executive mastermind group

In part 1 of this 2-part article, I wrote about the psychology of why decision-makers make decisions to hire or not hire certain professionals for work. In a nutshell, people will do more to avoid pain than to gain pleasure. One implication of this is that decision-makers aren’t necessarily going to choose the cheapest option if they already have a pre-approved budget, nor will they choose the option that promises the highest upside. 

The decision-maker will choose the option that represents the lowest risk of them getting fired.

Therefore, if we are in business development, whether that be we are looking to sell our products or services on a B2B level or get hired by a company for employment, we need to position ourselves in a way that demonstrates that we are the low risk option for the company to choose.

How can we do this?

First, identify the risks. There are 3 core risks that decision-makers weigh when making decisions:

Financial risk represents the risk that the money spent with a consultant or contract will be a bust. The more a person charges, the more risk the buyer must weigh when making a purchase decision. But as outlined in part 1 of this article, if a buyer has a pre-approved budget, there is little practical financial risk if the proposal comes in under budget. 

This leaves time and reputation as the two biggest factors business development professionals must overcome to build trust and close the deal.

Time risk represents the total amount of time it will take to implement a solution and the time it will take others at the company to deviate their normal behavior to this new behavior a consultant is prescribing. If a consultant is selling change management consulting, the time is the amount of time it will take to achieve the desired result. If a person is looking to get hired for employment, this is the amount of training time required to develop a self-sufficient and productive team member. For most decision-makers, this unknown intermediary period is the risk they are worried about. 

The pivot point centers around the credibility of the person proposing this change. They need to demonstrate to the decision maker that their plan is achievable within the proposed timeline. If someone promises too short of a timeline without much proof or track record of achieving that, then it represents high risk. If someone shares a timeline that is too long, much longer than the buyer has patience for, then it represents high risk as well because there is no chance of meeting expectations. The only success condition would be over performing expectations, and that’s a prayer, not a plan. The person doing business development needs to find the middle ground.

Reputational risk is the amount of people being impacted by this decision-maker’s decision. If a decision maker hires a consultant that only impacts the work of a few people then the reputational risk is relatively low. But if the decision-maker is making a decision that will impact everyone at the company, there is high reputational risk. If they hire the wrong person, or if the person hired does a bad job, it reflects poorly on them, increasing their chances of getting fired or losing credibility for making a poor choice. 

When people share the adage, “nobody ever got fired for buying IBM”, it truly holds a lot of weight. Even if it costs more, decision-maker’s are seeking the lowest risk option for whom to do business with.

Therefore, if we are a small to medium-sized consulting company looking to get business (or a candidate for hire that doesn’t have a ton of experience), we need to do things to de-risk the decision for the decision-maker.

Unfortunately, there isn’t a credit rating check for one’s credibility. Sure, people have references, but nobody is ever going to list a bad reference for themselves.

Therefore, if we are looking to develop business, we need to be creative about de-risking the financial, time, and reputational risk when it comes to deciding who to hire. 

The more someone spends time with another person, the more comfortable they feel with that person. If a business development professional can spend more time with a prospect, they build rapport and connection to that person.
2. Follow Through

Do what you say and say what you do. If a business development professional says they are going to do something or deliver value in some way, they better do it.

How can consultants achieve this with their prospects?

One thing my team at Ambition In Motion has done for consultants is help them set up their own executive mastermind groups. An executive mastermind group is a group of leaders coming together to work through a challenge. The consultant facilitating the group isn’t there to solve their challenges, but rather create a safe space for leaders to discuss their challenges and work through the challenges together. This builds trust through proximity, and it’s also a low-risk decision for the decision-makers. 

This has been incredibly helpful for consultants because it oftentimes creates an opportunity for them to engage with a prospect before they are ready to commit to a bigger contract for more services. And it keeps the consultants from seeming like door-to-door salesmen when an opportunity for partnership arises. 

For example, a consultant might propose their services at $20,000 per month over a 6-month period and incorporate 50% of the company to achieve a certain result. 

Without trust, it will be incredibly hard for a consultant to land this deal. 

The prospect might say “I am interested but follow up with me in 3 months.”

Will this lead to a deal? Maybe. But a lot of things can happen between now and 3 months. 

