Which plumber would you book at ten in the morning when the burst pipe floods your apartment? The one with the best prices? – Ah, he only comes during the day ... Well, hm ... so then the one with the 24-hour immediate service! How good that it exists ...
Why am I asking you? I'll be happy to tell you: I spent the last weekend Wolfgang Mewes Met. The man whose entrepreneurial principles our number two plumber follows: "Don't just focus on what you do best, but look for the most painful bottleneck of your customers, which you can help overcome with your performance or your products. Remember that the world is changing rapidly and be prepared to readjust again and again!"
Fascinated, I listened to him, this year's winner of the "Life Achievement Awards " of the continuing education industry, awarded on the occasion of the Petersberg Trainer Days . He turned eighty-five this year, and when he speaks, he is bursting with energy. The laudatory speech by GSA -President Lothar Seiwert . And Wolfgang Mewes himself looks back on how the "Bottleneck-Focused Behavior and Leadership Strategy" (EKS) came into being in the 1950s and grew on the basis of thousands of feedback from participants and companies. The EKS was finally admitted to the "Olympus of Leadership Strategies" this year through the takeover of Fredmund Maliks Management Centre St. Gallen .
What is all this doing with my blog, you ask? Think of it this way: What would happen if you aligned your next presentation with the PCS principles? You save the time you would otherwise spend describing and arguing your product information in detail. Instead, think about what the three most pressing questions are that your customers are asking themselves and that you can help with your services. Write down these questions in colloquial language, unpolished, shirt-sleeved, unadorned. Just like people talk when the shoe pinches.
In this way, you will have found the "headings" of your outline in no time at all. Those questions that you ask in your presentation without any introduction. Perhaps you can already guess what you will achieve by doing so? You will pick up your audience exactly where the willingness is greatest.
It became very quiet in the large banquet hall of the former conference house of the German government on Petersberg when Wolfgang Mewes spoke about the second aspect of his life's work. Today's economic crisis has undoubtedly arisen from the pure pursuit of profit. The second principle of the PCS is therefore: "Focus on what you can contribute so that others are better off."
He was ridiculed by some, he even received threatening phone calls when he criticized the current accounting rules as misleading, Mewes told Petersberg. For me, there is no doubt that with his remarkable life's work, he has contributed to making our world a slightly better place.
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