Leadership transitions can unsettle even the most successful organisations. Recently, I worked with a client—a leading legal and corporate group—navigating the complex waters of such a transition.
The group was facing uncertainty, with one key partner exiting and leadership roles shifting, leaving questions about how these changes might affect staff morale and client relationships.
During a conversation with some of the group’s partners, as I grappled with offering valuable, practical insights—potentially tied to specific service offerings on my part—one deep question kept surfacing in my mind, cutting through the technicalities of our discussion, yet without an obvious answer:
‘What is my intention here?’
As we delved more deeply into potential staff reactions—concerns about dissatisfaction among those loyal to the exiting partner, the need for workshops to improve engagement, coaching interventions, and associated risks—the question kept resurfacing:
“What is my intention here?”
Then, at an unexpected moment, the answer struck me like a light bulb:
‘My intention is to become part of the group’s successful transition into a new era.’
This realisation instantly shifted my focus and the direction of our conversation, almost as if guided by ‘divine intervention.’ We immediately prioritised the next steps:
Establishing a unified vision for the group that reflects the upcoming ownership and leadership changes as well as an ambitious end-to-end rebranding program.
Pursuing strategic alignment of long-term objectives across key stakeholders in the course of a 3-day leadership retreat.
Facilitating clear communication and conveying key leadership messages to all staff about the changes to foster alignment and engagement through leadership interventions, interviews, and workshops.
After returning to my office, I prepared a comprehensive proposal covering these points and sent it out a few days later. The next day, I received a positive response!
Here’s the key lesson:
When meeting with a prospect, be clear about your intention and the role you wish to play in their journey.
Think of your intention like the banks of a river—it directs the flow. With a clear intention, your words flow effortlessly. Without it, conversations drift, and meetings become less impactful.
Your intention must align with the prospect’s needs. If your goal is to make a quick dollar, don’t expect an invitation back. Instead, set an intention that resonates with the client’s challenges and allow your words to flow naturally as you address them with your expertise.
Conclusion
Ultimately, success in the services industry depends on the clarity of your intention and how well you align it with the client’s journey. Set that course right, and you’ll not just win over prospects—you’ll guide them to new heights.
Have you faced similar challenges in your business? Share your thoughts in the comments, or feel free to connect with me to discuss strategies for navigating complex leadership transitions!
Best wishes for a productive week ahead,
Philippos