Time and presence

We had just finished a long, nearly 2-hour meeting. A multi-year partnership and strategic sponsorship was the main agenda item. The deal wasn’t going to close today, but steps were taken, questions answered and negotiation points made. It was a productive meeting.

A few days later, I ran into one of the leaders who was at the meeting. He asked what follow-up has been, and for my thoughts regarding the next steps. I provided my insights and suggested a few ideas for moving the deal closer to fruition and getting all aspects of it in better alignment with the corporate values and goals.

Personally, I was struggling with the timetable. How hard to push, what’s the drop dead say yes day? Once I mentioned this, my colleague simply said, “Jeff, at this point in the relationship he’s given us the most valuable resource he can — his presence and his time. Let’s continue to engage and move forward.”

The most valuable resource we have, yes — our time. I loved this answer to a complex, when is it going to get done question. It put me in the right state of mind and reframed my thinking — the deal will get done when the time is right.

What are you spending your time on today? And, are you effectively listening and moving your deals forward?