Instead, the consultant can offer the prospect the ability to be in their executive mastermind group and offer a helpful service now while building long-term trust. 

Financially, the group is much more cost-effective than their consulting services. 

Time-wise, the group represents a much smaller time investment compared to the consulting services.

Reputationally, the group only involves them, the decision-maker and nobody else at their company.

Participating in an executive mastermind group represents a low-risk option for the decision maker to be around the consultant more and assess the consultant’s ability to follow through. Furthermore, the group gives both parties a chance to learn more about each other. It won’t always be a perfect fit, and this also helps the consultant avoid over-committing as they learn more about prospective companies and their needs.

And, over time, if the prospect feels trust with the consultant, it will be a very low risk proposition for them to hire the consultant for expanded services. The key to this method’s success is the mutually assured benefits for both parties throughout the process. 

If you are a consultant, executive coach, or anyone in B2B sales and would like to learn about setting up an executive mastermind group for yourself, reach out to me on LinkedIn and I’d love to tell you about it. 

Through serving as a leader of an executive mastermind group, advisors broaden their industry knowledge and gain paramount perspectives that enable them to provide experienced guidance to members of their coaching groups. By learning from surrounding perspectives, executive coaches can provide first-rate, credible advice built on a wide range of experiences.  

 

To grow a business as an executive coach, it is imperative that professionals effectively establish trust and credibility. Demonstrating credibility as a potential coach can be daunting because credibility is dependent on individuals varying judgments and interpretations. 

 

To develop business based on experience, professionals should work to understand the components that construct others' perceptions of an individual's credibility. Credibility is proposed to be composed of three components- competence, character, and compassion.  

 

Competence 

Professionals generally establish competence through explicit knowledge and understanding of technical topics. In the workplace, competence is generally measured through accuracy and the ability to demonstrate a thorough knowledge of the subject matter relevant to an individual's role. In forming relationships with prospective participants, appropriately demonstrating competence can be challenging. Individuals are quick to judge and can be easily offended by overbearing or “know-it-all-all” behaviors. Executive coaches must rely on their own past experiences or past coaching experiences to establish their expertise in a specific subject matter when connecting with a potential client.  

 

Character 

Individuals present character by exhibiting their moral compass.  In the workplace, individuals are given opportunities to demonstrate their character in situations of ethical dilemmas. When engaging with a prospective client, coaches should be intentional in building a relationship and effectively pivoting coaching styles to best fit each individual. In speaking to potential clients, executive coaches can show character through honesty, respectfulness, and accountability. However, coaches must be deliberate in their decision-making because a poor impression of character is extremely difficult to reverse. 

 

Compassion 

Compassion is commonly demonstrated through empathy, understanding, and general concern for others. For executive coaches working to grow their businesses, compassion is a vital element to success. In the inherently interpersonal relationship of coaching, it is crucial for coaches to demonstrate compassion in order to grow their business. Individuals seeking guidance and advice value authenticity and genuine interest from their advisors. In the workplace, compassion can be shown through flexibility and understanding or overall care for colleagues. Executive coaches have the responsibility of expressing compassion and support as participants navigate unfamiliar circumstances and problems.  

 

To better explain the benefits of executive coaching experience and the impact of credibility, consider Lori. Lori recently transitioned out of her industry position to follow her passion for coaching. Lori has started an executive mastermind group and leads the group with guidance and structure from Ambition in Motion’s executive coaching licensing opportunities. Through leading her own executive mastermind group and serving as a coach for professionals across industries, Lori has significantly broadened her understanding and experience, enabling her to become a better coach.  

 

To best elaborate on the importance of experience in building business, here are 3 potential streams from which Lori could grow her business and how varying relationships will impact her credibility as an executive coach: 

 

1- Existing Connections 

Lori’s business as an executive coach may grow from existing relationships such as members of her old firm, college classmates, or industry peers she has connected with over her career. Through these existing relationships, Lori’s authority and experience are likely recognized so Lori does not need to establish herself but must work to maintain the credible reputation she has developed. Additionally, in an existing connection, trust has likely been built between Lori and the client, which is a crucial part of establishing a productive coaching relationship and can be a challenging relationship to develop. 

