This week’s guest on The New P&L is the brilliant Stephen Steers. Stephen is President of Keysan Group, a respected international Sales Confidence Trainer for B2B sales teams and global keynote speaker.  Stephen has advised and led sales and revenue generation workshops for more than 250 companies right across the globe, helping clients generate millions of dollars in revenue in the process. We discuss with Stephen:

· What business owners who currently find themselves on the wrong aside of the power imbalance when it comes to negotiating with suppliers and customers can to re-balance the negotiation

· Whether the importance of brand loyalty and partnership is over-played when it comes to commercial negotiations

· Why curiosity is a business-critical assess for salespeople

· What key attributes sales teams need to have above all others

· How to maintain motivation, enthusiasm and peak performance through a downturn

· Negotiating with our own internal negative narrative

· What for you constitutes principled leadership when it comes to the commercial negotiation / sales process

If you’d like to learn more about what Stephen does, go to www.stephensteers.com/

Insta: stephensteers_

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In this week’s The New P&L TO THE POINT we break down and analyse an episode that was the first of its kind for The New P&L. This week, we released our first joint episode with another podcast series - a collaboration with the brilliant podcast series that is ‘Everyday Leadership’. Sope Agbelusi, host of the Everyday Leadership podcast and Paul, host of The New P&L co-hosted an hour’s deep discussion that explored both of their views on leadership, inclusiveness, the responsibility businesses have to society and their own  entrepreneurial journeys.

In today’s The New P&L TO THE POINT we consider:

· The characteristics that define authentic leadership

· How self-awareness offers leaders the building blocks upon which develop their values

· How self-awareness also changes the lens that leaders look through when considering business and life

· The danger of personal values that are too fluid

· The link between personal and professional values

· Leadership in the pandemic

· Brand promises made and missed

· Why words matter

· The power of a leader’s words

· Why words have to lead to action

· Choosing your words carefully and making your actions intentional 

Insta: @principlesandleadership

LI: www.linkedin.com/company/principlesandleadership

w: www.principlesandleadership.com

Insta: @sopeagbelusi

LI: www.linkedin.com/company/mindsetshifts

W: www.mindsetshift.co.uk/

This week on The New P&L, we have a very special episode, jointly hosted with the brilliant Sope Agbelusi, Host of Everyday Leadership podcast and CEO of Mindset Shift.  Together, Sope and The New P&L host, Paul discussed: 

- Authentic Leadership

Insta: @sopeagbelusi

LI: www.linkedin.com/company/mindsetshifts

W: www.mindsetshift.co.uk/

Insta: @principlesandleadership

LI: www.linkedin.com/company/principlesandleadership

w: www.principlesandleadership.com

Welcome to this week's The New P&L TO THE POINT. The New P&L TO THE POINT is a weekly podcast series where, in around 10 minutes each Friday, we break down the key elements of our weekly The New P&L conversations with industry leaders and entrepreneurs.  We offer an opinion on the key points from the conversations and how our listeners may practically apply them in their businesses.

In today’s The New P&L to the point we break down and analyse this week’s conversation with Dr Natalie Nixon, creativity strategist, President of Figure8 Thinking and author of the brilliant business book – The Creativity Leap. We discuss:

- The fact that we don't always have the same definition of innovation

- Why the innovation process needs to start with the creativity process

- The direct line from personal curiosity to professional creativity that encourages cultures of innovation

- Why a culture of innovation relies on having a CEOs and management team understand the relationship between curiosity, creativity and innovation

- The importance of both ‘Wonder and Rigor’

- Why there is scepticism of creativity in business

- Embracing creativity starts with changing perceptions of it

- Exercising the creative muscle

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In today’s The New P&L Monthly Business Book Review Club, sponsored by The Carroll Consultancy Group we break down and analyse this week’s conversation with Dr Natalie Nixon.

Natalie is a creativity strategist; global keynote speaker; author of the award winning The Creativity Leap: Unleash Curiosity, Improvisation and Intuition at Work; and has been featured in Forbes and in Fast Company. As president of creative and strategic consultancy, Figure 8 Thinking, Natalie advises leaders on transformation- by applying wonder and rigor to amplify growth and business value. We discuss with Natalie:

- An overview of The Creativity Leap

- Creativity as a business-critical competency

- Figure & Thinking’s 3i creative model

- The ‘Tyranny of no’ when it comes to risk management

- How innovation labs balance creative freedom and alignment with the corporate vision

- Why brands need to open up creative opportunities and release creative control

- How Natalie applied a jazz heuristic to assess and measure the Ritz Carlton’s customer experience

- Why ‘wisdom begins in wonder’

- The ‘wonder rigor’ paradigm

- The importance of building a ‘culture of inquiry’

- What jazz bands can teach corporate brands

We are very grateful for the support of our sponsor, The Carroll Consultancy, please take a moment to visit their website 

To learn more about what Natalie and her team do, go to: https://www.figure8thinking.com/

To download Natalie’s WonderRigor™ Tip Sheet go to: bit.ly/wrtipsheet

To download a free sample chapter of Natalie’s brilliant book: The Creativity Leap

To preregister for Figure8 Thinking’s upcoming online course: WonderRigor™ Lab online course

To join The New P&L movement go to: www.principlesandleadership.com and subscribe.

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Welcome to this week's The New P&L TO THE POINT. The New P&L TO THE POINT is a weekly podcast series where, in around 10 minutes each Friday, we break down the key elements of our weekly The New P&L conversations with industry leaders and entrepreneurs.  We offer an opinion on the key points from the conversations and how our listeners may practically apply them in their businesses.

