50 episodes

The Mission of Dealing with Goliath is to sharpen the psychological edge in business leaders with skin in the game, who want to be more effective under pressure, uncover hidden value and increase profitability. Think clearer, negotiate better. Connect, influence and persuade ethically. Get your espresso shot of insight to boost business performance using our 5 questions in 9 minutes format interview, a single shot with my solo episodes, and take your time and go deeper with our long form interviews with domain experts in a wide array of businesses and industries. www.almcbride.com/podcast

Dealing with Goliath: Psychological Edge for Business Leaders Al McBride

    • Business

The Mission of Dealing with Goliath is to sharpen the psychological edge in business leaders with skin in the game, who want to be more effective under pressure, uncover hidden value and increase profitability. Think clearer, negotiate better. Connect, influence and persuade ethically. Get your espresso shot of insight to boost business performance using our 5 questions in 9 minutes format interview, a single shot with my solo episodes, and take your time and go deeper with our long form interviews with domain experts in a wide array of businesses and industries. www.almcbride.com/podcast

    Lead Effectively Through Ongoing Uncertain Times with Ken Jacobs (#050)

    Lead Effectively Through Ongoing Uncertain Times with Ken Jacobs (#050)

    A real coach can coach anyone if you're using a proven techniqueThere's a comfort level though when you don't have to explain terms or industry backgroundA leader is always leading through changeAgency owners want to get back to the office, employees are saying let's wait another whileA lot thinking, the commute brought no value to my lifeUse the day or two in the office for the collaboration, creativity and connection you've missedIf you treat mature professional folks as grown ups, they can get a tremendous amount of high quality work done remotelyIt's not your job to micromanage, it's your job to hire people who are self-drivenIf you're micromanaging who's looking at the long term strategy?You can do their job, but they can't do your job, yetThe director, let's all the people do their jobs, but gives the direction and the visionMostly they come to me with a consulting issue, and I spot an issue with their leadership that's keyCoaching is a collaboration, if the chemistry isn't good, there's nothing I can do100%, your gut is always rightEmpathy is the key to negotiating, we're often too focused on what we wantUnderstand their 'why'You have to know you're willing to walk awayWe give away power when we're in a rush, not have the protection you needThere's a deep need to be the good guy, a need to be liked in this industryI'm shocked by the lack of courage out there but it's coachable, and I get to make money helping people be braverNow is the time to improve your emotional intelligenceDial up your empathy for your peers, clients and stakeholdersWatch not only the words they say, but notice the toneIf you're interested in more visit ▶ https://almcbride.com/minicourse
    for a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.

    If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

    • 45 min
    From Selling in a Skirt to Walking on the Glass Floor with Judy Hoberman (#049)

    From Selling in a Skirt to Walking on the Glass Floor with Judy Hoberman (#049)

    Judy Hoberman is President of Judy Hoberman and Associates, a company focused on empowering professional women. She is an award-winning, international speaker, best-selling author, trainer and leading authority on women in leadership.
    With over 3 decades in business, she combines wisdom and humor with her behavior shaping insights, impacting audiences of thousands as well as small groups and individuals through her 1:1 executive coaching and mentoring  and she is often described as “transformational.”
    Men and women lead, sell, manage and recruit differently and Judy is the master at improving performance and company culture, empowering both genders to better support each other's successes in more productive ways.
    Judy also works with companies supporting their diversity and women’s initiatives in the areas of leadership, recruiting, training, coaching, mentoring and retention.
    She was a TEDx speaker talking about pre-judging people. She is the author of four books, including “Selling in a Skirt” and “Walking on the Glass Floor.”
    She offers a training program that concentrates on women in leadership and the men who champion them, with emphasis on redefining culture.
    Judy’s mission…to help one woman a day by following an important philosophy- "Women Want To Be Treated Equally...Not Identically"®

    If you're interested in more visit ▶ https://almcbride.com/minicourse
    for a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.

