40 P E R S ON A L G R OU N DWO R K F O R C OAC H I N G agreement with EPM International’s largest competitor for the upcoming year. When Simon told James, he was shocked. He said he never saw this coming and ranted at Simon for not letting him know how urgent this was. This story is a perfect illustration of how someone can have all or most of their focus on the future and when messages began to come in, they relied upon the past (this account often made everything urgent when it really wasn’t and the purchasing agent liked to grumble) to determine the present. Had James taken the time to address what was in the present time, beckoning his attention, the account may have been saved. If we take a look at the Messages Model again we will see how it works using this story: NOT PRESENT: Ignore client. Keep focusing on future business. SMALL LESSON: Irritation of purchasing agent. PROBLEM: Purchasing agent’s comment about not feeling like their business is important. CRISIS Loss of account. Simon calling for a meeting The client needed attention Set up new pricing structure Client needs to be given attention and have their needs met Negative or Disruptive Occurrence Inbound Message Being Present Message Received
RkJQdWJsaXNoZXIy MTMxNTEyNA==