 

2- Referrals  

A common source of new clients for businesses are referrals from peers or colleagues. When engaging with a referred potential client, Lori likely has the advantage of good praise from their mutual connection that referred the prospective client. However, Lori is still responsible for establishing her authority relevant to the industry and circumstances of the potential client. In the circumstance of a referral, Lori has the benefit of a connection that speaks to her character and compassion so, Lori should focus on establishing her competence in the individuals industry to best build her credibility. In addition to building credibility, Lori should focus on establishing a trusting relationship to best advise new participants. 

 

3- Cold Clients  

Cold clients are clients that do not have any mutual connection or referral to a business. Although daunting to most professionals, finding new clients without a previous connection is a crucial component of growing a business. In interacting with a new potential client, the onus is on Lori to establish all three aspects of her credibility and build trust. In the instance of connecting with a new potential client, Lori should focus on communicating the interpersonal-focused aspects (compassion and character) to build trust. Building business through this type of prospect may be challenging because it takes time to develop the trust that is paramount to a successful coaching relationship. Once Lori has established a connection with a prospective client, she can shift to demonstrating her competence in coaching the individual within a specific role or industry.  

In guiding members through new circumstances and experiences, executive coaches build better businesses based on expertise and diverse perspectives. Through providing advice and guidance to their clients, coaches continuously develop their skills and competence, enabling them to grow their businesses. The development of executive coaches and their businesses is exponential; through serving one client, executive coaches are able to learn new ideas and techniques that will improve the guidance given to other members.  

 

Executive coaching requires patience and business development can be a challenging process. However, serving as an executive coach builds experience that continuously improves credibility. From gaining new perspectives, executive coaches can apply diverse approaches to problem-solving in turn, expanding their expertise and business. 

In the consulting industry, expertise and analytical skills are paramount in building a client base, however, these technical competencies cannot overshadow the importance of relationship management. While vast technical knowledge is critical in delivering effective consulting services, maintaining strong relationships can be the difference between winning and losing clients. Recognizing the importance of cultivating and maintaining meaningful relationships serves as a crucial step for creating a strong client base. 

Developing strong relationships with clients takes consistent and substantial effort. Dedicating time to build rapport increases trust, develops a mutual understanding, and sustains the relationship for future projects. 

Clients are more likely to engage with consultants that they trust and have established credibility. This trust is established through many transparent interactions over an extended period of time. While building trust takes a considerable amount of time, clients will more actively seek services and confidently implement strategies from consultants they trust. 

Building trust is partially contingent on technical skills since such skills allow for quality deliverables and a sound knowledge base. Although these skills establish credibility, a trustworthy relationship expands beyond skills and is achieved through dedication to consistently deliver quality services promptly. 

2. Enhanced Understanding

Understanding the scope of a project can be achieved simply through a conversation with a client. Developing strong relationships takes this understanding further by delving into the client's needs, challenges, and aspirations. Truly understanding a client involves working to grasp the client’s organizational culture, business operations, and industry at large. 

By spending time with clients and initiating conversations about broader motivations, consultants can identify conflicts and opportunities that may not have been initially apparent. During conversations, actively listening and carefully posing questions to provoke deep dialogue allows consultants to gain an enhanced perspective on the client's needs. Through a deeper understanding, consultants can provide more targeted strategies and increase client satisfaction. 

3. Relationship Longevity

Creating a long-term partnership with clients is the key to success as a consultant. Providing consulting services to a client isn’t limited to one project. Clients are more likely to reach out to consultants they’ve previously worked with for future consulting services. With an established relationship, there are added benefits of an understanding of the business functions and more efficient integration to the problem at hand. 

In addition to collaborating on multiple projects, long-term relationships allow for increased advisory roles within the decision-making process. When consulting with a client for an extended period of time, they are more receptive to advice and will be more inclined to seek external insights from their consultant on more important issues. This increased involvement within an engagement is only achieved through a strong relationship and immense trust. 

While the importance of strong relationships may appear evident, cultivating strong relationships often proves more difficult. Time and many interactions are necessary to build and maintain relationships, but implementing effective strategies for approaching client relationships can help expedite and expand upon relationship-building efforts. 