    If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

    • 46 min
    Authority: Be the One Who Wrote the Book In Your Niche with Steve Gordon (#048)

    Authority: Be the One Who Wrote the Book In Your Niche with Steve Gordon (#048)

    Steve is the founder of The Unstoppable CEO, and the host of The Unstoppable CEO Podcast and has written over 400 articles on marketing for service businesses.
    He's a bestselling author of 4 books; Podcast Prospecting, Unstoppable Referrals, Exponential Network Strategy and the Follow Up Formula.
    Through his firm, Steve helps service business entrepreneurs create leveraged marketing systems so they can spend less time on business development, and more time on what matters most.
    You may remember him from a recent Expert Panel: Becoming Limitless that I hosted.
    Topics:
    Fundamental challenge for people operating a service based businessProduct based businesses are usually specialized within the business, into separate teamsThe feast and famine cycle'We help the business owner realize the business that they really want to have'All those marketing methods do work, but they don't work for everybodyWe help them create leverage, with a very small time footprint, create consistent business developmentBook number one took about 35 days start to finishMarry your expertise to a solid and simple processWe have the book blueprint, where we breakdown to the key points in the chapter, and each key question to ask each key point, so there's never a blank pageThis is how you can get books done in record timeIt's often as simple as 30 minutes per day, Monday to Friday, for 19 days to have the book writtenYou're a walking talking package of your ideas, but I've to sit with you to sell me your ideasA book is a more efficient packaging to sell your ideas than you"I've a bunch of books printed up, I'd love to gift to people in your network you think would appreciate them"It's a very different proposition, a very different ask"If you're gifted a book you're not even interested in, I'm still grateful they thought of me. It has very high perceived value"All of those authors on your bookshelf, literally own real estate in your worldOften clients say, 'a friend gave me your book, I didn't read it, but I really need what it says on the cover, can you help me?'Authority: You're literally the one who wrote the book on the subjectIt's about getting yourself in a place where people can discover youThis is not about selling 50,000 copies and being on the New York Times bestseller list.Typically you spend $100k-$200k to be get on a bestseller list99% of business owners with expertise need a lead generating book which multiplies their ability to get their message outWhat you do when you run out of relationships and networking events don't tend to have the people you need to talk to as they've sent representatives if at allIt was shockingly easy to get a business owner that I couldn't call on the phone, to accept an email request to be on my podcastA podcast is great for creating relationships, for leading the collaborationWhy selling your expertise is fundamentally different in selling anything elseIf you follow much of the sales training advice you'll just erode trustWhy snake oil salesman are why doctors are so trustedThe client must fully trust the prescription that you give themEven if you don't have legal fiduciary responsibility, it's how we should be approaching our clientsFor one hour a week you can have all your marketing and relationship building done"Anytime there's a problem, even if it's not yours, you lean into the problem. It's never a question of fault, it's how do we fix it?"Steve's most instructive failures and setbacksIf you're interested in more visit ▶ https://almcbride.com/minicourse
    for a free email minicourse on how to gain the psychological edge in your negotiations.

    • 53 min
    Inclusion and Cohesion Are Critical for Growth with Simon Haigh (#046)

    Inclusion and Cohesion Are Critical for Growth with Simon Haigh (#046)

    Simon Haigh is known as the Growth Strategist, he's a coach, consultant, author and speaker. Let's break that down a moment...

    He's the 5 star rated author of 3 books: Contract law in an e-commerce age, 'How to be a Better Dealcloser', and 'Dealmaking for Corporate Growth'. The latter two of which were foreworded by Marshall Goldsmith

    He's a former lawyer in UK, Ireland and Australia, a successful entrepreneur where he built and sold out of tech, luxury goods and travel businesses, as well as a global CEO, and C-suite executive on 4 continents over 28 years.

    Simon sat on 5 boards and currently is an advisor to 3 in US and Ireland. He's featured on the BBC and is a global expert in negotiation, deals, business, leadership, mindset, brand growth.

