Henning Streubel on Driving Growth Through Developing Relationships with Insight and Impact

<p>Henning Streubel shares his thoughts on developing relationships and how to not only go from prospect to client, but from client to friend. He is the Managing Director and Senior Partner // Managing Director of the West Coast System of Boston Consulting Group (BCG). Learn how insight allows you to create impact and trust, why growth and comfort can’t coexist when it comes to doing what’s right and creating deep and meaningful relationships in your life, and how to pick yourself back up after the inevitable setbacks of a growth-oriented mindset.</p> <p> </p> <p>Mo asks Henning Streubel: When was the moment that growth and business development was something you wanted to focus on?</p> <ul> <li>Henning is intrinsically motivated to help people, but it’s less about business development and sales. Whenever he meets someone, he has a tendency to ask deep questions.</li> <li>Early in his career working for a utility client in Germany, he realized that the client’s company had many more problems than he initially thought which he discovered by simply having a deep conversation.</li> <li>Because of those conversations, the client was able to take Henning’s thoughts and ideas back to her boss and make positive changes.</li> <li>For Henning, relationship development starts with insights, which allows you to create an impact and trust.</li> <li>Many highly analytical people have difficulty talking about anything outside of the project. Henning recommends understanding that everyone is a human being which means they share a common foundation.</li> <li>Being genuine about being curious is key. Don’t just use small talk as a way to open a conversation.</li> <li>Follow up on the topics and go deeper. This shows your interest in them as a human being.</li> <li>Establishing a personal relationship makes connecting with them easier outside the context of the work. It creates an entry point that lets you have the impact you want to have.</li> <li>When you open up on your experience, you become more vulnerable and that creates a b