Consistent communication with clients works to build comfort and an increased sense of accessibility. Consultants can leverage communication to establish proximity with clients build rapport and establish connections. Regular updates and check-ins allow consultants to stay informed of current projects and the needs of clients or potential clients. 

It can be difficult to stay up to date with former clients or potential clients when not currently collaborating with them. While reaching out on a regular basis may be sufficient in maintaining a relationship, groups such as executive mastermind groups can allow consultants to regularly interact with potential clients and initiate natural conversations about current challenges and changes. 

Following through on commitments is a cornerstone of establishing strong relationships with clients. When consultants make promises to clients, it’s important to deliver on these commitments in a timely manner. Whether it's communicating updates or larger project deadlines, honoring commitments is a crucial way to build trust. 

When following through on commitments, establishing realistic expectations and deadlines are key components. Consultants should be transparent about the level of detail and timeframe they can reasonably complete tasks for their clients. Failure to deliver on commitments or extending deadlines can cause strain on relationships and break previously established trust. 

Consultants work with clients to support their needs, so the ability to adapt to the changing needs of clients is vital for consultants. Willingness to be flexible with deadlines and approaches is greatly appreciated by clients. 

Flexibility not only entails adapting to adjusted timelines but also considering client feedback and making adjustments accordingly. Taking into account changing client needs and prioritizing what’s in their best interest demonstrates that a consultant truly values and understands their clients. 

The strength of client relationships directly impacts the success of consultants. Strong relationships increase client retention rates for consultants because clients are more likely to seek future services from consultants they have an established relationship. With a previously developed understanding of the client’s business functions, consultants can more effectively transition onto new projects without lag time. Not only can strong relationships generate additional projects with former clients, but satisfied clients will be more inclined to provide referrals generating more business. 

In addition to retaining clients, strong relationships provide a competitive advantage. When choosing a consultant, clients are more likely to choose a consultant they have previous positive experiences with and consultants with established credibility. With a competitive consulting market, strong relationships serve as a powerful differentiating factor from competitors with lower prices or comparable capabilities. 

Risk mitigation is another added benefit of strong client relationships. Clients who are comfortable with their consultants may share potential concerns or problems earlier on than those who are unfamiliar with their consultants. Comfortability with addressing concerns allows consultants to proactively address problems and mitigate additional risks from problems being identified later within the project. Risks can also be mitigated through addressing conflicts between consultants and their clients. If a contentious or difficult situation arises, clients are more likely to be cooperative with consultants they have a strong relationship with. 

When seeking consulting services, clients have many options to consider. While technical skills and expertise are important for providing quality services, strong relationships serve as a key differentiating factor. By consistently communicating with clients, following through on commitments, and adapting to evolving client needs, consultants can establish powerful relationships that increase retention rates, develop a competitive edge, and mitigate risks. The impact of implementing strategies to cultivate client relationships is profound and can positively shift consultants' success. With a highly competitive consulting market, consultants must invest in establishing and maintaining strong client relationships. 

Gary was a seasoned executive with decades of experience, he had navigated the turbulent waters of corporate management, led teams through challenging times, and brought significant success to his company. On the surface, Gary appeared to be the epitome of a successful leader—confident, decisive, and in control. But underneath that exterior lay a quiet anxiety, a fear that gnawed at him as his annual performance review approached. Despite his achievements, Gary dreaded this time of year.

He wasn’t alone in this fear. Many executives, like Gary, find themselves caught in the feedback loop, unsure of what to expect. The performance review is often a source of stress, particularly when communication has been sparse throughout the year. It is this disconnect, this lack of ongoing dialogue, that turns a review from a productive conversation into a moment of uncertainty and, at times, disappointment.

Gary always believed that his work would speak for itself, that his team’s success and the company’s growth were the ultimate indicators of his performance. But as the day of the review grew closer, doubts began to creep in. He wondered whether his superiors saw the same value in his contributions as he did. Would they recognize the long hours, the difficult decisions, and the sacrifices he made to keep the company thriving? Or would they focus on areas where he had unknowingly fallen short?

