Member spotlight: Laura Stover

1. When and how did you become a part of The Communication Gym?

SEK selected The Communication Gym for our business development training. I was chosen by the firm to participate in the training as I was developing our Human Resources advisory services. Our group started the program in May.

2. What challenge(s) were you facing before you became a member @ The Gym?

I have worked in Human Resources for 25 years but never in a client-facing role requiring marketing and business development skills. My background had always been internal HR support. While comfortable dealing with employees as HR, I was not comfortable approaching prospects or clients regarding HR services. I focused too much on sharing details about our services instead of understanding the prospect or client.

3. What have you learned about yourself and others?

I am much more self-aware and learned that I can adjust my D style when needed. I’ve learned to slow down and take time to understand how others communicate, instead of going full speed ahead. Taking time to listen and truly understand the person makes a world of difference.

4. How has The Gym helped you, professionally and personally?

Participating in this training has been a game-changer for me. I definitely feel more confident now that I have a clear approach to business development. I now realize the need to start with a deep understanding of the client’s business and challenges, listen, ask great questions, and build relationships before offering solutions.

I really like all the handouts provided during the training. These documents are great reminders and I keep them on my desk to review before speaking with a prospect or client.

5. Can you share an instance when the skills you learned @ The Gym led to a positive outcome?

I have had several positive outcomes by applying my training. One example: I scheduled a phone call with a business owner (a current tax client), whom I had never met, to discuss the need for an employee handbook. Previously, I would have quickly entered into explaining our services. Instead, I asked if we could spend a few minutes understanding her business. I practiced the 4 P’s and asked powerful questions, such as "Can you tell me more about that?" Focusing on the client, not the solution, enabled me to fully understand her business (including succession planning and federal contracts). By reflecting my understanding, the client felt heard and comfortable moving forward with the engagement.