Anika Applewhite

Asking for feedback is one of the best ways that you can ensure that you are hearing the voice of your client or other partners. By asking for feedback, you convey an interest in what they think while creating an atmosphere of openness. It is always better for a client to share concerns with you than it is for them to have concerns that they hold. Eventually they will discuss it with someone and it will likely be another provider. When you are clear that you are earning the opportunity to provide a product or service to your client, you embrace what they want to share and make it easy for them to do so. Your ability to meet and exceed expectations is tethered to knowing how you are doing on an ongoing basis.

One of the things that I do to add value is to share information that I come across that is aligned with areas of interest for my clients. I often come across articles, resources and even people that have the ability to solve a need for my client or external partner. By sharing the resource, they know that I was listening to them and am invested in their success. I have found that most times, there is a response back with a specific instance of how they used the article or resource. They often share a note back after meeting with a connection I recommended. It is a great way to build connection as they know I am not doing it to gain something specific other than to grow our relationship.

Communication is critical for building relationships. My experience is that when you are genuinely curious about their interests needs and ways to support one another, you gain perspective. In gaining perspective, you understand far more about the mindset of the other person and can respond in a much more efficient way. I always say that "Perspective changes everything," and it does. setting the intention to understand one another provides you with the insight to speak to their needs and to what matters. It also demonstrates your ability to listen and commitment to think beyond your own interests. It creates connection, which is one of the underpinnings of communication.

Early on in my career I learned to really read the room in meetings. I made a conscious effort to bring people who were quiet into the conversations. I would ask if they had a perspective to share without pressure, but acknowledging that I saw them and that their feedback mattered. Most often, people were grateful to have the floor. More than the opportunity to speak, people appreciated being seen. I've had many experiences of someone more extroverted or highly regarded than others would gain approval for sharing something that someone else previously mentioned. I very intentionally and with a lot of grace redirect the conversation to the originator of the thought. Attention can lead to advocacy when we are aware of group dynamics.

One of the things I regularly share with my clients is the importance of fostering an environment where values are clear. Do you value learning and growth, because if you do, you have to create space for the growing experience that typically includes what people may categorize as failure. Innovation is critical, so there has to be an appetite for trial. Failure is simply a trial that resulted in the outcome you were least interested in. We miss the journey because of being fixated on the destination. Both have their place. I love the story of Post-it notes. It was an epic "failure" that now adorns most workplaces and offices. The truest failure is the decision not to learn and grow from the lesson inherent in what didn't work.