Gary’s unease was compounded by the fact that he hadn’t had many candid conversations about his performance throughout the year. He realized, with a sinking feeling, that he had missed opportunities to seek feedback, to understand how his actions were perceived by others, and to course-correct if needed. Now, with the review looming, he feared that he might be blindsided by criticism that he hadn’t anticipated.

The reality is that people are rarely surprised by their performance reviews when there is consistent communication. It’s the lack of dialogue—the failure to ask for and give feedback—that creates a gap between perception and reality. When leaders like Gary avoid these conversations, they risk entering a review with only half the picture, leaving them vulnerable to feedback that feels unexpected and overwhelming.

Gary’s story highlights a crucial lesson: proactive communication is not just a tool for managers to give feedback; it’s also a vital strategy for leaders to seek it. The irony is that while many executives fear the risk of hearing difficult feedback, the greater risk lies in not hearing it until it’s too late.

Gary decided to take a different approach. Determined to avoid the anxiety of the unknown, he resolved to initiate a conversation with his direct reports and peers before the official review. It was a bold move—one that required vulnerability and the willingness to face potential criticism head-on. But Gary knew that the risk of not knowing was far greater than the discomfort of asking.

In his conversations, Gary was direct about what he was looking for. He didn’t just ask for general feedback; he targeted specific areas where he wanted to improve. “I’ve been working hard on our new product launch,” he said to one of his senior managers. “But I’m concerned that I may not be fully supporting the team’s needs. Can you tell me how you think I’ve been doing in that regard?”

This direct approach was initially met with surprise, but it quickly opened up a valuable dialogue. His team appreciated the opportunity to share their perspectives, and Gary found that the feedback he received was not only constructive but also actionable. It wasn’t always easy to hear, but because Gary had asked for feedback in a focused way, he was prepared to receive it and ready to take action.

As the day of the review arrived, Gary felt a sense of calm that had been absent in previous years. He had already had the difficult conversations, he had gathered the insights he needed, and he had taken steps to address the areas of concern. His review was not a moment of reckoning but rather a continuation of the ongoing dialogue he had initiated.

Gary’s experience underscores a critical truth for all leaders: feedback is most effective when it is sought out, not when it is merely received. By being proactive, Gary turned what could have been a stressful event into an opportunity for growth. He realized that feedback is not something to be feared but a tool to be leveraged—a way to ensure that he was always moving in the right direction.

Gary’s journey also reflects the importance of having a structured approach to feedback. After his experience, Gary decided to implement the AIM Insights performance evaluation system within his organization. This system emphasized continuous feedback loops, regular check-ins, and clear communication channels between managers and their teams.

The AIM Insights system allowed Gary and his colleagues to move away from the traditional, once-a-year performance review and toward a more dynamic and responsive feedback culture. By encouraging regular, open conversations, AIM Insights helped create an environment where feedback was no longer a source of anxiety but a shared responsibility. Leaders like Gary could now track their progress, address challenges as they arose, and make informed decisions based on real-time insights.

For executives and business leaders, the lesson is clear: Don’t wait for the review to find out how you’re doing. Take charge of your career, seek the insights you need, and turn feedback into your most powerful tool for success.

It is no secret that the Covid-19 pandemic significantly affected norms and traditions in the workplace. The transition to work from home and eventually hybrid work schedules sincerely impacted professionals' productivity and well-being. Yet, nearly 5 years later, many companies continue to struggle with promoting work-from-home productivity and mixing new members into team culture when welcoming new hires. 

In the pre-pandemic traditional office, team culture and expectations were effectively communicated to incoming team members face-to-face in offices and meetings. However finding the best way to communicate these objectives to new hires in a virtual environment is still paramount for establishing a well-oiled, productive team.

On the other hand, after a five-year stent of the work-from-home environment, leaders are now tasked with transitioning teams back into the office while maintaining a previously established culture or, even more difficult, adjusting to better-fit team culture. Managers face further challenges leading through change in welcoming new team members throughout this transition and establishing clear expectations whilst working to integrate new hires into the team or company culture. 