    Topics Explored: 
    - Organisations are like humans, if they don't grow spiritually they go backwards, so they get overtaken
    - 4 Key Things: What are the business growth processes and practices that need to be put in place?
    - Leadership Growth: What key things do leaders need to do to fit into the business growth?
    - Brand Growth: How does this impact your brand?
    - Growth Mindset of the people running the business is what brings the whole thing together
    - "I love the variety" and love mentoring and coaching, "seeing the lightbulbs going off"
    - It's all about matching people's confidence with their capabilities
    - "Confidence is the outer manifestation with communication of what's inside, which is awareness"
    - Situational awareness: where do I fit in an organization?
    - "We need to demystify business, it's not rocket science, it's about communication and connection"
    - Simplify: Assertiveness is about firstly asking for what you want, feel or desire. Secondly, in a way that's respectful of others
    - The 7 P Methodology of deal making, was a logical process that unfolded through the writing
    - A novice negotiator mistake is not leveraging simple things, a big example is not using silence strategically
    - Loose lips sink ships in negotiations, got to get comfortable with silences
    4 Areas that feed into emotional intelligence
    - Is this person really listening, really involved in this conversation or is it another box to tick?
    - 10 years in the Australia in the Aboriginal indigenous economic development space and head of indigenous tourism council
    - Companies that truly put inclusion and cohesion at the core of their strategies improve productivity, brand value and also shareholder return
    - Problem is most C-suites don't even know this is an issue
    - Aboriginal economic development $8bn a year, but generated a net of $16bn
    - The 5 aspects or pillars organisational leaders need to believe in to drive
    1st is the right diversity, equity inclusion processes and policies in place, 2nd is gender balance, 3rd is cultural cohesion, 4th ethical win win communication structures, 5th ensure remote cohesive workforces are inclusive
    - How do you inspire and mentor younger workers when they're not in the office?
    - The 'us and them' of those at HQ and those in the field, the latter feel excluded, the former often think they're aloof
    - Just deal with these breakdowns instead of brushing it aside, demystify it and deal with it
    - Awareness to provide a safe environment for thinking things through and realise we all have biases, but it's realising you have them and that each individual is unique
    - 3 aspects of assessment to any agreement: self awareness, situational awareness and assessing the other side and there's the objective and subjective
    - Better negotiators ask better questions, not just more questions, but better
    Some lawyers think it's all fluffy, that it's only about the document, about the law, but that's only one of thirty steps

    If you're interested in more visit ▶ https://almcbride.com/minicourse
    for a free email minicourse on how to gain th

    • 47 min
    The Future of Consulting: Opportunities to Advantages with Michael Zipursky (#045)

    The Future of Consulting: Opportunities to Advantages with Michael Zipursky (#045)

    Michael Zipursky has helped over 500 entrepreneurial consultants in 50 industries around the world grow profitable, predictable and strategic consulting businesses, adding six and even seven figures to their annual revenue. He is the CEO and podcast host at Consulting Success and the author of four books on consulting and business growth.
    His recent book was the amazon bestseller Act Now: How Successful Consultants Thrive During Chaos and Uncertainty and I'm pleased to announce he has a new book out now called, The Future of Consulting: How to Turn Today's Opportunities into Tomorrow's Business Advantage.
    Mike is offering the book free for a limited time. The link is below.
    Topics Covered:
    At the start of covid, many were like deer in the headlightsDon't bury your head, act nowWhat is the future of consulting? Not next year, but 3, 5 or 10 years timeInterviewed lots of successful consultants; what seeds their planting now to benefit them in the futureThe most successful ones had a lot of assets already in placeWhere can I create points of leverage that will serve me and my clients?We truly believe people can be better prepared for future uncertaintyIt's not a question of will it happen, it's only a matter of whenWhere are you weak or susceptible to attack? Where can you strengthen?All to create more leverage and more opportunity to growLean in to your strengths, but ask questions around your weak pointsIf 90% of your business is through referrals, you might see that as a weaknessThen you have to ask what can you do about it?The people who suffered the least in this industry had a big list or a communityWhat if things completely changed, how would you navigate it?Better to figure it out before you're under fear, stress and uncertaintyWhether you act on it or not, it's helpful to have a contingency planNot just to future proof but spot opportunities in your business todayIf it's easier to deliver is it worth less or worth more?Think about any challenge from a different perspective and not just accept it as a setbackThe way b2b buyers are actually making decisions has changedA lot are making purchasing decisions virtually for far greater sumsLack of focus and being a generalist, huge problem for consultantsMost of the people who consistently get work have created contentThe more steps you take the build your brand, to get content out there, gradually the less you need to specializeTo compete at the beginning you need to say, they do five areas, we specialize in just this one, they don't, so that's where your advantage isMany establish themselves through simplifying their offerings, not offering too many things to too many different groups at onceHow do you demonstrate value before even talking to a potential client? Content!Lessons in showing you're ahead of the curve and you care, from a mentor in Kyoto, JapanConsulting Success podcast has over 45,000 downloads a month
    If you're interested in more visit ▶ https://almcbride.com/minicourse
    for a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.

