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Dr. JP Pawliw-Fry: Why the Last 8% Matters

Dr. JP Pawliw-Fry: Why the Last 8% Matters

No one likes feeling out of control. It eats away at our ability to be present in the moment, to deal with difficult situations or people, to perform under pressure, and to actually enjoy our work.

This is rampant in the meeting planning industry. Planners today are feeling the pressure of facing a sellers’ market where negotiation can be difficult, of having to create events that meet the needs of all generations, or of being asked to do more with less budget. At the same time, they are understaffed, overworked, under compensated, etc. Yes, this is meeting planning in 2018.

The problem isn’t the pressure, it will never go away, the problem is that many meeting planners are letting one of the most important tools at their disposal go unused — the “last 8%”. It is the most difficult part of any decision, conversation, action, etc. but by leaning into it, it allows us to accomplish so much more.

At my organization, we study more than 40,000 people a month and we found that many people avoid the “last 8%” due to fear.

For instance, we see senior leaders avoid moving into a new strategic direction because it might cannibalize an existing business. Or, both managers and employees being closed off to hearing and giving that “last 8%” of feedback. Or, a sales person afraid to ask for more business or referrals from a client.

Ask yourself — what are you avoiding? Are you avoiding the “last 8%” of a conversation you know you need to have? With your supplier? Someone on your team? Your client?

If you want to be perceived as more strategic — which is absolutely necessary if you are going to show your true value — the number one way to do that is to speak up and challenge your clients (and everyone else around you). Avoiding the “last 8%” of conversations means you run the risk of devaluing your work and your expertise.

So, challenge yourself to step into the “last 8%” of a conversation. Believe in your industry knowledge, experience, and expertise and use that confidence to overcome this fear, and actually help others and yourself get the job done well.

As Martin Luther King Jr. said, “Our lives begin to end the day we become silent about things that matter.”

Dr. JP Pawliw-Fry is a leadership and performance expert who challenges audiences to think differently about human behavior and leadership, and how to manage pressure. He is the co-founder of the International Institute for Health and Human Potential and the author of the New York Times bestselling book Performing Under Pressure, the Science of Doing Your Best When It Matters Most.

Interested in learning more about JP and what he can bring to your next event? Email us at [email protected].

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