Adding new members to a virtual team can create feelings of isolation and exclusion so fully integrating new hires is crucial to sustain their involvement with a team. However, this is a daunting task for managers in fully virtual and even hybrid environments. Here are three steps for leaders to better integrate new hires into a remote company culture:

Building the right culture can be a daunting task but, finding an adaptable, productive team culture based on values and expectations is crucial for the optimization of every team and the success of team members. In building a team culture representative of members' values, new virtual team members will be able to observe the importance and priorities of a team, making it easier to fuse with the culture. On the contrary, if the culture is not representative of members' values and demonstrated by current team members, new hires will have a challenging time following and joining the company culture. 

 To begin building a beneficial team culture, leaders and managers should focus on psychological safety and building genuine connections across a team. Leaders can establish a beneficial team culture through a variety of ways, including structured onboarding, social events, and, cross-team collaboration. However, a highly effective manner of building a strong culture is through leaders ‘living the values’ and principles that the culture is built on. Leading by example is the best way to demonstrate expectations. Through embodying company values, managers promote team culture and provide an informal opportunity for learning in both technical and relationship-based expectations. 

2. Encouraging Communication Across Teams

Through efficient and effective communication, leaders and managers can communicate expectations, norms, and roles that aid in building a productive team culture. Especially in the work-from-home environment, encouraging open communication is paramount to integrating new hires. Allowing open streams of communication that encourage asking questions and getting to know others will certainly demonstrate and welcome new team members. Specifically, leaders should promote collaboration and teamwork in the beginning of the role before focusing on more autonomous aspects of a new-hires responsibilities. Through open communication, productivity will skyrocket via efficient problem-solving and team members collaborating and participating in events with each other. Through open communication, new hires can observe team dynamics and norms that will help them better join the team or firm culture. 

3. Promoting Mentorship Across Levels

Promoting mentorship is a necessary tool for developing strong leaders and integrating team culture throughout different levels of the workplace. Mentorship can be implemented in professional atmospheres through a variety of ways but essentially should aid in the personal and professional development of younger generations from those with more experience in the industry. To establish a mentorship program in an office, leaders should focus on building connections and encouraging relationships throughout different levels. Additionally, managers should consider a formal mentorship program in which senior employees are paired with new hires or more junior employees to establish connections and provide guidance throughout their careers. Mentorship is a necessary tool aiding in the continuation of team culture across generations and organizational hierarchies. 

Managers and leaders seeking mentorship or guidance should consider joining an executive mastermind group to gain insights from other high-level professionals across industries. Executive mastermind groups create the opportunity for leaders across fields to learn from each other's experiences and expertise. Mentorship is crucial for development across all levels, not just for new hires or college recruits, and establishing strong mentor relations will serve individuals throughout their lifetime. 

4. Leveraging Technology in a Creative Way

Using technology in creative ways to encourage socialization is a pivotal tool in welcoming new hires into a team. Holding virtual events primarily focused on the social development and connection of a team is a primary way of integrating new hires. These meetings are an opportunity for everyone to relax and form genuine connections with their colleagues. In traditional in-person teams, professionals will take it upon themselves to personally connect with their colleagues in the lunch room or throughout the office whereas in a virtual environment, individuals do not necessarily take the initiative to socialize unless organized by leadership.

Leading through change is a critical aspect of management but certainly a very challenging aspect, especially in such significant changes such as work-from-home to in-office shifts. As always, leaders need to stay positive through times of change and understand that large transitions may take time and patience. Great leaders adapt to change and approach their teams with empathy and support through challenging adjustments. To best lead teams through change, managers should focus on transparency and building trusting relationships with their direct reports. More than anything, the best leaders serve as advocates for their teams, working to find the perfect medium of productivity and balance in the workplace that supports individuals in the office and their well-being outside of the office simultaneously. 

Organizational change is often met with resistance, especially when middle managers aren’t involved in the decision-making process. When significant changes to corporate structure, strategies, or processes are implemented, it can create uncertainty and confusion throughout the firm. As well positioned between executives and employees, middle managers serve as key implementors of these new changes to ensure ease of transition. However, with this responsibility of implementing changes, middle managers can be the most resistant to change as they are also responsible for protecting their team. It is important to communicate effectively with middle management and include them in the process to secure middle management buy-in for these new initiatives. 