    If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

    • 36 min
    Expanding Your Mind, Health & Success with Andrew Wayfinder Hryniewicw (#044)

    Expanding Your Mind, Health & Success with Andrew Wayfinder Hryniewicw (#044)

    Andrew Hryniewicz is an architect, psychotherapist and shamanic practitioner who is an expert in the psychology of resilience, trauma recovery and peak
    performance.
    Since 2011, Andrew has helped over 175 executives and professionals from scientists to artists, creatives and writers – use his “deep mind“ methods to become wiser, more creative, fulfilled and happy in their professional and personal lives.
    Topics:
    The journey from architect, to therapist, to shamanismGetting that, 'this isn't going to work out' feelingA lot of people are drawn to therapeutic professions because they are woundedThree experiences of the veil droppingOur ancestors lived in a world that was shamanic, where everything was experienced as being alive, the trees, the rocks, the waterCave art sprang from this about 30,000 years agoA set of methods for altering your consciousness so that you can communicate with these other dimensions of realityThe difference between wet and dry shamanismThree issues with using ayahuascaSteady drumming allows the brain to anchor in the theta stateWhy don't you learn the universe before you blow it up?"I essentially get the distortion out of the nervous system, a clear flow of signal"70% of the study from 'good backgrounds' had at least one of these ten traumatic things in their childhood, 40% had four or moreAddiction to drugs or alcoholism, mental illness or depression, psychosis, emotional or sexual abuse, witnessing domestic violence etc led to 7-30 times more likelihood of heart disease, cancer, diabetes, suicide, alcoholism, stroke or early deathTrauma is not so much what happened, it's the emotional scar tissue formed around the event that constricts and limits, the person's ability to function, be flexibleAs the Buddhists say with our mind we create the world, the root of modern mindset work and that's true, but first the world made our mindIt's like in Jaws he says "we're gonna need a bigger boat", I realised I'm going to need a bigger meMost indigenous cultures look at our modern culture and they think we're crazyThe heart and soul of the indigenous experience is that we are all connected. No such thing as being thrown out of the garden of EdenIt links with architecture, the thread between apparently disparate things, how do we live in balance with ourselves, each other, the environment, the planet?Predators can spot prey, it's unconsciousSo when you release the memories, experiences, they realise they're no longer a target for the bullies, the bullies just disappearIntegrating the physicist with the shamanic practitioner gaining insights from other dimensions of thoughtThe karmic alignment dayThe haah breathYawning a few times, brain scans show, it resets their nervous systemVery slow neck roll, allows your brain to notice where it's tightIf you're interested in more visit ▶ https://almcbride.com/minicourse
    for a free email minicourse on how to gain the psychological edge in your negotiations and critical conversations along with a helpful negotiation prep cheat sheet.

    If you enjoyed this episode of Dealing with Goliath Podcast, hit subscribe to hear about our latest episodes.

    • 1 hr

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