Even with the increased uptake of AI and other forms of technology, it’s still the quality of conversations and relationships that will determine how effective we and our teams are in delivering high quality work. Most people intuitively know this, and some have these conversations well and deliver great work. However, many people who work with others struggle with this for a range of reasons. If you find that your work stalls, there are missed time-lines or the quality of work isn’t what you would like, chances are this approach will help.

Mike*, a consultant under pressure to secure new business for his team, found himself in a swirl of moods. His bosses’ frustration left him anxious and resigned, doubting his ability to succeed: What’s the point? It won’t work anyway. He was right. His efforts weren’t working as well as he’d hoped. Over time, Mike worked with a coach to help him articulate his firm’s value proposition and to prepare well for client conversations. But what made the biggest difference to Mike was becoming more aware of his moods and cultivating better ones for business development.

In this article below we draw on the inspiration from one of our clients who reshaped a relationship through a different kind of dialogue. Our belief is rooted in the profound impact of conversations: they define our successes as individuals and teams. The outcomes from these interactions, whether with clients or among ourselves, hinges on the nuances of mood, beliefs, and the values we bring forth. They form the bedrock of trust.