It’s natural for middle managers to be resistant to change due to the perceived loss of control and fear of the unknown that arises when large organizational changes occur. Middle managers may worry about adjusting to increased workloads, reporting structures, or new systems. Additionally, there may be concerns about loss of influence from potential positional restructuring. Large changes not only impact middle management but also the teams they oversee adding a layer of concern and reluctance to change. Proactively addressing middle management concerns is crucial in initiating widespread change. 

A key component of generating middle management buy-in when initiating change is through sharing a common vision for the firm. Communicating the new initiatives as a crucial step toward achieving a firm goal can help increase motivation and acceptance. Allowing opportunities for middle management to share their perspectives of firm visions can reduce their reluctance to change as well. Considering where they see the firm progressing and actively incorporating it within these new changes can show the firm values their insights. 

Communicating with middle management to share the vision and steps to initiate change is vital. Transparent and timely communication with middle management can mitigate confusion and continue to empower managers to see the vision. Specifically tailoring communication to middle management to address their questions and concerns will help them be more enthusiastic when implementing these new initiatives. 

2. Empower Middle Management Involvement

Since middle managers play a key role in implementing change throughout the organization, empowering them to get involved in the transition process can increase buy-in. Encouraging middle managers to be part of the decision-making process where possible allows the initiatives to be more tailored to the needs of managers and employees. 

Allowing middle managers to have autonomy on how to implement new changes within their teams can increase their sense of ownership and commitment to the new changes. While increasing middle managers the freedom to implement changes as appropriate for their teams, proper support should be provided for middle managers. Leadership development programs, workshops, mentorship programs, or specific support resources for their team are all great ways to ensure middle managers are prepared to oversee changes. 

3. Feedback Mechanisms 

Establish means for middle managers to share feedback and experiences throughout the process. Seamless two-way communication channels are effective ways to make sure middle managers feel recognized and timely adjustments can be made in response to their concerns. Ensuring someone is responsible for receiving feedback, communicating it with executive leadership, and responding to middle managers is a crucial role in encouraging effective feedback communication. 

While feedback mechanisms help to incorporate middle managers in the change process, there must also be a willingness to make adjustments and consider the feedback. If executives simply have feedback mechanisms to recognize issues but don’t make tangible changes, this can continue to frustrate middle managers and be counterproductive. 

4. Future Steps

Communicating a plan with clear future steps to middle management decreases confusion and increases the ability for them to implement changes consistent with the firm's vision. After a shared vision has been established, inclusion and feedback of middle managers are implemented, ensuring all parties are on the same page going forward will allow for successful implementation. 

Along with these clearly articulated future steps, ensure flexibility within the implementation so middle managers can utilize their best judgment and creative license. Recognize that everything may not go according to plan and be prepared to make adjustments along the way. Maintain momentum to achieve future steps through celebrating short-term goals. Recognizing and tracking progress towards short-term and long-term goals can create excitement for the new initiatives and keep employees engaged. 

Disseminating high-level organizational changes and securing middle management buy-in is crucial for successful implementation. By developing a shared vision, empowering middle managers to get involved, implementing feedback mechanisms, and incorporating a plan for future steps, organizations can reduce resistance to change. Middle managers connect senior leadership and employees, so ensuring their buy-in is pivotal in achieving successful change implementation and long-term success. Within an organization, all employees are united around shared values and goals for organizational prosperity. Ensuring middle managers are engaged and on board with new initiatives is how senior management can effectively implement organizational change. 

Continued professional education is not a new concept in the workplace. For years, teachers, accountants, lawyers, and many other professions have mandated the continuation of professional education for these individuals to be up to date on the new legislature and field changes. However, for unrequired industries, these educational opportunities are equally as important. Seeking developmental opportunities can be difficult, professionals are often worried that their employer may perceive their participation in these programs as dissatisfaction or intent to leave their current role. 

Attending development and growth programs relevant to any industry is essential for personal growth, career advancement, and performance enhancement in nearly every role. Continued education programs encourage life-long learning, stress the importance of keeping up with industry trends and practices, and exhibit the value of new skills and perspectives within an individual's career. 

