Having an MBTI “aha” moment


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PersonalityTypesI was recently sitting in a seminar ran by one of our associates on the Myers-Briggs Type Indicator (MBTI) in which he was explaining the tool and its uses.  I had one of those moments which I can only describe as an “aha” moment towards the end of the session, where we were talking about how dealing with some people can exhaust you more than others.

At BRS, I deal with clients from all our specialised industries of government, infrastructure and resources.  Within those industries I work with quite a few engineers, and have worked with many engineers in different roles in the past as well.  I am by no means an engineer, and those close to me outside of my working life would be surprised to see how much I work with them, and attempt to speak and understand their language and the unique challenges they face.  I should be clear I work in the non-technical areas but have a passion for their industry and seeing individuals improve.  I enjoy working with engineers and all of those in technical roles, but I’ve realised that after planning, engaging, talking or working with them, I feel sapped of energy.  But I never had actually paused to consider why.

The reason?  Well, Continue reading

The power of vulnerability


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how_long_can_we_really_expect_to_live_4376_147917641A child falls over and grazes their knees. The resulting expression of feelings causes their caregivers to come running and tend to the child’s needs. Not long after the fall the child is up and running again like nothing happened. So what just took place? Why are children so resilient and so good at making a comeback? Is it because they are vulnerable?

The Oxford Dictionary’s definition of vulnerability is – ‘Exposed to the possibility of being attacked or harmed, either physically or emotionally’.

Wow! That is not a place most would want to be and it is at odds with the basic hard-wired human survival instinct that kicks in when there is a chance of harm making itself known to us.

This dictionary also goes on to say the word comes from the Latin word ‘vulnerare’ that means ‘to wound’. Given what the word means, it’s not surprising that Continue reading

Fail fast to learn quick


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learning-curveOne of the real challenges when you first start work is the ingraining of a culture particularly in corporate environments in the public and private sectors, towards not making mistakes.  You are critiqued on your work and your approach, with a strong focus on your technical expertise being right.  It tends to drive a very risk adverse culture and conditions you to think that you need to slow down and get it perfect before you finalise anything.

This conditioning can often extend further back to your family environment.   Risk adverse, cautious and protective parenting can contribute to this where children grow up thinking that Continue reading

What happens when a salesperson does not speak the customer’s language?


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9-9-Understanding-What-Your-Customer-Wants-and-Needs-300x167I have been making a case for the importance of salespeople playing to their customer’s personality preferences. You can read about this in my previous blogs – Selling using MBTI Personality Type Theory – Can This Really Work?, What is Your Buyer’s Personality Type?, and How to Increase Sales by Knowing Yourself and Your Customer.

The other day I was mucking about on the web, wandering from one site to another. It’s what I do when there is something that I should be doing but I can’t be asked given all the other more enjoyable things to do with my time. I will just make time later for the things I should be doing…This is my personality at play.

I don’t like deadlines, I don’t like to be pushed into a decision if I don’t feel I have enough information or if I want to keep my options open. What if I change my mind or something more fun comes up and I have locked myself into a decision? That’s just killing joy.

Most of all I don’t like the regrets I have when Continue reading

4 life lessons I’ve learned from the squash court


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squashI recently started playing squash on a regular basis at the beginning of this year. As someone who is high in energy and enjoys fast-paced sports I find squash to be the perfect workout for me as it is quick one of the greatest calorie-burning sports out there (hence you only need to play for 30 mins to burn off your lunch), requires constant concentration and focus and is a fantastic outlet as it allows me to get my heart rate up after a day of sitting in the office. Although I have only been playing properly for a short time, I have already learned a number of important lessons from squash that are applicable to life and business outside of the sport: Continue reading

Giving your staff a cause rather than a job


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Higher-Purpose_Nithyanandna_NewgenI have recently been running training courses in New Zealand in a range of areas from leadership, high performance and commercial acumen.  It has been enjoyable and allows me to interact with a range of very positive and constructive people. When running these group courses, we discuss a lot of themes that centre on how leaders and leadership teams effectively engage staff in a range of areas.  We explore what works and what doesn’t, as well as working through how important engaging the hearts and minds of staff is, regardless of the topic, in order  to be an effective leader.

This is quite challenging for most leaders to Continue reading

Thought Leadership on Project Management: The Rolling Stones


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Rolling Stones“(I can’t get no) Satisfaction”

Any project manager that is genuinely satisfied with where things are at has one of two problems. Either they are not running a project, or they are missing something.

A project is like juggling chainsaws: Continue reading

Engaging with the right partner at the right time in business


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013013-husband-and-wife-CEOI am co-founder and co-owner of all our business ventures and have worked side by side with my husband and business partner, Kym for the past five years. Kym and I are very different, but our knowledge, skills, experience and passion complements each other. Like all of our team members we both have clearly defined roles and responsibilities within our business and we consider ourselves equal partners.

Despite this, it still frustrates me how some of our Continue reading

How to increase sales by knowing yourself and your customer


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6a00e54ee3905b8833017d3ceda9fd970cRecently I wrote two blogs about selling using personality type theory – Selling using MBTI Personality Type Theory – Can This Really Work? and What is your Buyer’s Personality Type? This blog will explore selling something to a valuable client in a way that plays to their personality.

I want to stress the importance of having a sales process, and that the intention of combining personality type theory with selling is to reinforce your existing sales process in a way that works best for you rather than to replace it.

To reinforce your sales process by accommodating the customer’s preference you must Continue reading

You can’t hit a target you can’t see and neither can your project manager


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dartboardWorking on large projects as a high performance coach is challenging. I see myself as working with a puzzle where all the pieces need to be put together. Some of the pieces include:


  • project governance
  • key results
  • leadership team
  • team health
  • different teams
  • stakeholders
  • programme
  • budget
  • risk and opportunity management
  • quality, systems and processes
  • vision, goals, stretch targets and strategies
  • plant and equipment utilisation
  • sub-contractor management

These are just a few of the key initiatives and inputs that need to be brought together to work together as one.   Total alignment, synergy and all outcome driven to what we are looking to deliver on the path to high performance.

One of the most critical roles in delivering this outcome of total alignment on projects is Continue reading