.

Impact. Likelihood. Consequence.

Page 11: Positive Risk Management - "Playing to Your Strengths"

Tony AdamsLeadership. Communication. Engagement.

David turned it aroundDavid planned to his strengths

He offered a personal, responsive engagement, with individual attention

(c) Tony Adams 2013-14 All rights reserved

He thought creatively. He managed his blockers.

He won the contract

He developed a branded Service Offering that stood apart from the market

He built a small, skilled team that could engage and immerse quickly

He partnered with niche providers to offer highly specialized, mobile staff He created a Leadership Group of well-

connected, experienced and respected voices

Page 12: Positive Risk Management - "Playing to Your Strengths"

Tony AdamsLeadership. Communication. Engagement.

David beat Goliath because...He thought differently

(c) Tony Adams 2013-14 All rights reserved

He imagined possibilities

He planned to his strengths

He removed blockers

He used a positive approach to risk planning

Page 13: Positive Risk Management - "Playing to Your Strengths"

Tony AdamsLeadership. Communication. Engagement.

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