Educational and professional development opportunities within the workplace have become scarce. It is a challenging task for managers to find developmental programs for a variety of roles and, focuses. Managers often feel lost with configuring resources to upskill their employees.  Managers often struggle to encourage their direct reports to seek continual development because they want to maintain the employee's commitment and focus in their current role. Seeking professional development opportunities does not directly indicate that an individual is dissatisfied or unhappy in their role. Those motivated by learning and new environments may become more committed to their role with the opportunity for professional growth. 

Nevertheless, each individual must take their advancements into their own hands. As creatures of habit, it is easy for humans to get stuck in a rut or become complacent in their jobs. Every individual must take charge and drive their career paths and advancements by proactively seeking opportunities to broaden their knowledge, perspectives, and experiences. 

Professional development programs take on a variety of forms and focus. Based on interests, level of formality, and availability, individuals can find the perfect space to grow their capabilities. However, seeking these opportunities through employers may not yield adequate opportunities for development or learning. To find the best-fit opportunities, individuals should conduct their own research and determine what the best next step may be to broaden their knowledge, skills, and experiences. 

Finding adequate options for development programs and determining the best route for career advancement is a challenging task for most. Depending on the formality, commitment and cost, there are different routes best for specific scenarios. Here is a deep dive into 3 Categories of learning opportunities for direct reports seeking professional development and advancement programs:

Attending workshops or seminars relevant to any professional industry is a stepping-stone to advancement, growth, and performance improvement. Workshops and seminars may be presented in different ways on a variety of topics but can generally be broken into two overarching categories. 

The first category is seminars or workshops focused on industry-specific topics, including niche topics or tools to help participants broaden or improve their skill set within a specific role, group, or industry. On the other hand, general skills workshops focus on over-arching topics relevant to advancement and growth in a variety of industries. General skills workshops commonly focus on topics related to leadership or soft skills such as management or organization.  A general skills workshop may focus on leadership or communication and may be most impactful when entire teams participate or, in the use of preparation for leadership roles. 

Interactive workshops, like executive mastermind groups, can be a great way to gain objectivity, learn from others, and improve one’s own skill set.

2. Certificates

The continuation of formal education can be a paramount tool for the development and possible advancement of professionals across industries and positions. Those seeking to continue their education in a formal setting outside of traditional secondary or post-graduate education should consider certificates and licensures. In obtaining these licensures or certificates, individuals are enabled to broaden their roles, responsibilities, and industry knowledge. For each industry or role, there are a variety of opportunities available for certifications. Compared to workshops, certificates tend to take a more formal setting. Content to obtain a certificate is commonly done through a course or a several-day seminar, usually capped with an exam. Certificates are a strong form of professional advancement because in the event that individuals seek new roles, certificates, and licensures are a concrete representation of knowledge, experience, and education in a specific field. 

The AIM Insights People Leader Certification can be a great avenue for a leader to showcase their abilities and benchmark their performance compared to other leaders of similar teams.

3. Mentorship

Mentorship is a crucial tool for developing strong leaders and integrating team culture throughout different levels of the workplace. However, a seemingly informal form of professional development, establishing mentorship connections is highly impactful in an individual's ability to lead and advance in their fields. 

Mentor and mentee connections are a key differentiator in individuals' capacity to learn from new perspectives and adapt in the workplace. Mentorship may be implemented in professional atmospheres through a variety of ways but essentially should aid in the personal and professional development of younger generations from those with more experience in the industry. However, not all firms or companies facilitate adequate mentorship connections. Individuals seeking mentorship may consider joining mentorship groups or joining professionally focused organizations. For example, certified public accountants (CPAs) may join the AICPA and establish mentoring relationships with other accountants who have more industry experience or, accounting experience in other focuses. 

By exploring a diverse variety of options in professional advancement programs, individuals have the opportunity to improve their expertise, gain valuable skills, and expand their industry knowledge. Given the wide array of advancement opportunities, formality levels, and time commitments, every individual should actively seek opportunities to better themselves and their career path. 

Professionals across all industries and roles can immensely benefit from continuous education in their fields. Regardless of position, every team may benefit from seminars on improving communication, leadership, or team culture. The most imperative key to success is drive. Those seeking promotion or advancement should take charge of their future career path, and participate in a variety of programs and activities that will enable them to succeed. No matter their success or experience, every professional has something to learn.