This week we break down and analyse our conversation with Sherilyn Shackell, Founder & CEO of The Marketing Academy. Our host Paul discusses:

· The importance of generosity and reciprocity in leadership

· The Marketing Academy’s exceptional operational model

· The renewed sense of the tangible value – personal and professional – of generosity in business

· How the pause created by the pandemic has facilitated more contact, deeper discussions and more contemplative assessment of where we all find ourselves

· The virtuous circle that comes from asking honesty and answering warmly

· Why generosity is key to a health commercial environment and industry

Insta: @themarketingacademyglobal

LI: https://www.linkedin.com/school/the-marketing-academy/

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This week on The New P&L we speak to the incredible Sherilyn Shackell. Sherilyn is the Founder & Global CEO of The Marketing Academy - a unique non-profit organisation dedicated to developing global leadership talent in the Marketing, Media & Advertising industries.  The Marketing Academy brings together some of the world’s best known & popular brands to provide world class learning for all levels of talent from emerging leaders to CMOs with its highly respected programs delivered in the UK, Australia & USA.

Sherilyn is also Founder & Chair of The Marketing Academy Foundation, a stand-alone charity providing marketing apprenticeships for young people from diverse backgrounds and is a Board Advisor to Grace Blue and WeAreFearless. A highly popular keynote speaker and podcast guest, Sherilyn also in demand as a business coach and you’ll often find her delivering leadership development programs around the world.  We discuss with Sherilyn:

- What The Marketing Academy does, what it delivers and who it delivers it to

- The traditional challenge CMOs have had when applying for board level and CEO roles and why this is slowly changing

- What The Marketing Academy has been doing from awareness and authority perspective to ensure boards and other key decision makers understand that CMOs today have the skill set and experience to take on CEO roles

- How The Marketing Academy programmes prepare CMOs not just for the responsibility of leadership but also the uncertainty of leadership in such a fast-paced world

- What work is done within The Marketing Academy programmes on the personal development side to ensure CMOs have the right personal strengths, levels of empathy and resilience as well as professional skills to take on a CEO role

- The changing dynamics and skill sets of CMOs and why this now makes them so well suited to CEO and NED roles

- What The Marketing Academy Foundation does to ensure the future of the marketing industry is more diverse and better reflects and represents the society it engages with

To learn more about The Marketing Academy, please go to: themarketingacademy.org/

Insta: @themarketingacademyglobal

LI: https://www.linkedin.com/school/the-marketing-academy/

Join The New P&L community: www.principlesandleadership.com

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The New P&L needs your help! And, by help, we mean your valuable opinions!

We are conducting a major survey of our listeners, supporters and advocates of The New P&L movement – a movement to aims to place principled leadership and purpose right at the heart of business, so they can impact on and feed the commercial strategic and operational arteries that drive it.

In our first listener survey we want to understand what you love about The New P&L’s current format, why you listen to it, what you take away from it, and what you think we could do better, as well as what you wished we did but currently don’t! As a movement and a podcast publisher – we are nothing without our supporters and listeners so your valuable opinions will feed into not just our thinking and planning for the next 100 episodes of The New P&L, but also crucially into how we frame and build many of the products and services we are offering around the podcast, such as the workshops and brand purpose strategy and consultancy we deliver through our The New P&L Brand Purpose Institute.

For those who do take a moment to complete the survey thank you so very much in advance, and thank you everyone for taking the time to listen to The New P&L and for your continued support of the podcast and The New P&L movement.

Link to The New P&L survey: https://vu458h36zne.typeform.com/to/PDzl0ywM

To subscribe to our monthly The New P&L PLUS newsletter, go to: www.principlesandleadership.com 

This week on The New P&L we speak to the inimitable Suki Thompson. Suki is well-known in the UK's advertising, media and communications industries as a serial entrepreneur; including as co-founder of the award winning Oystercatchers marketing consultancy, Haystack and Bunker Gin as well as founder of Let’s Reset, the cultural change transformation company. As a transformational business leader with a passion for promoting business cultures founded on commercial effectiveness, wellbeing and resilience, Suki is regularly named as one of the most powerful people in the UK's advertising industry by Campaign magazine and has also previously been Chair of The Marketing Society in the UK.  We discuss with Suki: 

- The principles that define Suki’s latest entrepreneurial venture, Let’s Reset 

- Whether marketing agencies have forgotten how to define and defend their value 

- What is the most crucial component of well-being in the workplace is 

- Where does the balance of responsibility lie between the individual and the business they work for when it comes to well-being 

- The challenge of understanding and delivering ‘vulnerable leadership 

- The power of resilience in business

- Why business today seems to have some many challenges with the concept of company culture 

Website: www.letsreset.com  Insta: @letsreset1  / @sukithompson  Join The New P&L community: www.principlesandleadership.com  Insta@: @principlesandleadership 

In this week’s The New P&L TO THE POINT we discuss ‘Why pitching purpose is like selling socks. We consider:

· The seemingly bizarre comparison made between purpose and the simple sock

· Socks and purpose as a functional accessory

· Why it’s sometimes hard to sell the inherent value in something

· Why purpose should be the foundation for all businesses

· Why purpose is too often neglected in business

· How the true value of purpose is often not recognised until something goes wrong

· The fact that you can’t switch on purpose just when it suits

· Investing in purpose

· How purpose pumps the blood of business and feeds the commercial, operational and strategic arteries

To join The New P&L movement go to: www.principlesandleadership.com and subscribe.

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