Henning Streubel's Favorite Business Development Strategy

Mo asks Henning Streubel: What is your favorite science, step, or story from the GrowBIG Training or Snowball System?

• Henning’s favorite idea is the Herrmann Brain Dominance Instrument. It’s vital to understand how you, your team, and your prospects think.
• Henning is an analytical thinker, and understanding this gives him greater insight into how he can communicate with another person who can compliment that with their own thought preferences.
• Henning took his team through the HBDI process to get a good idea of how his team thinks and where there might be any gaps. This allows the team to cover all the quadrants.
• Externally, Henning has a few questions that he asks to get an idea of how a person thinks. Within 30 minutes he usually has an idea on the other person’s thinking style and can start tailoring his communication to cover the aspects that are most important to them.
• When it comes to an analytical thinker, Henning would lay out the numbers and the facts.
• For a procedural thinker, he would lay out the next steps in the process of working together to give them execution certainty and confidence in Henning’s ability to get the job done.
• For an empathic thinker, he would focus on the tools and skills that the client team can learn by working with them and the change management that will help people be successful.
• For a strategic thinker, Henning starts with the purpose of the work. He creates a future perspective and vision around how the work will change the company with a transformative impact.
• The work is done between the first meeting and the last meeting. This is why building it together is so important. Bringing your client into the development of the solution and building their thoughts and concerns into it makes it far more sustainable.

Mentioned in this Episode:

GrowBIGPlaybook.com

linkedin.com/in/henning-streubel-phd

on.bcg.com/henning - Use the envelope icon on this page to get in touch with Henning directly